Last month I laid out four things that are true for both salespeople and sale leaders which is really only the beginning if you want to be considered a successful and respected leader in a sales organization.
Here are a few of the resources I believe are unparalleled. If you’d rather watch to learn, all of these people have video content as well.
I’m a big fan of Mike Weinberg’s Sales Management. Simplified.: The Straight Truth About Getting Exceptional Results from Your Sales Team Read Chapter 19 more than once! Mike says: “Radically rethink and restructure how you spend your time.” You can also listen/watch here.
If you’ve not worked on your own emotional intelligence NOW is the time! I’d begin with Colleen Stanley’s Emotional Intelligence For Sales Success because it’s easier to read than some of the scientific tomes, and it looks at the topic from a sales perspective (and here’s Colleen’s video link).
Leadership is all about change, and my go-to resource is Switch: How to Change Things When Change Is Hard by Chip Heath & Dan Heath. Perhaps it resonates because I think change is always hard! Here is a video preview of what the book is about, directly from Dan Heath.
While Uncommon Sense: Shift Your Thinking. Take New Action. Boost Your Sales by Jill Harrington is sales focused, it’s all about making a shift in your thinking. From a leadership perspective, I’d suggest you sell your team on the idea of doing things differently! Here is Jill’s YouTube channel.
Finally, here is a video note from Carole Mahoney about coaching salespeople. It’s 3 minutes and 30 seconds of ideas worth watching.
Finally, here is a video note from Carole Mahoney about coaching salespeople. It’s 3 minutes and 30 seconds of ideas worth watching.
Strong foundational resources like books and videos are an important part of the leadership toolkit. They allow you to vividly relate to concepts in such a powerful and memorable way.
What are your favorite sales leadership resources?
Lynn
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