As a new sales leader, managing a small team, before I hire a VP of Sales, I'm looking to learn how to do it myself. What are the 3 sales management book "classics" that are fundamental and must reads?
Thank you!
Top 3 Sales Management books for new a sales leader?
by a searcher from University of Pennsylvania - The Wharton School
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One caveat... I made the mistake years ago of sharing his books with some of my sales leaders who were less than receptive to the MBA/academic style. Their resistance derailed a sales team sizing exercise which was sorely needed in the US. Simultaneously, a colleague of mine in the company rolled out the same exercise using Zoltner's material in Germany with success with a sales leadership team who were far more open to book learning and "engineering" a sales team structure. From that point I've continued to apply Zoltners' principles, though with better organizational change technique than "hey guys, check out this book from a really smart professor."