We recommend a few books which we consider important for the CSO to have read and available as reference:
About "Process Management in Sales"
Total Quality Essentials (Sarv Singh Soin)
We consider this book to be the best that has ever been written about leading businesses with TQM. It contains an extensive chapter on the process of management: how to lead processes, process improvement projects and breakthrough projects (HOSHIN methodology). (McGraw-Hill, 1998, ISBN 0-07-059551-8).
About "Systems"
The Tree of Knowledge (Humberto Maturana und Francisco Varela)
An introduction to the world of self organizing systems by two world leading biologists. Written with humour and many examples. (Shambala, Boston & London, ISBN 0-87773-642-1)
About "Constraint Management (theory of constraints, TOC)"
The Goal (Eliyahu Goldratt)
This is the first book you must read about constraint management (theory of constraints, TOC). It gives an introduction to the TOC "frame of mind". The book is available in many languages and countries. (North River Press, ISBN 978-0-88427-178-9)
About "Emotions at Work"
Good Business: Leadership. Flow, and the Making of Meaning (Mihaly Csikszentmihalyi)
This author specializes in "positive psychology". In this field experts study the conditions for happiness and well being and the resulting top achievements in sports, professional work and other social systems.
As Chief Sales Officer you must not just focus on the logical domain of our task - leading the emotional domain is as important. Some psychologists maintain that it is the only important one. This books give important insights on what needs to be done to lead the emotional domain. (Penguin Books, 2004. ISBN 978-0-14-200409-8)