Two books for Chief Sales Officers cover operational sales leadership:
This book is a manual for constraint focused agile operational leadership.
First, it positions operational leadership where it belongs to be: as the prime management task for leading companies to superior success.
Then, it covers the "five right" of operational leadership: how to set right operational goals, design right operational plans, right execution of these plans, right check and right operational leadership.
In addition it offers a diagnostic tool to assess the competence in operational leadership.
(also available in German and Japanese)
This book describes the application of theory of constraints (TOC) for key account selling.First, it offers a brief introduction to TOC for sales managers at all levels. Then, it highlights key elements of key account selling;