Top Sales Leadership - resources for sales leaders

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Aligning Strategy and Sales: The Choices, Systems, and Behaviors That Drive Effective Selling

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“The best sales book of the year” — strategy+business magazine That gap between your company’s sales efforts and strategy? It’s real–and a huge vulnerability. Addressing that gap, actionably and with attention to relevant research, is the focus of this book. In Aligning Strategy and Sales, Harvard Business School professor Frank Cespedes equips you to link… Read More

Baseline Selling: How to Become a Sales Superstar by Using What You Already Know About the Game of Baseball

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Baseline Selling – How to Become a Sales Superstar by Using What You Already Know About the Game of Baseball, will dramatically change the way we approach the sales process, replacing the gratuitous complexity advocated by today’s sales “experts” with an elegant and very effective simplicity. Studies have shown that the selling techniques of the… Read More

Changing the Sales Conversation: Connect, Collaborate, and Close

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In this era of iPads, iPhones, and apps, sales communications may be growing, but sales conversations are dying-and so are too many sales. Globalization, the explosion in competition, the slow economy, and fast-emerging technologies all have changed buying habits. Salespeople can no longer rely on the traditional sales methodologies. It is time to change the… Read More

Coaching Sales People into Champions

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The secret to developing a team of high performers isn’t more training but better coaching.  When managers effectively coach their people around best practices, core competencies and the inner game of coaching that develops the champion attitude, it makes your training stick.  With Keith Rosen’s coaching methodology and proven L.E.A.D.S. Coaching Framework™ used by the world’s top organizations,… Read More

Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance

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Cracking the Sales Management Code is a ground-breaking book for sales managers and executives who want greater control over sales performance. Based on new research into how world-class sales forces measure and manage their sellers, it provides a best practice approach to identify and implement the critical activities and metrics that drive business results. It is… Read More

Emotional Intelligence for Sales Leadership: The Secret to Building High-Performance Sales Teams

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Develop the critical soft skills required for high-performance sales… Chronic complainers, no accountability finger-pointers, or learning-resistant laggards—these culture-killers costs sales organizations more in productivity than being weak in the so-called hard skills of selling. Learn how emotional intelligence and the development of these critical soft skills improve sales leadership effectiveness and outperforms doubling down on… Read More

From Bud to Boss: Secrets to a Successful Transition to Remarkable Leadership

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Kevin Eikenberry and Guy Harris designed From Bud to Boss: Secrets to a Successful Transition to Remarkable Leadership to be read and re-read as you make the transition to leadership in your organization. Consider it your handbook for success for your leadership transition. In addition to the great content in the book, you will also have access… Read More

Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach

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Sales Coaching will help you make the essential transition from boss to coach so you can help salespeople achieve their goals. In this new role, you will empower your people to reach their highest potential by removing obstacles while fostering self and peer coaching, allowing direct reports to take responsibility for their own development. Richardson’s broader… Read More

Sales Leadership: The Essential Leadership Framework to Coach Sales Champions, Inspire Excellence and Exceed Your Business Goals

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Most leadership books don’t apply to sales leadership. Sales leaders are uniquely and indispensably special and need to be coached in a way that’s aligned with their role, core competencies, and individuality to achieve their personal goals and company objectives. What if you can successfully coach anyone in 10 minutes or even 60 seconds using one… Read More

Stop Killing Deals: How to avoid deadly assumptions and achieve sales excellence

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Companies spend billions of dollars each year on sales training and technology, yet sales effectiveness keeps declining. Why? It’s because too many sales organizations operate on deadly assumptions that deny the essential human nature of their sales teams and their buyers. Written by the CEO of a sales technology company, George Brontén, Stop Killing Deals defies convention… Read More

The 60 Second Sales Coach

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Coaching is simply the language you use in every conversation. The language of your organization, of leadership and how every exemplary leader communicates. Some coaching conversations can even be facilitated using just one simple question. The fact is: If you have time to provide someone an answer, then you have time to ask them a… Read More

The Long-Distance Leader: Rules for Remarkable Remote Leadership

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As more organizations adopt a remote workforce, the challenges of leading at a distance become more urgent than ever. The cofounders of the Remote Leadership Institute, Kevin Eikenberry and Wayne Turmel, show leaders how to guide their teams by recalling the foundational principles of leadership. The authors’ “Three-O” Model refocuses leaders to think about outcomes,… Read More

The Sales Coach’s Playbook: Breaking the Performance Code

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There is no one-size-fits-all sales coaching model. There are only approaches that have been shown to be successful in particular situations. Acting as coach, the manager must identify each individual salesperson’s personal “success code” – and use that code to unlock the salesperson’s potential for success. It is always up to the coach to choose… Read More