If you’re in sales, and this is your first year on the job, you should make it a priority to read the following 12 books. That’s a book a month — meaning you’ll be fully ramped and selling like a pro by your one-year anniversary.
Best Books for New Sales Reps
- The 7 Habits of Highly Effective People
- The 25 Sales Habits of Highly Successful People
- The Little Red Book of Selling
- The Sales Acceleration Formula
- Secrets of Closing the Sale
- Presentation Zen
- The Best Damn Sales Book Ever: 16 Rock-Solid Rules for Achieving Sales Success!
- The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible
- Sales Blazers: 8 Goal-Shattering Strategies from the World’s Top Sales Leaders
- The Sales Bible: The Ultimate Sales Resource
- The Challenger Sale
- The Sales Survival Handbook
Stephen Covey’s life-changing book is a great place to start. To be fair, I’m a little biased here — this is one of my favorites. Inside this 384-page book, Covey reveals the secrets to developing the habits we need to be successful. Although it was published more than 20 years ago, the book’s productivity tips and techniques are still highly relevant. As a salesperson, you’ll appreciate the different approaches Covey suggests for mastering your day.
Keeping with the theme of habits, this book by Stephen Schiffman helps salespeople amp up their motivation — and ultimately, their success.
Readers will learn how to convert leads into customers, dominate presentations, stay motivated, and inspire those around them while remembering to have fun and enjoy the journey. Schiffman has written more than 50 books and worked with IBM, AT&T, and Motorola, among others. His knowledge of the field is excellent.
Jeffrey Gitomer wrote The Little Red Book of Selling back in 2004, diving into what he believes are the 12.5 principles of sales greatness. Throughout the book, Gitomer reveals the reasoning behind why people buy. He teaches readers how to pick up on the small details to infer what prospects are thinking. More than half a million copies sold, lending credence to his ideas and principles. You’ll appreciate Gitomer’s straightforward, no-B.S. style.
Mark Roberge joined HubSpot as employee number four and helped take the company from $0 to $100 million in revenue. Inside his debut book, Roberge tells readers how to use data, technology, and inbound selling to grow revenue at an unbelievable rate. This book is particularly valuable for entrepreneurial sales reps who’d like to understand the hiring, scaling, and analytical aspects of a sales organization. Although you might not put the knowledge to use right away, these strategies will come in handy as you progress in your sales career.
Look up “Sales quotes” in Google, and it’s almost guaranteed you’ll find some Zig Ziglar gems. Ziglar’s advice for building strong relationships with prospects still hold true today. The book focuses on the principle that has become more prevalent than any other in sales: Build a strong relationship with the prospect. Inside this book, first-time reps will discover how to enthusiastically approach a client while projecting warmth and overcome the reasons people don’t want to buy. Ziglar also shares 700-plus sales questions applicable to every part of the sales process.
Effective communication continues to be one of the most important parts of selling. After all, if you can’t clearly and concisely share your thoughts and paint a compelling vision for your prospects, they’ll have little reason to buy your product.
In Garr Reynolds’ Presentation Zen, readers learn how to present to any audience and make a lasting impact on potential buyers.
Does the title give away what this book is all about? For more than 25 years, Warren Greshes has been teaching salespeople how to find inspiration, stay focused, and become goal-oriented. Greshes gives us the keys to maintaining motivation, developing a positive self-image, and performing thorough preparation.
Brian Tracy clues us in to the role our subconscious plays in every purchasing decision we make, and reveals how to influence a customer’s decision to buy. Over the course of 240 pages, Tracy gives his readers the ins and outs of the sales process and teaches them how to use psychological tricks to truly connect with and influence their prospect. This is a great primer before your first day on the job.
Mark Cook spent a significant amount of time and effort working with sales forces at Fortune 500 companies. During his research he compiled eight different strategies used by the top salespeople at each company. These are the tactics behind dramatic growth — and the best part is they can be learned and iterated by individual salespeople.
Gitomer published the original Sales Bible in 1994 and came out with a revised edition in 2003. This easy-to-read book provides reps with the techniques to start conversations, maintain relationships, and eventually turn each prospect into a customer. In addition, Gitomer teaches readers the basics of the sales process by providing glimpses from his own experiences. Clear, concise, and full of great suggestions, this book is a fantastic primer for first-time reps.
Traditional relationship-building strategies are no longer enough to win deals. These days, you can’t just make friends with your prospect — you have to challenge them. In their best-selling book The Challenger Sale, Matthew Dixon and Brent Adams lead you through the step-by-step process of crafting compelling insights and shaking up the buyer’s worldview. This book is a crucial part of learning how to sell; in fact, your sales manager will probably recommend it during your first few months on the job. You’ll be ahead of the game if you’ve already picked it up.
You’ll laugh, you’ll cry, you’ll wonder just what you’ve gotten yourself into … and then you’ll start the next chapter, and the cycle will repeat itself.
If you’re just entering the sales world, and aren’t exactly sure how the venture is going to pan out, check out these 12 books. Learning the strategies used by some of the world’s most successful salespeople is sure to have a positive impact on the way you begin your sales career.