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By the Book

To make the most of your sales team, read up.

This story appears in the February 2006 issue of Entrepreneur. Subscribe »

Check out these new books to help you hone your managementchops:

  • In Selling to Big Companies (Dearborn TradePublishing, $15.95), Jill Konrath shares her strategies for sellerswho want to break through the barriers protecting corporatedecision-makers. Sales managers will learn how to target accountswith the highest likelihood of success, create captivating valuepropositions, overcome obstacles and objections that derail saleefforts, and differentiate themselves from other sellers.

  • Jack, You're Fired! The Top 66 Reasons forFiring Sales Professionals... and How You Can Avoid Every SingleOne of Them (McKenna Group, $24) by Jack Perryoutlines practical tips and advice on selling. Use this book tohelp you and your reps sharpen sales skills and habits, embraceprospecting, expand sales opportunities and increase companyprofits.

  • Managing a pack of top sales dogs requires navigatingpersonality differences and egos aplenty. Leading Leaders: How to Manage Smart, Talented,Rich and Powerful People (AMACOM, $27.95) by JeswaldSalacuse outlines seven daily tasks of --direction,integration, mediation, education, motivation, representation andtrust creation--that forge powerful one-on-one relationships withstaff.

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