Summer Reading List: Sales Edition

Courtney Hart
Courtney Hart
In Sales Coaching and Motivation
Courtney Hart is the Marketing Campaigns Manager at Xactly. She earned her Bachelor of Science from California Polytechnic State University: San Luis Obispo.

Now that it’s June and summer has officially started, you might be looking forward to an upcoming vacation or dreaming of a day at the beach. Whatever it is, summer is the perfect time to pick up a new book and spend your extra sunlight wrapped up in a page turner. While many could argue that career-oriented or business books aren’t the most intriguing, we’ve weeded through the masses to bring you a list of Sales and business related books that will not only interest you, but leave you with some tips and tricks to employ into your own professional life.


Winning by Jack Welch

Jack Welch is well known in the business world. With his forty-year tenure at General Electric, he’s credited with much of GE’s year over year success. With a history like his it’s not surprising that his book, Winning, has become a staple on many business leaders’ bookshelves. Winning provides a brief intro into Jack Welch’s business philosophy, then dives into real business related tactics that you can use in your career.


Game The Plan by Christopher W. Cabrera

Xactly Founder and CEO, Christopher W. Cabrera, has spent the majority of his career around incentive compensation. With over 20 years experience in the industry, Cabrera shares his knowledge in Game The Plan: Every Sales Rep’s Dream; Every CFO’s Nightmare. The book delves into employee motivation and how compensation affects performance and your company’s bottom line.


The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon & Brent Adamson

Based on a study performed by Matthew Dixon, Brent Adamson, and the Corporate Executive Board, thousands of sales reps across hundreds of industries were investigated to find out what skills, behaviors, knowledge, and attitudes are practiced by top performers. In The Challenger Sale, Dixon and Adamson share their findings, and give insight into The Challenger, a specific type of sales rep that consistently produced results.


Zero to One: Notes on Startups, or How to Build the Future by Peter Thiel and Blake Masters

If entrepreneurship is more your thing, consider picking up Peter Thiel’s Zero to One. In this book, Thiel explores innovation, Silicon Valley startups, and how the next big thing won’t be something someone else is already doing. The next big thing will be one that is unique and solves a unique problem.


Compensating the Sales Force by David J. Cichelli

At Xactly, we believe that when compensation is done right, it can reward employees for a job well done and inspire long term performance. In Cichelli’s book, Compensating the Sales Force, he helps sales leaders identify problems in their compensation structure and gives solutions to work for any company’s needs.

What’s your favorite sales or business related book? Share with us on Twitter at @Xactly.


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Summer Reading List: Sales Edition