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A sales manager does more than just oversee a team—they shape the growth and success of every sales representative. According to Gartner, sales leaders play a crucial role in teaching skills that go beyond the classroom. To succeed, you must train, coach, and monitor your team, build strategies, collaborate across departments, and close high-value deals. It’s a challenging role.
After exploring countless sales books, I’ve identified 25 that every VP, director, and manager should study. These books offer practical insights to help you sharpen your leadership skills, drive performance, and empower your team to sell more effectively. When applied, their lessons will give you a powerful edge in leading with confidence.
Here are the 25 must-read books for every sales leader.
25 best books for every sales manager
We have categorized the books into sections. This categorization helps sales managers identify which books align best with their immediate challenges and leadership goals.
7 Books on core sales management & leadership
Books that provide fundamental strategies for leading, coaching, and managing sales teams effectively.
1. "Sales Management Simplified." by Mike Weinberg
In this book, the author provides practical advice and strategies for sales managers to effectively lead and motivate their teams.
The book highlights the importance of focusing on sales fundamentals and creating a culture of responsibility. The author offers accurate insights to manage salespeople, set realistic goals, and drive better sales performance.
Ratings: 4.6/5
Where can you get it: Buy "Sales Management. Simplified." from Amazon
2. "The Accidental Sales Manager: How to Take Control and Lead Your Sales Team to Record Profits" by Chris Lytle
In this book, the author highlights the challenges faced by sales managers who converted into leadership roles without any experience. The book offers guidance to readers on how to successfully lead a sales team and improve sales performance.
Ratings: 4.5/5
Where can you get it: Buy "The Accidental Sales Manager” from Amazon
3. "Sales Management for Dummies" by Butch Bellah
In this book the author provides complete guidance for sales managers. It is not important whether they are new to the role or want to improve their skills, the book offers proper guidance to every reader.
And also, the author explains various features like sales management, goal setting, implementing sales strategies, tracking sales performance, and more to make readers' journeys more effective.
Ratings: 4.2/5
Where can you get it: Buy "Sales Management for Dummies" from Amazon
4. "Sales Manager Survival Guide: Lessons from Sales' Front Lines" by David Brock
In this book, the author shares his prior experience in helping sales managers guide the challenges of their roles. The book covers a huge range of topics, including how to make a team strong, coaching, managing a team’s performance, planning, and adapting to environment change. With the help of the author's experience as a sales executive, he provides actionable strategies and lessons in the book.
Ratings: 4.6/5
Where can you get it: Buy "Sales Manager Survival Guide” from Amazon
5. "Proactive Sales Management: How to Lead, Motivate, and Stay Ahead of the Game" by William "Skip" Miller
The proper direction on how to lead, motivate, and stay ahead in the sales game is discussed in this book. The book also provides practical strategies for managing and motivating sales teams, setting expectations, training for performance improvement, and nurturing a high-performance culture.
Ratings: 4.3/5
Where can you get it: Buy "Proactive Sales Management” from Amazon
6. "The Sales Boss: The Real Secret to Hiring, Training and Managing a Sales Team" by Jonathan Whitman
The author of this book focuses on the important factors of recruiting, instructing, and managing a successful sales team. The author shares practical understanding and strategies to build and lead a high-performing sales organization.
The book highlights the importance of effective hiring practices, constant training and development programs, and applying strong management techniques.
Ratings: 4.8/5
Where can you get it: Buy “The Sales Boss” from Amazon
7. "52 Sales Management Tips - The Sales Manager's Success Guide" by Steven Rosen
52 practical tips and insights for sales managers to enhance their leadership skills and drive sales team success are provided by the author in this book.
The book covers various sides of sales management, including goal setting, coaching, motivation, hiring, and many more. Every tip offered by this book is designed to be feasible and provides practical advice.
Ratings: 3.6/5
Where can you get it: Buy "52 Sales Management Tips” from Amazon
Books like Sales Management Simplified and ProActive Sales Management stress the importance of accountability and setting clear expectations for sales teams. These fundamentals lay the groundwork for effective sales leadership, ensuring that sales reps are aligned with company goals and held responsible for their performance.
Compass enhances this aspect by providing goal-setting and tracking tools that allow sales managers to define clear KPIs and monitor progress in real-time. Automated check-ins and performance dashboards further ensure that accountability is built into the sales process, helping managers keep their teams focused and productive.
4 Books on coaching & motivating sales teams
Books that focus on building high-performance teams through coaching, motivation, and culture-building.
8. "Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives" by Keith Rosen
In this book, the author offers a complete guide for sales managers and executives to coach their salespeople effectively. The book highlights the importance of adopting a coaching mindset and provides tactical strategies for developing sales masters. The author allows readers to explore topics such as effective communication, coaching techniques, goal setting, and creating a culture of continuous improvement.
Ratings: 4.5/5
Where can you get it: Buy "Coaching Salespeople into Sales Champions” from Amazon
9. "The Coaching Habit: Say Less, Ask More & Change the Way You Lead Forever" by Michael Bungay Stanier
The book focuses on changing leadership styles by adopting a leader mindset.The author discusses seven important questions that can improve the way leaders communicate, nurture engagement, and create meaningful change within their teams. The book highlights the power of asking the right questions to unlock potential and achieve better results.
Ratings: 4.5/5
Where can you get it: Buy “The Coaching Habit” from Amazon
10."The One Minute Manager" by Kenneth Blanchard, Ph.D., and Spencer Johnson, M.D.
The author of this book presents practical advice on effective management techniques. The authors offer a simple and efficient approach to manage people, focus on setting clear expectations, providing quick feedback, and recognizing achievements. The book highlights the importance of balancing responsibility and employee development.
Ratings: 4.5/5
Where can you get it: Buy “The One Minute Manager” from Amazon
11. "Race to Amazing: Your Fast Track to Sales Leadership" by Krista S. Moore
This book provides the understanding and strategies for sales professionals targeting to achieve sales leadership positions. The author offers practical advice on developing leadership skills, managing sales teams, and providing better results. The book mainly focuses on setting ambitious goals, building effective sales strategies, and fostering a high-performance culture.
Ratings: 5/5
Where can you get it: Buy “Race to Amazing” from Amazon
5 Books on sales process optimization & performance measurement
Books that help sales managers track, measure, and refine sales processes for better outcomes.
12. "Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance" by Jason Jordan and Michelle Vazzana
The author in this book focuses on the importance of measuring and managing sales performance to gain more success. The book mentions a model for understanding key sales elements and provides suggestions for designing effective performance measurement systems and applying sales management practices that align with organizational goals.
Ratings: 4.4/5
Where can you get it: Buy "Cracking the Sales Management Code” from Amazon
13. "Predictable Revenue" by Aaron Ross and Marylou Tyler
The author of this book shares the insights into building a predictable and understandable sales model. The book provides practical advice on creating a perfect customer profile by using appropriate sales processes and measuring key metrics.
Ratings: 4.4/5
Where can you get it: Buy "Predictable Revenue" from Amazon
14. "The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million" by Mark Roberge
In this book, the author talks about his experience and strategies to lead marketing and sales software companies. The author highlights an appropriate approach to scale sales organizations by using data, technology, and inbound selling studies. The book provides insights to make better decisions and growth of the company.
Ratings: 4.6/5
Where can you get it: Buy "The Sales Acceleration Formula” from Amazon
15. "Sales Growth: Five Proven Strategies from the World's Sales Leaders" by Thomas Baumgartner
In this book the author talks about the five proven strategies for achieving sales growth, writing important tips from successful sales leaders across various industries. The book digs into topics such as market segmentation, value proposition development, customer experience, strategic account management, and sales team optimization.
Ratings: 4.4/5
Where can you get it: Buy “Sales Growth” from Amazon
16. "The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales" by Trish Bertuzzi
The book focuses on building a powerful sales development program to generate a repeatable pipeline and boost business growth. The author in this book provides practical guidance on designing an effective sales development strategy, setting up an inside sales team, and identifying and using techniques to align with market and sales efforts.
Ratings: 4.6/5
Where can you get it: Buy “The sales Development Playbook” from Amazon
Books like Cracking the Sales Management Code and The Sales Acceleration Formula emphasize the importance of leveraging analytics and structured processes to optimize sales performance.
Compass brings these concepts to life with sales analytics tools that provide real-time insights into team performance, pipeline health, and sales forecasting. With interactive playbooks and automated reporting, sales managers can implement best practices consistently across their teams, leading to improved efficiency and predictable revenue growth.
2 Books on prospecting, lead generation & revenue growth
Books focused on improving pipeline management, sales prospecting, and revenue growth.
17. "Combo Prospecting" by Tony J. Hughes
Tony J. Hughes presents a comprehensive guide on effectively combining prospecting techniques to maximize sales success. The book emphasizes the importance of blending traditional methods with modern digital approaches to create a robust prospecting strategy. Hughes provides actionable insights on how to engage potential clients through various channels while maintaining a focus on building genuine relationships.
Ratings: 4.7/5
Where can you get it: Buy "Combo Prospecting" from Amazon
18. "Inbound Selling: How to Change the Way You Sell to Match How People Buy" by Brian Signorelli
This book's author allows readers to explore the shift in the buying process and provides guidance on aligning sales approaches with the way people buy today. The book focuses on adopting an inbound selling process to understand buyer behavior, create valuable content, and build strong customer relationships.
Ratings: 4.6/5
Where can you get it: Buy “Inbound Selling” from Amazon
3 Books on customer-centric & relationship-based selling
Books that focus on understanding customer behavior, building relationships, and aligning with buyer needs.
19. "Beyond the Sales Process" by Steve Andersen and Dave Stein
In "Beyond the Sales Process," Andersen and Stein challenge traditional sales methodologies by advocating for a more customer-centric approach. They argue that understanding the buyer's journey is crucial for sales success and provide frameworks for aligning sales strategies with customer needs. The authors emphasize the importance of building long-term relationships over merely closing deals.
Ratings: 4.4/5
Where can you get it: Buy "Beyond the Sales Process" from Amazon
20. "First, Break All the Rules: What the World's Greatest Managers Do Differently" by Marcus Buckingham, Curt Coffman, and Jim Harter
This book challenges standard management practices and explores what great managers do differently. The book focuses on large-scale research and identifies appropriate findings about employee engagement, tracking performance, and building strong, long-term teams. The book also talks about the importance of focusing on individual strengths and creating an environment where employees can develop.
Ratings: 4.5/5
Where can you get it: Buy “First, Break All the Rules” from Amazon
21. "The Challenger Customer" by Brent Adamson, Matthew Dixon, Pat Spenner, and Nick Toman
This book explores how successful sales teams engage customers who challenge conventional thinking and drive change within their organizations. The authors argue that understanding the dynamics of customer buying groups is essential for effectively influencing decision-making processes. They provide insights into identifying and leveraging "challenger" customers to improve sales outcomes significantly.
Ratings: 4.5/5
Where can you get it: Buy "The Challenger Customer" from Amazon
2 Books on negotiation and communication
Books that help sales managers master negotiation techniques and handle complex sales discussions with great communication.
22. "Never Split the Difference" by Chris Voss and Tahl Raz
Chris Voss, a former FBI hostage negotiator, shares negotiation techniques that can be applied in everyday situations in "Never Split the Difference." The book focuses on psychological principles and practical strategies that help negotiators achieve better outcomes without compromising their objectives. Voss provides engaging anecdotes and actionable tips that make complex negotiation tactics accessible to all readers.
Ratings: 4.8/5
Where can you get it: Buy "Never Split the Difference" from Amazon
23. "Sell With a Story" by Paul Smith
In this book, Paul Smith emphasizes the power of storytelling in sales, illustrating how effective narratives can transform routine presentations into meaningful relationships. He provides a structured approach to crafting compelling stories that resonate with clients, focusing on key elements such as challenge, conflict, and resolution. The book is filled with practical exercises and real-world examples from notable companies, making it a valuable resource for sales professionals looking to enhance their storytelling skills.
Ratings: 4.5/5
Where can you get it: Buy "Sell With a Story" from Amazon
2 Books on tactical problem solving in sales leadership
Books that provide real-world solutions for managing sales challenges and difficult team dynamics.
24. "Nuts and Bolts of Sales Management: How to Build a High-Velocity Sales Organization" by John Treace
The author in the book offers practical advice for building and leading a high-velocity sales organization. The book covers various features of sales management which includes sales strategy, hiring, training, development, and sales process optimization.
Ratings: 4.0/5
Where can you get it: Buy "Nuts and Bolts of Sales Management” from Amazon
25. "The Sales Leader's Problem Solver: Practical Solutions to Conquer Management Mess-ups, Handle Difficult Sales Reps, and Make the Most of Every Opportunity" by Suzanne Paling
The author of this book provides practical solutions for sales leaders to overcome management challenges, handle difficult sales reps, and grab every opportunity. The book offers an understanding of effective communication, performance management, and solving common sales management issues.
Ratings: 4.4/5
Where can you get it: Buy “The Sales Leader’s Problem Solver” from Amazon
Building A High-Performance Sales Culture with Compass
Compass helps sales managers cultivate this winning culture by integrating recognition and rewards systems that keep teams engaged and motivated. Gamification features such as leaderboards and challenges drive friendly competition, while continuous feedback loops ensure that sales reps receive the guidance and encouragement they need to perform at their best.
Book a demo now! https://www.getcompass.ai/book-a-demo
Conclusion
The best books for new sales managers featured in this blog provide a wealth of knowledge, guidance, and inspiration for those stepping into leadership roles within the sales industry. These books offer valuable insights on effective sales strategies, team management, leadership principles, and personal development.
FAQs
1. What is the best book on sales management?
One highly recommended book on sales management is "The Ultimate Sales Machine" by Chet Holmes, which focuses on improving sales performance and business efficiency through proactive management and strategic thinking 2.
2. What are 3 skills of a sales manager?
Three essential skills of a sales manager include:
- Leadership - the ability to inspire and motivate a team.
- Communication - effectively conveying information and expectations.
- Analytical skills - assessing sales data to make informed decisions and strategies 12.
3. What are the 4 elements of sales management?
The four key elements of sales management typically include:
- Sales planning - setting goals and defining strategies.
- Sales organization - structuring the sales team for optimal performance.
- Sales leadership - guiding and motivating the sales force.
- Sales control - monitoring performance and making adjustments as needed
