December 13 by Eric Dreshfield


Humans are interesting creatures, but we are very much creatures of habit, and whether those habits are good or bad, we tend to repeat them, and then wonder why we get the same results as we got before. Why are some people always positive, always excelling in life and business, and totally crushing goals? I think it’s motivation. Here’s my top 5 motivational books that all Sales teams should read.

1: The Five Dysfunctions of a Team by Patrick Lencioni

On the surface, The Five Dysfunctions of a Team may not seem like a motivational book, at least not by simply reading the title. It’s almost a “what not to do” book. What Mr Lencioni does through his book is tell the story about a fictional company now led by a new CEO, and how the CEO recognizes and works through the struggles of the organization and its leadership team. The CEO has a unique way of getting team members to work together and overcome the 5 dysfunctions: 1 – Absence of Trust; 2 – Fear of Conflict; 3 – Lack of Commitment; 4 – Avoidance of Accountability; and 5 – Inattention to Results. Upon my first read of this book, it all seemed like common sense, but after discussing it with colleagues, I discovered it goes way deeper than that.

2: Get Momentum: How to Start When You’re Stuck by Jason Womack and Jodi Womack

Momentum means you are doing more than just getting things done. It’s that feeling of satisfaction, the belief that you can achieve big goals and complete important projects that fulfill you both personally and professionally. The husband and wife team of Jason and Jodi Womack share what they know and have lived for many years as they built their business. Unlike most self-help, motivational business books, the Womacks feel that there’s not a one-size-fits-all recipe for success, and through Get Momentum, they teach how to make proactive changes that will improve your life and career.

3: Don’t Sweat the Small Stuff by Richard Carlson and Kristine Carlson

This book is what some have called reverse inspiration. In and of itself, Don’t Sweat the Small Stuff, is not what most would typically call inspirational. Instead, it explains why the everyday, mundane, stress-invoking elements of life are not that important and can be handled with very little effort, or totally ignored. A quote from Richard and Kristine’s the book reads: “When you learn the habit of responding to life with more ease, problems that seemed ‘insurmountable’ will begin to seem more manageable.” After reading this book, you’ll understand why the saying “Don’t sweat the small stuff” is a part of American Culture.

4: The 5 Second Rule: Transform your Life, Work, and Confidence with Everyday Courage by Mel Robbins

Simply put, The 5 Second Rule, this one, not the one about dropping food on the floor, says that if you have an impulse to act on a goal, you must physically move within 5 seconds or your brain will kill the idea. If you are in sales and you want to push a deal along, do it. Write that email to the prospect, or pick up the phone and call them. Do it fast, before your brain tells you it’s not important. Robbins agrees that the opportunity for growth and expansion takes place outside of your comfort zone, and we all know that, however, many of us still won’t do it. Her book explains why.

5: Win Bigly: Persuasion in a World Where Facts Don’t Matter by Scott Adams

Some might not consider this a motivational book, but stick with me for a moment. In Win Bigly, Scott Adams, the creator of the Dilbert comics, explains why he predicted Donald Trump would win the U.S. Presidency race long before most even considered Trump a serious contender. And regardless of your political views, what you can learn from Adams’ logic and thought process, is what I consider motivating and beneficial for Sales execs. The crux of the message in this book is all about persuasion. Hopefully this short teaser has convinced you to give it a read.

Add these books to your library, and see how much better your 2018 can be!


Looking to learn more about Machine Learning for Quote-to-Cash? Download the only and best-selling book on that topic today!

Trending Blogs