My 7 Best Books for 2012

Here is my reading list for this year. These fine books inspired me, encouraged me and changed my thinking. What will you do with them in 2013?

Enjoy!

To Sell is Human by Daniel H. Pink - Explore the power of selling in our lives.

SPIN Selling by Neil Rackham - A book I revisit year in, year out. There is always something to pick up on to improve sales performance effectiveness.

Sales Cats V2 by Mike Boyle - Yes gratuitous self promotion I know, but version 2 has a significant change. Can you pick it out? It may make a difference in your salesmanship!

Good to Great by Jim Collins - Haven't got the time to spend investigating what you company needs to become a great one? This book has done all the research and discovered  the distinguishing characteristics that cause a company to go from good to great!

Outliers by Malcolm Gladwell - What makes high achievers different? Gladwell brilliantly explores why  your personal upbringing and where you are from play such an important part in your success.

Switch by Chip and Dan Heath - How to we balance the rational mind with the emotional mind to achieve change in our business and personal lives? In this book we learn why and how!

Tested Sentences that Sell by Elmer Wheeler - A classic read for any salesmaker. Learn how to uncover the most persuasive benefits in everything you sell. As Wheeler says, "learn to sell the bubbles not the wine"!

Let me know of any great reads you have discovered this year. I can add it to my holiday reading list!

Boiler.

A Simple Tip on How to Increase Sales

Sales Managers have a tough job. Grow sales by improving sales effectiveness of the sales team – the sales behaviors.

They must keep all those they report to happy, as well as coach the team, drive tactical and strategic sales, motivate, smack and hug. If we compare it to a set of golf clubs, a sales manager must use nearly all his leadership clubs daily! Some days a driver, and other days a six iron with a soft hands chip and run. They need to be flexible, multiple club players to win at sales management golf.

Amongst all the busyness there is one activity which must be completed weekly. Building sales behaviors in your sales team is key to high performing sales. 

How do you change sales behaviours?

Once you have identified the key sales competencies needed in the role of sales, audit your team against them. The simplest method is to use a scale from 1-10. Score them from a sales manager's point of view and also allow them self assess. Come together monthly and compare results. Focus on the weaker competencies and develop coaching around the main 4–5 behaviors that require change. Coach over the following 30 days to increase the effectiveness of those behaviors.

Let's say, for example, the competency is 'good planning.'  If a member of your sales team is unorganized, a little overwhelmed and/or complaining of time management issues then coach the behaviors of goal setting, priority management and one page planning over the next 30 days. Over time the results will reflect with better sales.

Armed with a set of 4–5 sales behaviors to coach every month, ad-hoc support will become a thing of the past and a disciplined approach to increase great sales behaviors in your team will result.

This is how great sales managers coach their team to become sales champions.

Boiler