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From the synchronization of a new product launch to mastering a new CRM for revenue operations, I've devoured case studies and step-by-step guides that have driven both top-line revenue and bottom-line results. Here are the 17 books I've found the most useful over my 10+ years in operations and leadership.

17 Best Sales Operations Books Shortlist

After diving into countless reads, I've curated a list of books that precisely address the challenges you might be facing in sales operations.

  1. Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance by Jason Jordan and Michelle Vazzana
  2. The Sales Operations Handbook: A Primer on the Sales Operations Function by WW Chee
  3. Sales Enablement: A Master Framework to Engage, Equip, and Empower A World-Class Sales Force by Byron Matthews and Tamara Schenk
  4. Drive: The Surprising Truth About What Motivates Us by Daniel H. Pink
  5. Agile Selling: Get Up to Speed Quickly in Today's Ever-Changing Sales World by Jill Konrath
  6. Sales Growth: Five Proven Strategies from the World's Sales Leaders by Thomas Baumgartner, Homayoun Hatami, and Maria Valdivieso
  7. The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to Go from $0 to $100 Million by Mark Roberge
  8. The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales by Trish Bertuzzi
  9. Blueprints for a SaaS Sales Organization: How to Design, Build and Scale a Customer-Centric Sales Organization by Jacco vanderKooij, Fernando Pizarro, and Winning by Design
  10. The Machine: A Radical Approach to the Design of the Sales Function by Justin Roff-Marsh
  11. SPIN Selling by Neil Rackham
  12. Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal by Jeb Blount
  13. Nonstop Sales Boom: Powerful Strategies to Drive Consistent Growth Year After Year by Colleen Francis
  14. Fanatical Prospecting by Jeb Blount
  15. Secrets of Question-Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results by Thomas Freese
  16. Gap Selling by Keenan
  17. Predictable Revenue by Aaron Ross and Marylou Tyler

Overviews Of The 17 Best Sales Operations Books

Here’s a quick summary of each book, what you’ll learn, and why you should read it, plus a quote I like from the book. I added the author’s LinkedIn and other places to connect with them online.

1. Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance by Jason Jordan and Michelle Vazzana

Cracking the Sales Management Code - The Secrets to Measuring and Managing Sales Performance - Sales Operations Book

Summary:

Into the world of sales management with this guide, demystifying the secrets to effective performance measurement and management.

What You'll Learn:

Navigate through the metrics that matter in sales, garnering insights on how to measure them and manage your team's performance effectively.

Why You Should Read It:

It's a comprehensive guide that unveils both the strategic and tactical aspects of sales management. Essential reading for professionals aiming to optimize their sales performance.

Quote From The Book:

"Management without measurement is pure folly."

About The Authors:

Jason Jordan and Michelle Vazzana are authorities in sales and management. Connect with Jason Jordan on LinkedIn, and follow him on his Twitter account. For Michelle Vazzana connect with her on her LinkedIn account.

2. The Sales Operations Handbook: A Primer on the Sales Operations Function by WW Chee

The Sales Operations Handbook - A Primer on the Sales Operations Function - Sales Operations Book

Summary:

A deep exploration into the mechanics and strategies of the sales operations role.

What You'll Learn:

Acquire a thorough understanding of the tasks, responsibilities, and strategies pivotal to successful sales operations.

Why You Should Read It:

This handbook is perfect for newcomers to the role or professionals wanting to refine their skills, offering a robust foundation in sales operations.

Quote From The Book:

"A well-oiled sales operation is the heartbeat of any successful sales organization."

About The Author:

WW Chee is a respected figure in sales operations.

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3. Sales Enablement: A Master Framework to Engage, Equip, and Empower A World-Class Sales Force by Byron Matthews and Tamara Schenk

Sales Enablement - A Master Framework to Engage, Equip, and Empower A World-Class Sales Force - Sales Operations Book

Summary:

An encompassing approach to building a top-tier sales force.

What You'll Learn:

This resource provides a structured framework for engaging, equipping, and empowering a sales team to be best positioned for success.

Why You Should Read It:

Incorporating the latest strategies and technologies in sales enablement, this book teaches readers how to mold an unbeatable sales force.

Quote From The Book:

"Empowerment in sales is not about control, but about harnessing the potential of every individual."

About The Authors:

Byron Matthews and Tamara Schenk are recognized experts in sales strategy and enablement. Network with Byron Matthews on his LinkedIn. For Tamara Schenk on LinkedIn, on her Twitter, and on her company website.

4. Drive: The Surprising Truth About What Motivates Us by Daniel H. Pink

Drive - The Surprising Truth About What Motivates Us - Sales Operations Book

Summary:

Daniel H. Pink delves into the psychology of motivation, challenging traditional beliefs and presenting a fresh perspective on what truly drives us in the modern world.

What You'll Learn:

Uncover the three elements of true motivation—autonomy, mastery, and purpose—and how they can transform the way we live and work.

Why You Should Read It:

"Drive" offers actionable insights for individuals and organizations alike, redefining motivation in a rapidly changing world.

Quote From The Book:

"People can have two different mindsets. One type, which I call the ‘Fixed Mindset’, believes that your qualities are carved in stone. The other type called the ‘Growth Mindset’, believes that your basic qualities are things you can cultivate."

About The Author:

Daniel H. Pink is a renowned author and speaker. Engage with Daniel H. Pink on LinkedIn, follow him on Twitter, or delve into his company website.

5. Agile Selling: Get Up to Speed Quickly in Today's Ever-Changing Sales World by Jill Konrath

Agile Selling - Get Up to Speed Quickly in Today's Ever-Changing Sales World - Sales Operations Book

Summary:

Jill Konrath offers strategies for navigating the fast-paced world of sales, emphasizing agility as a crucial skill.

What You'll Learn:

Discover how to continuously adapt, learn, and stay relevant in an ever-evolving sales environment.

Why You Should Read It:

This book provides practical advice for sales professionals to stay ahead of the curve, ensuring they remain at the top of their game.

Quote From The Book:

"In today's fast-paced world, there's only one thing you can't get more of: TIME."

About The Author:

Jill Konrath is an influential sales strategist and speaker. Connect with Jill Konrath on LinkedIn, follow her on Twitter, or explore her personal website.

6. Sales Growth: Five Proven Strategies from the World's Sales Leaders by Thomas Baumgartner, Homayoun Hatami, and Maria Valdivieso

Sales Growth - Five Proven Strategies from the World's Sales Leaders - Sales Operations Book

Summary:

Based on extensive research and insights from global sales leaders, this book provides actionable strategies to drive significant sales growth.

What You'll Learn:

Dive deep into five fundamental strategies that world-leading sales organizations employ to achieve and sustain substantial growth.

Why You Should Read It:

With insights from over 120 senior sales executives, "Sales Growth" offers a unique and invaluable perspective on achieving sales excellence.

Quote From The Book:

"Growth starts with understanding the customer and serving them in novel and ever-evolving ways."

About The Authors:

Thomas Baumgartner, Homayoun Hatami, and Maria Valdivieso are key figures in sales strategy.

7. The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to Go from $0 to $100 Million by Mark Roberge

The Sales Acceleration Formula - Using Data, Technology, and Inbound Selling to Go from $0 to $100 Million - Sales Operations Book

Summary:

Mark Roberge decodes the innovative approaches that propelled a startup's revenue growth, using a blend of technology, data, and inbound selling techniques.

What You'll Learn:

How to use data-driven methodologies and technologies in conjunction with inbound selling to accelerate sales and achieve exponential growth.

Why You Should Read It:

Roberge presents a revolutionary formula that transcends traditional sales tactics, making it essential for modern sales leaders and entrepreneurs.

Quote From The Book:

"Sales success is not about reinventing the wheel, but leveraging data and technology to optimize it."

About The Author:

Mark Roberge is a distinguished sales strategist. Connect with Mark Roberge on LinkedIn, follow him on Twitter, or browse his company website.

8. The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales by Trish Bertuzzi

The Sales Development Playbook - Build Repeatable Pipeline and Accelerate Growth with Inside Sales - Sales Operations Book

Summary:

Trish Bertuzzi presents a comprehensive guide to creating a sustainable pipeline using inside sales and ensuring consistent growth.

What You'll Learn:

Master the nuances of inside sales to build a repeatable sales pipeline and drive accelerated growth for your organization.

Why You Should Read It:

Bertuzzi brings together rich experiences and actionable strategies, making this playbook indispensable for sales leaders and professionals.

Quote From The Book:

"Building a pipeline is not about reinventing processes, but perfecting them."

About The Author:

Trish Bertuzzi is a recognized expert in inside sales. Engage with Trish Bertuzzi on LinkedIn, follow her on Twitter, or explore her official website.

9. Blueprints for a SaaS Sales Organization: How to Design, Build and Scale a Customer-Centric Sales Organization by Jacco vanderKooij, Fernando Pizarro, and Winning by Design

Blueprints for a SaaS Sales Organization - How to Design, Build and Scale a Customer-Centric Sales Organization - Sales Operations Book

Summary:

This book offers an in-depth look into crafting a sales organization for SaaS businesses, with a strong emphasis on customer-centricity.

What You'll Learn:

From the foundational structures to scaling strategies, delve into the blueprints of a successful SaaS sales organization that truly values its customers.

Why You Should Read It:

For SaaS businesses, this resource is a goldmine of actionable insights and strategies grounded in a customer-first philosophy.

Quote From The Book:

"In SaaS, your sales organization isn't just selling a product—it's building lasting customer relationships."

About The Authors:

Jacco vanderKooij, Fernando Pizarro, and Winning by Design are authorities in SaaS sales. Network with Jacco vanderKooij on LinkedIn, and Fernando Pizarro on LinkedIn.

10. The Machine: A Radical Approach to the Design of the Sales Function by Justin Roff-Marsh

The Machine - A Radical Approach to the Design of the Sales Function - Sales Operations Book

Summary:

Justin Roff-Marsh challenges conventional sales strategies and presents a transformative approach to re-engineering the sales function for optimal efficiency.

What You'll Learn:

Discover a groundbreaking methodology to structure and operate the sales function, ensuring seamless integration with other business functions.

Why You Should Read It:

It's a revolutionary take on sales design, offering strategies to maximize efficiency and drive consistent results.

Quote From The Book:

"Sales isn't an isolated function; it's an orchestra where every instrument plays in harmony."

About The Author:

Justin Roff-Marsh is a pioneer in sales innovation. Connect with Justin Roff-Marsh on LinkedIn, follow him on Twitter, or visit his personal website.

11. SPIN Selling by Neil Rackham

SPIN Selling - Sales Operations Book

Summary:

Neil Rackham introduces the SPIN (Situation, Problem, Implication, Need-payoff) technique, transforming the way salespeople approach and close deals.

What You'll Learn:

Master the art of SPIN Selling, a proven method that reshapes sales conversations and helps in understanding customer needs profoundly.

Why You Should Read It:

Rackham's techniques, based on extensive research, provide a tried-and-true roadmap for successful selling, especially in high-stake deals.

Quote From The Book:

"Effective selling isn't about persuasion, but about diligent understanding and fulfilling of customer needs."

About The Author:

Neil Rackham is globally recognized for his sales research and methodologies. Explore more about his works on his Amazon portfolio.

12. Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal by Jeb Blount

Sales EQ - How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal - Sales Operations Book

Summary:

Jeb Blount explores the vital role of emotional intelligence in sales, highlighting its importance in navigating complex deals and client interactions.

What You'll Learn:

Unlock the potential of emotional intelligence specific to sales, gaining insights to manage relationships, challenges, and opportunities effectively.

Why You Should Read It:

Blount's expertise demonstrates how combining EQ with sales techniques is the key differentiator for top-performing sales professionals.

Quote From The Book:

"Beyond techniques and tactics, sales is an emotional game. The best leverage EQ to win."

About The Author:

Jeb Blount is a leading expert on sales and human relationships. Network with Jeb Blount on LinkedIn, follow him on Twitter, or delve into his insights on his company website.

13. Nonstop Sales Boom: Powerful Strategies to Drive Consistent Growth Year After Year by Colleen Francis

Nonstop Sales Boom - Powerful Strategies to Drive Consistent Growth Year After Year - Sales Operations Book

Summary:

Colleen Francis delves into strategies that prevent boom and bust sales cycles, helping businesses achieve consistent and sustainable growth.

What You'll Learn:

Strategies to streamline sales processes, harnessing them for nonstop growth and ensuring your business never faces unexpected sales droughts.

Why You Should Read It:

Francis provides readers with actionable advice to sidestep the pitfalls of inconsistent sales patterns and maintain upward momentum.

Quote From The Book:

"Consistency in sales isn't about luck; it's about design, strategy, and relentless execution."

About The Author:

Colleen Francis is an acclaimed sales coach and strategist. You can connect with Colleen on LinkedIn, follow her on Twitter, or dive deeper into her strategies on her company website.

14. Fanatical Prospecting by Jeb Blount

Fanatical Prospecting - Sales Operations Book

Summary:

Jeb Blount emphasizes the significance of proactive prospecting, asserting that it's at the core of every successful sales strategy.

What You'll Learn:

Master the techniques of effective prospecting to keep the pipeline full, and understand why it's the ultimate key to sales success.

Why You Should Read It:

Blount's dynamic approach offers a clear roadmap for those looking to boost their sales figures and never face an empty pipeline.

Quote From The Book:

"The lifeline of sales lies in prospecting. Neglect it, and you starve."

About The Author:

Jeb Blount, also the author of "Sales EQ", is a sales maestro and an influential speaker. Network with Jeb Blount on LinkedIn, follow him on Twitter, or delve into his insights on his company website.

15. Secrets of Question-Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results by Thomas Freese

Secrets of Question Based Selling - How the Most Powerful Tool in Business Can Double Your Sales Results - Sales Operations Book

Summary:

Thomas Freese presents a transformative approach to selling, focusing on the power of strategic questioning to close deals.

What You'll Learn:

Develop the art of formulating impactful questions that not only gain customer trust but also lead them to see the value in your offerings.

Why You Should Read It:

Freese's method offers a fresh perspective on sales techniques, making conversations more fruitful and conversion-focused.

Quote From The Book:

"The right questions don't just fetch answers; they shape decisions."

About The Author:

Thomas Freese has changed the sales game with his unique methodologies. Discover more by connecting with Thomas Freese on LinkedIn, or exploring his company website.

16. Gap Selling by Keenan

Gap Selling - Sales Operations Book

Summary:

"Gap Selling" sheds light on the art of selling to the customer's specific needs and desires, rather than pushing a standardized pitch. It emphasizes the importance of understanding the 'gap' between the current state and the desired state of a customer.

What You'll Learn:

Keenan provides techniques on how to align sales with customer challenges, spotlighting the gaps they need to bridge and positioning your product as the solution.

Why You Should Read It:

By understanding a customer's gaps and offering solutions, you can resonate more deeply, making your sales approach far more effective.

Quote From The Book:

"Selling isn't about your product; it's about your customer's gaps."

About The Author:

Keenan is a celebrated sales consultant and speaker. Engage with Keenan further on LinkedIn, catch his thoughts on Twitter, or explore his strategies on his website.

17. Predictable Revenue by Aaron Ross and Marylou Tyler

Predictable Revenue - Sales Operations Book

Summary:

Taking lessons from the strategies that added an extra $100 million in recurring revenue to Salesforce.com, "Predictable Revenue" unveils the outbound sales methods that can lead to exceptional growth without a significant up-front investment.

What You'll Learn:

Ross and Tyler demystify the process of creating a seamless, scalable lead generation process without making cold calls or relying heavily on massive marketing budgets.

Why You Should Read It:

For businesses looking for exponential and predictable revenue growth, this book offers a proven framework to attain that goal.

Quote From The Book:

"Consistent growth comes from consistent processes."

About The Author:

Aaron Ross is a business growth expert, while Marylou Tyler specializes in lead management processes. Connect with Aaron on LinkedIn, engage with Marylou on LinkedIn, follow Aaron's insights on Twitter, and explore Marylou's tweets on Twitter.

Which Sales Operations Books Do You Recommend?

As I've curated this selection of top sales operations books, I've been mindful of the ever-changing landscape and the role of innovative sales operations tools. This list represents a comprehensive guide, yet it's always evolving. If there's a title you believe enriches our understanding of sales operations, do share. Our collective insights keep us at the forefront of this dynamic field. Let's keep this conversation going and ensure we're all equipped with the best resources for success.

By Phil Gray

Philip Gray is the COO of Black and White Zebra and Founding Editor of The RevOps Team. A business renaissance man with his hands in many departmental pies, he is an advocate of centralized data management, holistic planning, and process automation. It's this love for data and all things revenue operations landed him the role as resident big brain for The RevOps Team.

With 10+ years of experience in leadership and operations in industries that include biotechnology, healthcare, logistics, and SaaS, he applies a considerable broad scope of experience in business that lets him see the big picture. An unapologetic buzzword apologist, you can often find him double clicking, drilling down, and unpacking all the things.