In our consulting engagements and in our workshops we recommend two books as an important reference for Chief Sales Officer. (We also recommend several other books which we consider essential for the CSO)
Unblock the Power of Your Sales Force!
By Dr. Dietrich Legat and Dr. William A. Woehr
ISBN 3-7083-0082-3, NWV Vienna
This book is for Chief Sales Officers and Sales Managers who wish to move up into this position. It is our standard reference in our consulting engagements and workshops.
The book is also available in German and Japanese.
In the book,
* we first provide a brief introduction to TOC (Theory of Constraints, constraint-focused leadership) and how TOC can be used to lead sales,
* then we apply these methods to key account management, where they can be applied in many ways to lead to sustained healthy sales growth.
* finally, in each chapter, the reader can test his maturity in operational key account management using the constraint focused methodologies of DELTA T-Selling. (See example "maturity in leading product sales")
The Logical Thinking Process
William Dettmer
ISBN 978-0-87389-732-5, ASQ Quality Press, Milwaukee, Wisconsin, USA
We recommend this book as an excellent reference for the decision-making tools of TOC.
Bill Dettmer, our network partner, has written this book based on his years of experience as a consultant, trainer and teacher.
The book also contains the software TLT - an easy-to-use tool for creating the "logical trees" of TOC.