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eBooks - Sales Management
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We have 25 ebooks that reached the Amazon Top 100 Best Sellers lists written by Robert P DeGroot. This achievement speaks to the credibility and confidence our customers have in the effectiveness of our content.

Two of the Sales Management ebooks are a part of those best-sellers. Professional non-fiction books get to be best-sellers because people get results with the content and spread the word. That provides us the credibility and you the confidence to select Sales Training International to help support your training and learning goals.

Career Path for Sales Professionals
Keep Your Top Producers Selling
Interviewing and Hiring Sales Professionals
Identify High Potential Candidates Regardless of Previous Experience
Sales Professionals' Performance Appraisal
Minimize the "Halo" And "Horn" Effects With the Enclosed Ratings Guide
Sales Coach
How to Get Results Through the "Efforts" of Others
Peer-to-Peer Sales Coaching*
How to Rapidly Increase Sales Successes for the Whole Team

Curbside Sales Coaching
How to keep selling skills razor-sharp in real-time

Creating and Leading a Motivating Sales Culture
By default, your team has a culture now. Is it the one you want?
Effective Meeting Planning and Facilitating
From logistics to facilitation, successful meetings are planned and skillfully excecuted
Reseller Strategy*
Get Your Resellers to Pull Your Products Out of The Bag First


*Amazon Top 100 Best Selling eBook

Sales Management eBooks Descriptions

Career Path ebook coverCareer Path for Sales Professionals

What happens to the Sales Professional who would like to advance his/her career in your company? Where can they go? Most likely, this person will have to seek a position in management. But, what if that person is a top producing Sales Professional who doesn't want or is not suited for management? It’s not like you haven’t seen that before!

Without some form of career path, salespeople often just plateau. They get into a comfortable “rut.” Production is marginally acceptable, but not anywhere near true potential. Once they settle in and gain seniority, it’s very difficult to get them going again. These challenges can be greatly reduced with the development of a career path for sales professionals who would prefer active selling to management for career development.

The purpose of this book is to provide the information necessary to establish a career path in sales, so top producers are not forced out of the profession in order to gain promotions.

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Interviewing and Hiriing ebook coverInterviewing and Hiring Sales Professionals

The purpose of reading this eBook is to understand how to establish a systematic, structured process for recruiting, interviewing, and selecting sales professionals most likely to blend with your organization’s culture and have the greatest chance to succeed in their positions.

You do this by first identifying what the person needs to know, the experience they need, skills, and many other areas. Then, you identify how you know the person has those things. For sellers, there are over 30 areas you'll need to explore. One of the more difficult challenges is developing a question pool for each area. The ebook provides that question pool for you.

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Performance Appraisal ebook coverSales Professionals' Performance Appraisal

The purpose of a performance evaluation is to provide accurate feedback on performance that motivates improvement, development of new skills, communicates the organization's priorities, and clarifies expectations. It is a way to get a clear perception of how a person matches the expectations (self and others).

In the book, there is a detailed five-point scale complete with five descriptions for each item evaluated. This minimizes the "halo" and "horn" effects and provides easier comparisons when appraisals are conducted by different managers of the same person. 47 areas receive this detailed analysis.

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Sales Coach ebook coverSales Coach

The Sales Manager’s number one job is to obtain results through the "efforts" of others.

What are these efforts?

For selling, the efforts are skilled activities, processes, applied knowledge, and strategies that must be used at some level of proficiency in order to carry out the steps of the sales process. When the efforts aren’t getting the results either from not doing them right or by not living up to full potential, it’s time to coach.

In this brief eBook, you'll learn how to conduct formal coaching sessions, curbside coaching sessions, and how to manage peer-to-peer coaching sessions.

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Peer-to-Peer Sales Coaching ebook coverPeer-to-Peer Sales Coaching*

Imagine a meeting with your team where a member is talking about being concerned about an objection that might come up when s/he tries to set an appointment to see an important decision-maker. Now visualize other team members offering what they think might work in this situation. See the entire team focus their energy, knowledge, skills, and experience to help a single member develop a way to get that appointment.

Do you think that this person would get some workable ideas?

Do you think that if we did this with each team member for each step they were experiencing difficulty with, they would, in short order, be able to handle most of the obstacles and objections that came their way?

The purpose of this sales meeting is to provide a mechanism to focus the knowledge, skills, and experience of the entire sales team on developing strategies and tactics for individual priority prospects and projects to dramatically improve closing ratios.

If there was just one thing sales managers could do to improve the results of their team in a most dramatic way, it would be the Peer-to-Peer Sales Coaching System.

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*Amazon Top 100 Best Selling eBook

Curbside Sales Coaching book cover Curbside Sales Coaching

Selling is not an unskilled occupation.

Curbside sales coaching is a quick and easy way to help salespeople identify specific knowledge, skills, and strategies to improve using live sales calls in real time so they know what’s happening is accurate and trustworthy.

Achieve the best results quickly and efficiently by focusing on the three phases of the sales call coaching process:

  1. Pre-Call Planning: Learn to use a validated detailed sales plan to identify steps in the sales process, completed steps, and the call objective steps to achieve on the next sales call
  2. The Sales Call: Clarify and understand the different roles and boundaries for sales and management during the sales call
  3. Post-Call Coaching: Use the psychologically superior modified sandwich technique to achieve positive outcomes

Note that while the instruction segment of this book is intentionally short and to the point, the tools at the end of the book are invaluable to conducting the curbside sales coaching process consistently and competently.

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Creating and Leading a Motivating Sales Culture ebook coverCreating and Leading a Motivating Sales Culture

Work units (teams, divisions, companies) that are highly successful in producing and sustaining high quality and quantity work, as well as, high job satisfaction, have strong motivational cultures.

Once people buy into and share the "vision" of what you want to create, they will figure out on their own how to contribute and how to do so at continuously higher levels.

This eBook is about how to establish a shared Vision, Mission, Values, Critical Success Factors, and Goals that Drive Success. It's also about learning how rites, rituals, and hero selection can dramatically change production - up or down. By default, you have a culture now. Is it the one you want?

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Effective Meetings ebook coverEffective Meeting Planning and Facilitating

Effective Meeting Planning and Facilitating is presented in two parts:

The first part focuses on the core knowledge, skills, and strategies necessary set measurable objectives, identify participants and why they should attend, set the agenda activities, and determine if the benefits are worth the costs.

The second part focuses on the skills needed to facilitate a meeting including, mental preparation, platform etiquette, participant engagement strategies, brainstorming process, consensus building steps, and handling troublesome participants.

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Reseller Strategy ebook coverReseller Strategy*

Have you ever wondered why some distributors are quick to focus their selling efforts on your behalf, while others just don't seem to get around to pulling your products out of the bag?

Tried motivational promotions and awards with minimal results? Get excuses about performance or price as the reason for weak sales? Have trouble communicating with them?

This ebook, like the WBT course, is designed to help you help your resellers want to pull your product or service out of the bag first.

Reseller Strategy is also a bestselling ebook in the USA and the UK.

A Reseller can be defined as a Distributor, Jobber, Wholesaler, Manufacturer's Rep, Value Added Reseller, Retailer or any number, of titles in the supply chain.

This ebook is also listed in the Sales Library.

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*Amazon Top 100 Best Selling eBook

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