{"id":3115,"date":"2016-03-14T10:00:49","date_gmt":"2016-03-14T10:00:49","guid":{"rendered":"https:\/\/www.onsightapp.com\/blog\/?p=3115"},"modified":"2021-08-08T16:58:00","modified_gmt":"2021-08-08T16:58:00","slug":"10-great-books-sales-reps-sales-managers","status":"publish","type":"post","link":"https:\/\/www.onsightapp.com\/blog\/10-great-books-sales-reps-sales-managers","title":{"rendered":"14 great books for sales reps and sales managers"},"content":{"rendered":"<style>\n.smallImage {\n  width: auto !important;\n  float: left;\n  padding: 5px 5px 5px 5px;\n}\n<\/style>\n<p>To achieve success in any industry, you need to further your knowledge continuously and be up to scratch on the latest techniques and processes. This also applies to sales reps and sales managers in particular. Even if you\u2019re busy, taking the time to read can mean the difference between success and mediocrity.<\/p>\n<p>We\u2019ve gathered the top 14 sales books you can read today to elevate your sales and overall productivity. Remember, if you really don\u2019t have time to sit down and read, play an audio version in your car in between sales meetings or on the way to the office. Alternatively, get the e-book for easy access to your sales library on the go \u2013 there really are no excuses for not reading.<br \/>\n&nbsp;<br \/>\n<img loading=\"lazy\" decoding=\"async\" src=\"https:\/\/www.onsightapp.com\/blog\/wp-content\/uploads\/2016\/03\/The-Secrets-of-Closing-the-Sale-183x300.png\" alt=\"\" width=\"183\" height=\"300\" class=\"alignleft size-medium smallImage\" \/><\/a><\/p>\n<h2>Secrets of Closing The Sale<\/h2>\n<p> by <strong>Zig Ziglar<\/strong><br \/>\n<em>(Publisher: Berkley, 1982)<\/em><br \/>\n&nbsp;<br \/>\nSearch for sales books on Google and you\u2019re almost guaranteed to come across one of Zig Ziglar\u2019s books. <em>Secrets of Closing The Sale<\/em> focuses on an important sales principle that holds  today: Build a strong relationship with prospects. Ziglar\u2019s guides will prepare sales reps to face clients with enthusiasm and confidence, ready to overcome any reason people may be hesitant to buy. The book is easy to follow and it includes real life illustrations along with over 700 sales questions that will come in handy at any part of the sales process.<br \/>\n&nbsp;<br \/>\n<img loading=\"lazy\" decoding=\"async\" src=\"https:\/\/www.onsightapp.com\/blog\/wp-content\/uploads\/2016\/03\/The-Ultimate-Sales-Machine-183x300.png\" alt=\"\" width=\"183\" height=\"300\" class=\"alignleft size-medium smallImage\" \/><\/a><\/p>\n<h2>Ultimate Sales Machine: Turbocharge Your Business with Relentless Focus on 12 Key Strategies<\/h2>\n<p> by <strong>Chet Holmes<\/strong><br \/>\n<em>(Publisher: Portfolio, 2007)<\/em><br \/>\n&nbsp;<br \/>\nChet Holmes\u2019s book provides strategies on how you can to improve your sales, management, and marketing skills by just spending an hour a week on each area you wish to improve in. A salesperson not only needs to identify fruitful opportunities and strategies but also get rid of ones that don\u2019t work. Holmes lays out what is important in sales and what may not be worth the time. He details 12 critical areas that one should look to when working on skills as a guiding principle.<br \/>\n&nbsp;<br \/>\n<img loading=\"lazy\" decoding=\"async\" src=\"https:\/\/www.onsightapp.com\/blog\/wp-content\/uploads\/2016\/03\/Never-Split-The-Difference-206x300.png\" alt=\"\" width=\"206\" height=\"300\" class=\"alignleft size-medium smallImage\" \/><\/a><\/p>\n<h2>Never Split The Difference<\/h2>\n<p> by <strong>Chris Voss<\/strong><br \/>\n<em>(Publisher: Harper Business, 2016)<\/em><br \/>\n&nbsp;<br \/>\nWritten by former FBI hostage negotiator, Chris Voss, <em>Never Split The Difference<\/em> outlines 9 principles of effective negotiation that can be helpful to readers from all backgrounds. A sales rep wishing to improve their persuasion skills can greatly benefit from the unique take on human interaction that Voss has. Readers can also definitely improve their sales skills in stressful negotiations with high stakes.<br \/>\n&nbsp;<br \/>\n<img loading=\"lazy\" decoding=\"async\" src=\"https:\/\/www.onsightapp.com\/blog\/wp-content\/uploads\/2016\/03\/SPIN-Selling-183x300.png\" alt=\"\" width=\"183\" height=\"300\" class=\"alignleft size-medium smallImage\" \/><\/a><\/p>\n<h2>SPIN Selling<\/h2>\n<p> by <strong>Neil Rackham<\/strong><br \/>\n<em>(Publisher: McGraw Hill Professional, 1988)<\/em><br \/>\n&nbsp;<br \/>\nSPIN Selling details the SPIN (Situation, Problem, Implication, Need-payoff) strategy that enables sales reps to increase their sales pipeline especially within the high-value sales environment. Rackham\u2019s book is packed with real-life illustrations and case studies and backed by hard research. Sales reps selling high-value products and services won\u2019t regret picking this book up.<br \/>\n&nbsp;<br \/>\n<img loading=\"lazy\" decoding=\"async\" src=\"https:\/\/www.onsightapp.com\/blog\/wp-content\/uploads\/2016\/03\/The-Psychology-of-Selling-183x300.png\" alt=\"\" width=\"183\" height=\"300\" class=\"alignleft size-medium smallImage\" \/><\/a><\/p>\n<h2>The Psychology of Selling: Increase Your Sales Easier and Faster Than You Ever Thought Possible <\/h2>\n<p>by<strong> Brian Tracy<\/strong><br \/>\n<em>(Publisher: Thomas Nelson, 2006.)<\/em><br \/>\n&nbsp;<br \/>\nBrian Tracy is a sales guru that trains and develops individuals and organisations while producing audio and video learning programs. He also gives talks and seminars on a regular basis. His book, The Psychology of Selling, provides techniques, methods and strategies that has been proven to double, and even triple, how much sales individuals make. This book is all about getting the maximum results in the minimum amount of time.<br \/>\n&nbsp;<br \/>\n<img loading=\"lazy\" decoding=\"async\" src=\"https:\/\/www.onsightapp.com\/blog\/wp-content\/uploads\/2016\/03\/Little-Red-Book-of-Selling-207x300.png\" alt=\"\" width=\"207\" height=\"300\" class=\"alignleft size-medium smallImage\" \/><\/a><\/p>\n<h2>Little Red Book of Selling: 12.5 Principles of Sales Greatness <\/h2>\n<p>by<strong> Jeffrey Gitomer<\/strong><br \/>\n<em>(Publisher: Bard Press, 2004.)<\/em><br \/>\n&nbsp;<br \/>\nThis book focuses on the \u201cwhy\u201d behind people\u2019s buying habits and how unravelling principles can seem complicated at times. There\u2019s a reason this book is described as little. The advice given is short and to-the-point to accommodate sales reps and managers who have a lot to do but still need to advance their sales knowledge. The Little Red Book of Selling is filled with cartoons and bite-sized pieces of advice to provide quick reference in times when inspiration is needed.<br \/>\n&nbsp;<br \/>\n<img loading=\"lazy\" decoding=\"async\" src=\"https:\/\/www.onsightapp.com\/blog\/wp-content\/uploads\/2016\/03\/Selling-to-Big-Companies-201x300.png\" alt=\"\" width=\"201\" height=\"300\" class=\"alignleft size-medium smallImage\" \/><\/a><\/p>\n<h2>Selling to Big Companies <\/h2>\n<p>by<strong> Jill Konrath<\/strong><br \/>\n<em>(Publisher: Kaplan Publishing, 2005.)<\/em><br \/>\n&nbsp;<br \/>\nB2B sales reps are all too familiar with the complicated process involved in getting to the heart of decision-making within large companies. Selling to Big Companies wades through all the red tape and provides modern strategies for cracking the code of B2B sales. This book provides advice as to how to shorten your sales cycle and also the best way of talking to corporates.<br \/>\n&nbsp;<br \/>\n<img loading=\"lazy\" decoding=\"async\" src=\"https:\/\/www.onsightapp.com\/blog\/wp-content\/uploads\/2016\/03\/Smarter-Faster-Better-197x300.png\" alt=\"\" width=\"197\" height=\"300\" class=\"alignleft size-medium smallImage\" \/><\/a><\/p>\n<h2>Smarter, Faster, Better: The Secrets of Being Productive in Life and Business <\/h2>\n<p>by<strong> Charles Duhigg<\/strong><br \/>\n<em>(Publisher: Random House, 2016.)<\/em><br \/>\n&nbsp;<br \/>\nCharles Duhigg is best-known for his best-selling book, The Power of Habit (which is also a great book for anyone to read). This time around Duhigg delves into the science of productivity and how people should start focusing on how they think versus what they think. Some subjects covered include goal setting, motivation, and decision-making, which are all essential skills to have for those in sales. This book is very easy to read and draws examples from real-life experiences of people in high-stress jobs such as CEOs, aeroplane pilots and FBI agents to get the message across.<br \/>\n&nbsp;<br \/>\n<img loading=\"lazy\" decoding=\"async\" src=\"https:\/\/www.onsightapp.com\/blog\/wp-content\/uploads\/2016\/03\/How-to-Master-the-Art-of-Selling.png\" alt=\"\" width=\"191\" height=\"295\" class=\"alignleft size-full smallImage\" \/><\/a><\/p>\n<h2>How to Master the Art of Selling <\/h2>\n<p>by<strong> Tom Hopkins<\/strong><br \/>\n<em>(Publisher: Grand Central Publishing, revised and updated version 2005.)<\/em><br \/>\n&nbsp;<br \/>\nTom Hopkins\u2019 personal experience in the sales world inspired the writing of this classic book. Hopkins saw six months of sales failure before deciding to completely turn his career around. He ended up earning millions within three years and through his book now shares his secrets to success. How to Master the Art of Selling originally came out in 1988 but has now been reworked to suit the modern world. He provides the latest research techniques as well as how to use online resources to do sales quickly and efficiently.<br \/>\n&nbsp;<br \/>\n<img loading=\"lazy\" decoding=\"async\" src=\"https:\/\/www.onsightapp.com\/blog\/wp-content\/uploads\/2016\/03\/The-Greatest-Salesman-in-The-World-183x300.png\" alt=\"\" width=\"183\" height=\"300\" class=\"alignleft size-medium smallImage\" \/><\/a><\/p>\n<h2>The Greatest Salesman in the World <\/h2>\n<p>by<strong> Og Mandino<\/strong><br \/>\n<em>(Publisher: Bantam, 54th edition, 1983.)<\/em><br \/>\n&nbsp;<br \/>\nThis book, now in its 54th printing edition, is an essential addition to any salesperson\u2019s library. When it was released in 1968 it was a runaway success despite its small size. Og Mandino looks to philosophy and ancient writings to provide sales principles and techniques that stand the test of time even today. This book serves to inspire your internal motivation and self-belief in order to become successful in sales.<br \/>\n&nbsp;<br \/>\n<img loading=\"lazy\" decoding=\"async\" src=\"https:\/\/www.onsightapp.com\/blog\/wp-content\/uploads\/2016\/03\/The-Accidental-Sales-Manager-200x300.png\" alt=\"\" width=\"200\" height=\"300\" class=\"alignleft size-medium smallImage\" \/><\/a><\/p>\n<h2>The Accidental Sales Manager: How to Take Control and Lead Your Sales Team to Record Profits <\/h2>\n<p>by<strong> Chris Lytle<\/strong><br \/>\n<em>(Publisher: Wiley, 2011.)<\/em><br \/>\n&nbsp;<br \/>\nBeing a great sales manager means becoming a developer of salespeople instead of simply putting out fires. In turn, well-developed salespeople will create their own success which is your success as well. If you\u2019re feeling less than confident about your role as sales manager then this is the book for you. The Accidental Sales Manager will teach you how to coach salespeople who manage themselves, and bring out the expert in you as you transition from sales rep to manager. The book covers everything from recruitment, sales meetings, roadblocks, and people management.<br \/>\n&nbsp;<br \/>\n<img loading=\"lazy\" decoding=\"async\" src=\"https:\/\/www.onsightapp.com\/blog\/wp-content\/uploads\/2016\/03\/The-Sales-Leaders-Playbook-199x300.png\" alt=\"\" width=\"199\" height=\"300\" class=\"alignleft size-medium smallImage\" \/><\/a><\/p>\n<h2>The Sales Leaders Playbook: Stop Managing, Start Coaching <\/h2>\n<p>by<strong> Nathan Jamail<\/strong><br \/>\n<em>(Publisher: Scooter Publishing Inc., 2008.)<\/em><br \/>\n&nbsp;<br \/>\nNathan Jamail uses his extensive experience in sales to provide a guidebook that is essential for sales reps and managers alike. This book promises to take their knowledge and turn it into valuable skills that can be applied in real-world situations. In The Sales Leaders Playbook you will find techniques and best practices for creating an organisational belief system, increasing team morale, improving sales abilities, communication, and increasing sales.<br \/>\n&nbsp;<br \/>\n<img loading=\"lazy\" decoding=\"async\" src=\"https:\/\/www.onsightapp.com\/blog\/wp-content\/uploads\/2016\/03\/What-They-Dont-Teach-You-in-Sales-School-183x300.png\" alt=\"\" width=\"183\" height=\"300\" class=\"alignleft size-medium smallImage\" \/><\/a><\/p>\n<h2>What They Don\u2019t Teach You in Sales School <\/h2>\n<p>by<strong> Scott J. Dunkel<\/strong><br \/>\n<em>(Publisher: CreateSpace Independent Publishing Platform, 2013.)<\/em><br \/>\n&nbsp;<br \/>\nWith 30 years of success in technology sales, Scott Dunkel provides advice for any person interested in making it big in professional sales. The book provides interviews with sales executives, high-level decision-makers and sales managers to find out their trade secrets. Well-known sales principles are presented and backed up with real-life sales stories, which makes it easier to understand and apply when it comes down to brass tacks. If you want to turn your sales job into a career this is the book for you.<br \/>\n&nbsp;<br \/>\n<img loading=\"lazy\" decoding=\"async\" src=\"https:\/\/www.onsightapp.com\/blog\/wp-content\/uploads\/2016\/03\/Growth-Juice-212x300.png\" alt=\"\" width=\"212\" height=\"300\" class=\"alignleft size-medium smallImage\" \/><\/a><\/p>\n<h2>Growth Juice: How to Grow Your Sales <\/h2>\n<p>by<strong> Dr. John A. Weber<\/strong><br \/>\n<em>(Publisher: John A. Weber, 2013.)<\/em><br \/>\n&nbsp;<br \/>\nShort, concise chapters and fun cartoons make this book an easy read. The focus here is on solution-selling and using common sense to grow both sales and profits. In Growth Juice you will also find tried-and-true concepts, frameworks, and practical planning for organisations to implement. In keeping with modern times, this book also covers social media as a great additional tool to further increase sales.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>To achieve success in any industry, you need to further your knowledge continuously and be up to scratch on the latest techniques and processes. This also applies to sales reps and sales managers in particular. Even if you\u2019re busy, taking<span class=\"ellipsis\">&hellip;<\/span><\/p>\n","protected":false},"author":1,"featured_media":3134,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[204],"tags":[],"_links":{"self":[{"href":"https:\/\/www.onsightapp.com\/blog\/wp-json\/wp\/v2\/posts\/3115"}],"collection":[{"href":"https:\/\/www.onsightapp.com\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.onsightapp.com\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.onsightapp.com\/blog\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/www.onsightapp.com\/blog\/wp-json\/wp\/v2\/comments?post=3115"}],"version-history":[{"count":10,"href":"https:\/\/www.onsightapp.com\/blog\/wp-json\/wp\/v2\/posts\/3115\/revisions"}],"predecessor-version":[{"id":5993,"href":"https:\/\/www.onsightapp.com\/blog\/wp-json\/wp\/v2\/posts\/3115\/revisions\/5993"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.onsightapp.com\/blog\/wp-json\/wp\/v2\/media\/3134"}],"wp:attachment":[{"href":"https:\/\/www.onsightapp.com\/blog\/wp-json\/wp\/v2\/media?parent=3115"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.onsightapp.com\/blog\/wp-json\/wp\/v2\/categories?post=3115"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.onsightapp.com\/blog\/wp-json\/wp\/v2\/tags?post=3115"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}