20 Best Books for New Sales Managers for Sales Management Success

According to Gartner, a sales manager plays a vital role in the professional development of a sales representative, teaching them aspects that one learns outside the classroom. The study revealed that 72% of L&D reports that expectations of management involvement in a representative’s learning have drastically increased in the past three years. 

With managers close enough to a seller’s work to understand the area that needs development, learning requires the manager to tailor the coaching to the representative’s unique situation. Therefore, it becomes imperative for managers to master leadership roles to enable learning, boost motivation, and increase engagement and collaboration among representatives to lead to the establishment of a smoother sales pipeline.

It is safe to say that leading a sales team is not just about marking whether the sales target has been met or not. A sales manager is a rewarding yet challenging position requiring unique skills and knowledge. Sales managers also need guidance, strategies, and awareness for sales management roles.

In this article, we have carefully curated a list of the best books for new sales managers, handpicked to provide you with the insights, strategies, and tools necessary for success. Whether you're looking to sharpen your leadership abilities, improve your team's performance, or navigate the complexities of sales management, these books will be invaluable guides.

So, let's dive in and discover the wisdom that awaits within the pages of these transformative books, empowering you to become an exceptional sales manager.

20 Best books for new sales managers for mastering sales management

Here are the 20 best books for new sales managers to master sales management.

1. "Sales Management Simplified." by Mike Weinberg
2. "The Accidental Sales Manager: How to Take Control and Lead Your Sales Team to Record Profits" by Chris Lytle
3. "Sales Management for Dummies" by Butch Bellah
4. "Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance" by Jason Jordan and Michelle Vazzana
5. "Nuts and Bolts of Sales Management: How to Build a High-Velocity Sales Organization" by John Treace
6. "Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives" by Keith Rosen
7. "The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million" by Mark Roberge
8. "Sales Manager Survival Guide: Lessons From Sales' Front Lines" by David Brock
9. "Predictable Revenue" by Aaron Ross and Marylou Tyler
10. "First, Break All the Rules: What the World's Greatest Managers Do Differently" by Marcus Buckingham, Curt Coffman, and Jim Harter
11. "ProActive Sales Management: How to Lead, Motivate, and Stay Ahead of the Game" by William "Skip" Miller
12. "The Sales Boss: The Real Secret to Hiring, Training and Managing a Sales Team" by Jonathan Whitman
13. "Sales Growth: Five Proven Strategies from the World's Sales Leaders" by Thomas Baumgartner
14. "The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales" by Trish Bertuzzi
15. "Inbound Selling: How to Change the Way You Sell to Match How People Buy" by Brian Signorelli
16. "Race to Amazing: Your Fast Track to Sales Leadership" by Krista S. Moore
17. "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
18. "52 Sales Management Tips - The Sales Manager's Success Guide" by Steven Rosen
19. "The Coaching Habit: Say Less, Ask More & Change the Way You Lead Forever" by Michael Bungay Stanier
20. "The One Minute Manager" by Kenneth Blanchard, Ph.D., and Spencer Johnson, M.D.

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

Reviews

How to build a high-performance sales team

Loved reading the book. Every chapter was a good learning experience. Liked the analogy of CRM jockey, hunter, farmers and many others.

It was quite refreshing as it touched the basic elements of sales which had faded in distant memory.

No matter where you are in your sales journey it's a must-read book for every sales professional.

- Samiksha

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

Reviews

A great read for new and existing Sales Managers

This book was recommended to me by a current VP at another company after hearing about my upcoming promotion to Sales Manager for a National sales team. It is well written and structured to ease initial doubts for new Sales Managers about where to start concentrating your efforts and then what to focus on to remain a successful sales manager. As stated in the book, "you don't know what you don't know", but I feel like now do know what will work moving forth. I would recommend this book to others looking to either get up and running properly as a Sales Manager or perhaps for current managers who may feel and recognize that their efforts just don't seem to be working well with their team.

- Ian Mc

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

Reviews

A MUST READ FOR ANYONE IN BUSINESS OR SALES!

Sales Management for Dummies is a must read for all involved in business and sales. I am keeping it on the shelf at my desk to refer to often. Small business owners should read this book immediately to know what to do to make their business successful. We all know anyone in business is in sales whether they like it or not and if you do what this book says you will have sales success which will greatly improve the odds of business success. I can't say this enough, THIS IS A MUST READ!

- Margaret Briem

Where can you get it: Buy "Sales Management for Dummies" from Amazon

4. "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

Reviews

A true sales classic

I have studied at least 10 great books on sales from quite a few renowned authors in a very detailed way, 'cracking the sales management code ' has been very special as it has beautifully summarised and cemented what I have learnt and successfully implemented from the other classics on the subject of sales performance, a fantastic step - by - step operational manual to help one understand what aspects can be controlled and what cannot be controlled to achieve the results we desire from our sales efforts, a must read for anyone who wishes to truly understand how to improve sales performance.

- Vijay Balasubramaniam

Where can you get it: Buy "Cracking the Sales Management Code” from Amazon

5. "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

Reviews

Refreshing advice from the real world!

I've read a copy of Mr. Treace's book and have found it of great benefit in building my sales organization. If you are in medical device sales, the real world examples and solutions provided will help you avoid lots of land mines - it has for me already. Really practical stuff, not "consultant, or academic-type" info if that is what you are after. You can tell the author has "walked the walk", maybe made some mistakes and learned. It will always be a stand out in my library. Looking forward to the next!

- Bill P

Where can you get it: Buy "Nuts and Bolts of Sales Management” from Amazon

6. "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

Reviews

Extremely helpful book on coaching

Unfortunately, I discovered the book about 10 yrs after it was written, but like all classics is as fresh now as it was 10 yrs ago.

Coaching is a hugely underdeveloped skill and a hugely untapped opportunity if done properly.

I was looking for a book that will give me some ideas about coaching, but I want I found is a step by step guid of how to implement coaching in the work place.

Very easy to follow and implement and there’s something for everyone. Whether yiy are a seasoned coach or a novice, you will get value from this book.

I liked so much that I bought 8 copies one fir each of my managers and they absolutely LOVED IT!!!

- Costas

Where can you get it: Buy "Coaching Salespeople into Sales Champions” from Amazon

7. "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

Reviews

Amazing learning tool

Actual learning experience, a small the things are implemented first and then recorded. Almost all the things are for immediate implementation.

Short but, detailed explanations of all experiments and ideas to scale and predictable sales.

- Anmol

Where can you get it: Buy "The Sales Acceleration Formula” from Amazon

8. "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

Reviews

A Must have for all Sales Managers: Extensive coverage of all Sales Managers Roles: Don't Miss This 👌👍👏👏👏👏

David A Brock will win you over from the first lesson. From how to start your new role as a Sales Manager to how to manage as a seasoned one, this book had it all covered. Priortising your work, review mechanism, effectively coaching your teams, performance reviews, hiring the best, training, managing your manager .....you name it, you have it. This book has really helped me to focus on the key things, which I Would have learned the hard way. I can't thank Dave for putting his invaluable experience for people like me to use as day to day reference. Buy this, Read This, Study, Practice and Keep it with you in office for daily reference. Go ahead get your self the survival guide you need: MUST BUY👌👍👏👏👏👏

-Deepak Singh Thakur

Where can you get it: Buy "Sales Manager Survival Guide” from Amazon

9. "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

Reviews

A very good and practical Sales Book

I returned to a Sales Support role recently after many years and was looking to read up some good books on Sales and came across Predictable Revenue. It was really a very useful book. The author shares his own learning, experience and insights for various Sales roles while at Salesforce.com and other organization later on. He clearly brings out the need for specialized Sales Roles as an organization grows, the need to separate out lead generation and Sales Closing, Inbound and Outbound leads etc. Even though the book came out several years ago, the lessons are still very much relevant and worth reading and practicing today.

- Balwant C Surti

Where can you get it: Buy "Predictable Revenue" from Amazon

10. "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

Reviews

Insights about underlying first principles of Management

When we talk about management, we talk about how to orchestrate the existing people to get maximum performance out of them.

This book goes to whys of things. He gives a new definition to the word "talent" and then argues that why talent cant be "taught". Your best shot to excellent performance is to map people's talent to the work that needs that talent. Example, a nurse can do repetitive job of dealing with sick patients and still drive pleasure and satisfaction out of it - this empathy is hardwired in her brain. He also talks about things you can and CANNOT change in . parson. You need to "manage around weakness" of your people. Full…….. Throughput.

- Mayank Jaiswal

Where can you get it: Buy “First, Break All the Rules” from Amazon

11. "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

Reviews

This book provides the rocket fuel for the little engine that could

Many sales managers believe that they are ahead of the game and they will resist the lessons in this book. They assume that they are the sales locomotive that pulls the entire train. Unfortunately, these managers ignore the fact that there is a second engine at the back of the train, pushing hard. That second engine is a hot and eager market. When that second engine stops pushing, the sales manager will stall out. Skip …………… professional success.

- Gerhard Gschwandtne

Where can you get it: Buy "ProActive Sales Management” from Amazon

12. "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

Reviews

Highly recommended, if you are looking to build a Super Star Sales Team!

Jonathan Whistman has done a tremendous job to breakdown all processes associated with creating a superstar sales team into a quick read. Not only will you find yourself reading this book once, but referring to it many times in the future for specifics on hiring or coaching based on the situation. I have built several sales teams and wish I had this book as a previous resource. Jonathan outlines in detail the best ways to acquire, train and motivate superstar sales representatives. Even if you don't have a sales team or only have a small sales team, the sections on employee recruiting and on-boarding transcend well beyond sales into building a strong foundation for your organization.

- E. Levy

Where can you get it: Buy “The Sales Boss” from Amazon

13. "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

Reviews

Sales Insights for everybody

Having come out of a top business school, I agree with the authors when they talk about a dearth of a focus on sales, and having spent more than 6 years now working with Heads of Sales/Revenue and CEOs who look to drive incremental return from their businesses, appreciate the importance of even small improvements in sales productivity to the bottom line of fast growing businesses. This ………..ropes.

- P.C.

Where can you get it: Buy “Sales Growth” from Amazon

14. "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

Reviews

Practical guide

Hands on guide for the SDR process. You should get a hard copy and keep it by your desk for quick reference on a day to day basis.

- Madhu Babu EM

Where can you get it: Buy “The sales Development Playbook” from Amazon

15. "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

Reviews

This should be your new inside sales bible

I'm constantly reading any books I can get my hands on related to sales, marketing, organizational development, and general professional development and upskilling. This book checks the boxes and I predict it will become a leader in all those categories. If you are in sales buy this book, apply this book, and success will follow. I'll share my story to paint the picture. I'm making a career transition from law to SaaS sales and I picked this book up to accelerate my learning curve and grab some actionable tools. I used ………. to the next level.

- Kurt Hutson

Where can you get it: Buy “Inbound Selling” from Amazon

16. "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

Reviews

The book depicts the subtle art of becoming a great leader and a business coach.

This is a great tool & a business resource to becoming a great leader and finding financial intelligence, by being an influencer and spreading positivity. The author presents many aspects of being effective in your work by providing a step-by-step plan to evolving and growing in your profession, all the while helping your team and others become successful. This a well written book. Clearly, the author's passion for helping others be their best is fueled by her previous experience and her background in Sales. Krista Moore provides techniques and activities that can assist in forming a coaching style which is geared towards Extraordinary vs. Ordinary leaders.

- Maha Dahir

Where can you get it: Buy “Race to Amazing” from Amazon

17. "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

Reviews

Finally a Practical Book for Sales Leaders!

By blending a wealth of intriguing case studies, common problems and well-thought-out solutions, Suzanne's book hits the mark for today's sales leader. Too many leadership books focus on obscure concepts and motivational ideas. Not this one! This must read book shows you how to solve real life sales problems in creative and innovative ways. The Sales Leader's Problem Solver couldn't come at a better time. Don't just buy it, make it mandatory for anyone and everyone in a sales leadership role.

- Shari Levitin

Where can you get it: Buy “The Sales Leader’s Problem Solver” from Amazon

18. "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

Reviews

A Must Have for Sales Managers

If you are like most sales managers, you are strapped for time. I know... I talk to sales managers on a regular basis, and "lack of time to develop my staff" is a common theme.

That's why I think Steven Rosen's 52 Sales Management Tips is exactly what you need. It is specific enough to really make a difference, yet a quick enough read that you can easily digest the points he is making.

You don't have to read the book in one sitting. In fact, you will gain a lot more from it if you dig into just one or two tips a week.

Perfect way to make lasting improvements and impact your staff -- without having to feel overwhelmed by a lengthier read. Check it out. You'll be glad you did.

- Mark Hunter

Where can you get it: Buy "52 Sales Management Tips” from Amazon

19. "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

Reviews

Good Read

It is easy to make things complicated but hard to make them simple and easy to understand. Michael has made the complicated to simple and practical.

- Harry

Where can you get it: Buy “The Coaching Habit” from Amazon

20. "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

Reviews

A young man searches all over the world for an example of a great manager.

A young man searches all over the world for an example of a great manager.

He wants to work for one and learn how to become one. But most of the workplaces he has seen do not provide any great inspiration. He meets hard-nosed managers who get things done but who the staff do not much like, and nice managers who love their staff but do not pay enough attention to the bottom line.

Could there………even made light of'.

- Shyam Sailus

Where can you get it: Buy “The One Minute Manager” from Amazon

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.

Remember, reading alone is not enough. Applying the principles and techniques learned from these books in your daily sales management practices is crucial. Embrace a growth mindset, actively listen to your team, and provide guidance and support to help them reach their full potential.

The best books for new sales managers are not merely sources of information but blueprints for success. They offer practical advice, real-life examples, and valuable lessons from experienced sales leaders. Embrace the wisdom they provide and integrate it into your leadership style, adapting and refining your approach as needed.