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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. "Pengurusan Jualan Dipermudahkan." oleh 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.
Penilaian: 4.6/5
Where can you get it: Buy "Sales Management. Simplified." from Amazon
2. "Pengurus Jualan Yang Tidak Disengajakan: Cara Mengawal dan Memimpin Pasukan Jualan Anda untuk Merekodkan Keuntungan" oleh Chris Lytle
Dalam buku ini, penulis menyoroti cabaran yang dihadapi oleh pengurus jualan yang bertukar menjadi peranan kepimpinan tanpa sebarang pengalaman. Buku ini menawarkan panduan kepada pembaca tentang bagaimana untuk berjaya memimpin pasukan jualan dan meningkatkan prestasi jualan.
Penilaian: 4.5/5
Where can you get it: Buy "The Accidental Sales Manager” from Amazon
3. "Pengurusan Jualan untuk Patung" oleh 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.
Penilaian: 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
Dalam buku ini, penulis berkongsi pengalamannya sebelum ini dalam membantu pengurus jualan membimbing cabaran peranan mereka. Buku ini merangkumi pelbagai topik, termasuk cara menjadikan pasukan kuat, bimbingan, menguruskan prestasi, perancangan, dan menyesuaikan diri dengan perubahan persekitaran. Dengan bantuan pengalaman penulis sebagai eksekutif jualan, beliau menyediakan strategi dan pelajaran yang boleh diambil tindakan dalam buku ini.
Penilaian: 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
Arah yang betul mengenai cara memimpin, memotivasi, dan terus maju dalam permainan jualan dibincangkan dalam buku ini. Buku ini juga menyediakan strategi praktikal untuk mengurus dan memotivasikan pasukan jualan, menetapkan jangkaan, latihan untuk peningkatan prestasi, dan memupuk budaya berprestasi tinggi.
Penilaian: 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.
Penilaian: 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
Dalam buku ini, penulis menawarkan panduan lengkap untuk pengurus jualan dan eksekutif untuk melatih jurujual mereka dengan berkesan. Buku ini menekankan kepentingan mengamalkan minda kejurulatihan dan menyediakan strategi taktikal untuk membangunkan tuan jualan. Penulis membolehkan pembaca meneroka topik seperti komunikasi yang berkesan, teknik bimbingan, penetapan matlamat, dan mewujudkan budaya peningkatan berterusan.
Penilaian: 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
Buku ini memberi tumpuan kepada perubahan gaya kepimpinan dengan mengamalkan minda pemimpin. Penulis membincangkan tujuh soalan penting yang dapat meningkatkan cara pemimpin berkomunikasi, memupuk penglibatan, dan mewujudkan perubahan yang bermakna dalam pasukan mereka. Buku ini menyerlahkan kuasa bertanya soalan yang betul untuk membuka kunci potensi dan mencapai hasil yang lebih baik.
Penilaian: 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.
Penulis buku ini memberikan nasihat praktikal mengenai teknik pengurusan yang berkesan. Penulis menawarkan pendekatan yang mudah dan cekap untuk menguruskan orang, memberi tumpuan kepada menetapkan harapan yang jelas, memberikan maklum balas yang cepat, dan mengiktiraf pencapaian. Buku ini menekankan kepentingan mengimbangi tanggungjawab dan pembangunan pekerja.
Penilaian: 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
Buku ini memberikan pemahaman dan strategi untuk profesional jualan yang menyasarkan untuk mencapai kedudukan kepimpinan jualan. Penulis menawarkan nasihat praktikal untuk membangunkan kemahiran kepimpinan, menguruskan pasukan jualan, dan memberikan hasil yang lebih baik. Buku ini memberi tumpuan terutamanya kepada menetapkan matlamat bercita-cita tinggi, membina strategi jualan yang berkesan, dan memupuk budaya berprestasi tinggi.
Penilaian: 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
Penulis dalam buku ini memberi tumpuan kepada kepentingan mengukur dan menguruskan prestasi jualan untuk mendapatkan lebih banyak kejayaan. Buku ini menyebut model untuk memahami elemen jualan utama dan memberikan cadangan untuk mereka bentuk sistem pengukuran prestasi yang berkesan dan menerapkan amalan pengurusan jualan yang sejajar dengan matlamat organisasi.
Penilaian: 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
Penulis buku ini berkongsi pandangan untuk membina model jualan yang boleh diramal dan difahami. Buku ini memberikan nasihat praktikal untuk mencipta profil pelanggan yang sempurna dengan menggunakan proses jualan yang sesuai dan mengukur metrik utama.
Penilaian: 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.
Penilaian: 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
Dalam buku ini penulis bercakap tentang lima strategi terbukti untuk mencapai pertumbuhan jualan, menulis petua penting dari pemimpin jualan yang berjaya di pelbagai industri. Buku ini menggali topik seperti segmentasi pasaran, pembangunan cadangan nilai, pengalaman pelanggan, pengurusan akaun strategik, dan pengoptimuman pasukan jualan.
Penilaian: 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
Buku ini memberi tumpuan kepada membina program pembangunan jualan yang kuat untuk menjana saluran paip yang boleh diulang dan meningkatkan pertumbuhan perniagaan. Penulis dalam buku ini menyediakan panduan praktikal untuk mereka bentuk strategi pembangunan jualan yang berkesan, menubuhkan pasukan jualan dalaman, dan mengenal pasti dan menggunakan teknik untuk sejajar dengan usaha pasaran dan jualan.
Penilaian: 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
Penulis buku ini membolehkan pembaca meneroka peralihan dalam proses pembelian dan memberikan panduan untuk menyelaraskan pendekatan jualan dengan cara orang membeli hari ini. Buku ini memberi tumpuan kepada mengamalkan proses penjualan masuk untuk memahami tingkah laku pembeli, mencipta kandungan berharga, dan membina hubungan pelanggan yang kukuh.
Penilaian: 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.
Penilaian: 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
Buku ini mencabar amalan pengurusan standard dan meneroka apa yang dilakukan oleh pengurus hebat secara berbeza. Buku ini memberi tumpuan kepada penyelidikan berskala besar dan mengenal pasti penemuan yang sesuai mengenai penglibatan pekerja, mengesan prestasi, dan membina pasukan jangka panjang yang kukuh. Buku ini juga membincangkan kepentingan memberi tumpuan kepada kekuatan individu dan mewujudkan persekitaran di mana pekerja boleh berkembang.
Penilaian: 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.
Penilaian: 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
Penulis dalam buku ini menawarkan nasihat praktikal untuk membina dan memimpin organisasi jualan halaju tinggi. Buku ini merangkumi pelbagai ciri pengurusan jualan yang merangkumi strategi jualan, pengambilan, latihan, pembangunan, dan pengoptimuman proses jualan.
Penilaian: 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
Penulis buku ini menyediakan penyelesaian praktikal untuk pemimpin jualan untuk mengatasi cabaran pengurusan, mengendalikan wakil jualan yang sukar, dan merebut setiap peluang. Buku ini menawarkan pemahaman tentang komunikasi yang berkesan, pengurusan prestasi, dan menyelesaikan isu-isu pengurusan jualan yang biasa.
Penilaian: 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
Kesimpulan
Buku terbaik untuk pengurus jualan baru yang dipaparkan dalam blog ini memberikan banyak pengetahuan, bimbingan, dan inspirasi bagi mereka yang melangkah ke peranan kepimpinan dalam industri jualan. Buku-buku ini menawarkan pandangan berharga mengenai strategi jualan yang berkesan, pengurusan pasukan, prinsip kepimpinan, dan pembangunan peribadi.
Soalan lazim
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
