Sales performance starts with leadership. These books give managers clear systems for improving coaching, running pipeline reviews, and building high-output teams. Each one focuses on execution: what to measure, how to diagnose problems, and how to lead reps more effectively.
Sales Management. Simplified. by Mike Weinberg
Build a culture that drives accountability
This book gives managers a framework for building high-performing teams through role clarity, structured meetings, and real coaching. You’ll learn how to separate hunting from farming roles, run focused 1:1s, and hold reps accountable using visible scorecards. The approach improves morale, reduces underperformance, and increases team-wide consistency.
Cracking the Sales Management Code by Jason Jordan & Michelle Vazzana
Manage sales through actions, not outcomes
This book introduces the AOR framework: Activities, Objectives, Results, to help managers focus on what reps can actually control. You’ll learn how to align coaching, forecasting, and CRM tracking around leading indicators like discovery calls and proposal rates. The process helps teams drive consistent performance by managing behavior, not just results.
The Qualified Sales Leader by John McMahon
Use MEDDICC to improve deal inspection and coaching
This book teaches leaders how to evaluate deal quality using the MEDDICC framework. You’ll learn how to identify gaps in qualification, run QBRs that expose risk, and coach reps on how to gain access to champions and decision-makers. The approach reduces no-decision outcomes and increases forecast accuracy.
Sales Manager Survival Guide by David Brock
Coach with structure and reduce reactive management
This book shows how to manage your time across coaching, strategy, and admin—while prioritizing rep development. You’ll learn how to run weekly pipeline reviews, guide pre-call planning, and handle underperformance using defined improvement plans. The focus is on process, consistency, and measurable execution.
The Sales Acceleration Formula by Mark Roberge
Scale sales with systems, data, and repeatable processes
This book breaks down how to hire, train, and manage a sales team using data and structured playbooks. You’ll learn how to build scorecards for hiring, track leading indicators for coaching, and align sales with inbound demand. The formula is built for teams looking to grow predictably with less guesswork.
Coaching Salespeople Into Champions by Keith Rosen
Run consistent coaching that drives behavior change
This book teaches the L.E.A.D.S. framework for leading coaching conversations that improve rep performance. You’ll learn how to ask better questions, set follow-up plans, and build a team culture focused on accountability and growth. The techniques reduce dependency, improve execution, and help reps solve problems on their own.
Conclusion
Strong leadership drives strong execution. These books give you the tools to coach with precision, run better reviews, and build a team that performs consistently. If you want better numbers, start by improving how your team is managed.
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