Best Books For New Sales Leaders
The other day a friend of mine asked me what books an individual contributor that just took a sales management job should read. Here's what I told him:
For tactical management, I’d have to recommend the Effective Executive by Peter Drucker. I try to read it every few years.
For higher-level leadership concepts, I’d recommend Leadership and the Art of Self Deception: Getting Out of the Box by the Arbinger Institute.
For culture, read What You Do Is Who You Are: How to Create Your Business Culture by Ben Horowitz.
And for tactical sales process and leadership, definitely read The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million by Mark Roberge.