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Aaron Ross is one of the premier thought leaders in sales. He helped Salesforce grow from $5-100M and has been credited with “discovering” the enterprise market for Salesforce. Predictable Revenue dissects the outbound sales process that ushered Salesforce to stardom (this sales process, remarkably, didn’t rely on even a single cold call). The book is a must-read if you want to scalably build a sales team and generate “predictable revenue” streams. The content is fresh—Ross covers the hottest sales topics like the importance of the SDR and how to develop an Ideal Client Profile (ICP). The best part? Ross includes actionable strategies, including specific content to include in emails, well-defined responsibilities of the VP of sales, precise days/times to send emails, and key metrics to track.
Many consider this to be the “sales manager’s bible.” It’s a go-to operational manual for sales managers. Unlike many others on the market, it’s based on extensive research rather than anecdotes and assumptions. Jordan scrutinizes traditional sales metrics and urges sales professionals to align seller activities with business results. After reading this book, you’ll have a good understanding of the most important sales performance metrics that all managers should focus on. You’ll learn about the five critical processes that drive sales performance. You’ll learn which metrics you can manage and which ones you can’t. After you’ve turned the final page, you’ll be better primed to improve your performance as a sales coach.
It’s no fluke that this book has won five International best book awards. It’s a go-to resource for any manager who wants to become a better coach and improve the performance of his/her sales team. Rosen’s book includes one of the best overviews of the celebrated L.E.A.D.S., a coaching model that many of today’s top companies rely on. The L.E.A.D.S. framework (Listen, Evoke, Answer, Discuss, Support) guides sales coaches on how best to facilitate an effective coaching conversation. The book also includes actionable activities that you can put into practice tomorrow. We love the 30-day turnaround strategy for under-performers, as well as the collection of coaching templates scripts and questions.
This book is arguably what led many to reconsider sales as less of an art and more of a science. The book is the output of a multi-year research project that looked at which sales techniques work in the real world. Like Jordan, Neil looks at the hard evidence. Through the pages of the book, Neil goes a long way in convincing readers that sales does not follow a one-size-fits-all model. That is, the techniques that drive smaller consumer sales aren’t often effective in complex deals. This book will likely cause you to reexamine traditional thinking. You’ll learn why success in complex sales relies on a tailored pattern of questions. Rackman’s recommended pattern of questions (“Situation,” “Problem,” “Implication,” and “Need-payoff”) gives the book its title.
As a Sales manager, you have one of the most difficult jobs out there. You have incredible responsibility, ranging from helping your sales team hit quota, maintain high spirits, adapt to changes in customer behaviour, and effectively use the sales tools at your disposal. The day-to-day life of a sales manager doesn’t need to be overwhelming. The lessons and takeaways including in these books will help you develop a strategy and arsenal of best practices that you can put into action immediately to help you excel at your job.

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