Sales ConsultingThere is only so much time one can allocate to studying sales effectiveness.  Don’t waste these precious few hours reading something that cannot help you make the number. But, how can you tell what to read before reading it? 

 

I read approximately 300 books per year on sales effectiveness.  As a sales consultant, my clients pay me to stay on the bleeding edge of my field.  I have read my fair share of dogs.  Over the years, I have developed a system for deciding what to read and what not to read. It has saved me a bunch of time and I hope it does the same for you.  It is too long to explain here. However, here are three key components for you to consider:

 

1 – The author(s) credentials must prove that he has led a sales force before.  Unfortunately, many books are written by career sales consultants who have never had to make a number. These theory-only books leave the reader frustrated at the end due to lack of an implementation plan.

 

An example of a qualified author: Chet Holmes, author of The Ultimate Sales Machine.  Chet led sales forces for companies owned by Charlie Munger, the legendary investment partner of Warren Buffett.

 

Time Saving Tip: If the author has a Ph.D, don’t read the book.  He is likely to frustrate you with impractical sales advice.

 

2 – The author(s) must be in his prime. We are operating in an environment whereby the buying process has forever been altered due to the internet.  Sales wisdom pre-internet just simply is not very useful anymore.  Yet, many authors are brand names and have been living off their pre-internet success for many years.  Their current work is the same as their previous work, plus a few buzzwords thrown in.  This does not cut it.  Theses gray hair authors have made incredible contributions to our field and we are forever in their debt.  However, as they say in sports, “it is time to hang it up.” 

 

An example of authors in their prime:  Brian Halligan and Dharmesh Shah, who wrote Inbound Markerting. These guys are the co-founders of Hubspot and are revolutionizing how sales forces generate leads.

 

Time Saving Tip: Go to LinkedIn and read the author’s profile. You will be able to tell who is, and who is not, in their prime. For example, are any of the author’s recommendations from active heads of sales, or, are they “former/retired” VP’s of Sales.

 

3 – The book must be under 150 pages. Some times when reading a book I want to yell “get to the point”! If the book cannot be read inside of a 2 hour flight, don’t bother.  It is likely filled with a bunch of meaningless filler blah blah blah. 

 

Here I can use myself as an example. I have written 2 books and manage The Sales Force Effectiveness Blog for Sales Benchmark Index.  My first book, Making the Number, is 288 pages. It was the worst performing (measured in sales) of the two. My second book, Topgrading for Sales, is 128 pages and sold like hot cakes.  My blog, The Sales Force Effectiveness Blog, posts a one page article per day, and is read by 42,000 sales leaders (and growing) each month. It is the best performing of the bunch.  What did this tell me?  Sales leaders want the answer, the how to meat, fast. So many books take 250 pages to make a point that could be made in 100 pages.   

 

Time Saving Tip: The Amazon.com page will have a section titled “Product Details” and will list the number of pages in the book.

 

If reading is not how you prefer to learn, you might enjoy our Sales Consulting Firm‘s webinar series. Each month a sales consultant from our firm presents a best practice taken from one of our clients.  You can sign up for the next one here:

 

jan_webinar_cta If anyone out there has other ideas on how to build a sales related reading list, please educate us in the comments section below.

 

 

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ABOUT THE AUTHOR

Greg Alexander

Leads the firm's focus on the CEO’s role in accelerating revenue growth by getting the product team, the marketing department, and the sales organization into strategic alignment.

Greg is the host of The SBI Podcast, the most listened to sales and marketing podcast on the internet.

 

He is the host of SBI TV, a monthly television program broadcast on the internet featuring top B2B sales and marketing leader sharing their strategies to grow revenues.

 

Greg is the Editor-in-Chief of The SBI Magazine, the leading B2B publication focused on sales and marketing effectiveness.

 

He is the author of two critically acclaimed books Topgrading for Sales and Making the Number.

 

Greg has authored over 100 articles on SBI’s award winning blog, The SBI Blog.

 

He graduated from The University of Massachusetts Amherst with a BA in English and received his MBA from Georgia Tech.

 

Video:

 

Transforming the Sales Organization inside Fortune 500 Companies

Greg Alexander and John Gleason, Chief Sales Officer of Ryder, talk about the unique challenges of transforming a sales team inside of very large enterprises.

 

A Better Way to Structure Your Sales Force

Greg Alexander and Tony Capucille, Chief Sales Officer at Heartland Payment Systems, discuss the pros and cons of the 7 B2B sales organizational models.

 

Build a team of A Players Inside the Sales Organization

Greg Alexander and Todd Cione, Chief Revenue Officer at Rackspace, talk about hiring, onboarding, and developing exceptional sales talent.

 

Articles

 

Fill Every Role on Your Team with an A Player

In this article, Greg Alexander makes the case for applying the TopGrading methodology to the sales team, and outlines how to do so.

 

What CEOs Need to Know About Their Marketing Strategies

In this article, Greg Alexander and Rashid Skaf, CEO of AMX, discuss the role the CEO plays in crafting a company’s marketing strategy.

 

What CEOs are Looking for in a Sales Leader

In this article, Greg Alexander and George Norton, leader of Heidrick & Struggles Chief Sales Officer practice, discuss what CEOs need in the chief sales officer role.

Read full bio >