Suggested Books & Resouces from Carlson College:
Managing By Values
Gung Ho!
Who Moved My Cheese?
Fish / Fish Tale / Fish Sticks
1001 Ways To Take The Initiative At Work
Difficult Conversations
The Four Agreements
Peanut Butter and Jelly Management
Lessons From The Sandbox
Orbiting The Giant Hairball
First, Break All The Rules
Now, Discover Your Strengths
Follow This Path
Words That Sell
S.P.I.N. Selling Fieldbook
25 Sales Skills They Don't Teach in Business School
How Full Is Your Bucket?
Customers For Life
Whale Done
Sacred Cows
Inside The Magic Kingdom
75 Cage Rattling Questions to Change The Way You
Work
Getting to Yes
Getting Ready to Negotiate
Managing By Values
Author: Ken Blanchard
The foundation for how we created our values system at Carlson –
this is a great way to understand how our values of Teamwork, Respect
& Integrity came to be and all of the processes behind the final
mission statements that hang in our locations.
Gung Ho!
Required Reading for all Team Members (Provided by your
manager)
Authors: Ken Blanchard & Sheldon Bowles
The Spirit of the Squirrel, The Way of the Beaver, The Gift of the
Goose come together in this wonderfully told story of success as
a foundation of our culture. These three concepts are surprisingly
simple yet amazingly powerful. Each of these concepts ties directly
to living our Values and promoting the success of the individual.
This book helps ensures Gung Ho! employees that are committed to
success.
Who Moved My Cheese
Author: Ken Blanchard
A great book on change and adapting to change told in a fun and
light hearted manner through the eyes of two mice, one who chooses
to change and the other that stands firmly in the past. Their adventures
will entertain while you learn more about the never ending fast
paced world of change.
Fish
Fish Tale
Fish Sticks
Author: Stephen C. Lundin
These books all relate to a dynamic work place/environment and offer
a great way to implement excitement and continue the high level
of communication and service in a difficult environment. Based in
the fish markets of Seattle, the true story in Fish relates what
it means to create and maintain truly engaged employees. Fish Tales
continues the story through relating numerous successes in other
businesses that have applied the Fish philosophy and Fish Sticks
is more reinforcement of the primary concepts of success.
Note: Read Fish first.
1001 Ways to Take the Initiative
at Work
Author: Bob Nelson
Many helpful ideas from how to manage up, to managing your own attitude,
to helping others deal with the organization as it changes. Even
if you aren’t the boss there are things you can do to make a difference
and get recognized for doing them. This book offers insight into
how you can get out of your box and find opportunities to make a
difference. The book provides action oriented items with helpful
“how to apply” sections on each idea.
Difficult Conversations
Authors: Douglas Stone, Bruce Patton, Sheila Heen
A Harvard study on the power of communication (and lack thereof)
and how it affects your business and personal life.
The Four Agreements
Author: Don Miguel Ruiz
A spiritual look at the effect of your actions on everyday life,
applying the principles of Be Impeccable with Your Word, Don’t Take
Anything Personally, Don’t Make Assumptions and Always Do Your Best.
Peanut Butter & Jelly Management
Authors: Chris and Reina Komisarjevsky
Stop drawing the line in the sand – the analogy of how important
it is to give people guidelines, listen to them and help them find
what they are really passionate about. You
will also gain insight into helping people manage disappointments
and change. This book is a great management companion to Strengths
management and the concept of a “playing field with clearly marked
territory” as described in Gung Ho!
Lessons from the Sandbox
Author: Dr. Alan Gregerman
Another way to look at management from the “ground up”: using our
experiences with children to better understand how to motivate people
and teams and look for the positive side of life and the opportunities
that present themselves everyday.
Orbiting the Giant Hairball: A
corporate fool’s guide to surviving with grace
Author: Gordon MacKenzie
From the basement of Hallmark Corporation what it was like to “go
against the grain” and develop a team that was successful, dynamic
and unique. Orbiting the Giant Hairball takes you through the “things”
that bog us down and crush creative thinking – a great out of the
box book.
First, Break All the Rules: What
the World’s Greatest Managers Do Differently
Author: Marcus Buckingham
Founded in years of Gallup research to discover what the World’s
Greatest Managers do differently, this book gives insight into how
to begin identifying the strengths of you and your team and successfully
manage them for greater return. Based on in-depth interviews with
over 80,000 managers you can uncover some of the “secrets” to better
management
skills.
Now, Discover Your Strengths
Author: Marcus Buckingham
A follow up book to “First, Break All the Rules” this book gives
you the opportunity to understand what natural strengths you possess
and how through using them you can enhance your performance and
that of others around you. In conjunction with the Gallup Organization,
Marcus Buckingham has created a method to identify your strengths
through an on-line profile questionnaire and then give you the insights
into those strengths and your success.
Note: Do not utilize the book code to complete your profile
of themes. Please see your manager for access to the Carlson/Gallup
e-learning site.
Follow This Path
Author: Curt Coffman & Gabriel Gonzalez-Molina
Identify Strengths, The Right Fit, Great Managers, Engaged Employees,
Engaged Customers, Sustainable Growth, Real Profit Increase &
Stock Increase; this is the Gallup path to creating a successful
company with proven returns. Follow This Path is a fabulous tool
to understanding our directions as a company through PRISM, a path
that has truly changed organizations from failure to success.
Words That Sell
Author: Richard Bayan
A thesaurus of benefit statements, words and phrases that will help
to ensure you can clearly communicate the advantages of a partnership
with Carlson vs. the competition. This book also contains a section
on professional writing skills that can help anyone improve their
ability to communicate through the written and spoken word.
S.P.I.N. Selling Fieldbook
Author: Neil Rackham
Situation, Problem, Implication, Need/Payoff – the basis for understanding
your customers’ needs and willingness to buy from you lies in this
selling process. Through a series of exercises Rackham’s workbook
introduces you to S.P.I.N. and then gives you the opportunity to
apply the concepts of this sales process into your everyday selling
experiences. Plan each phase of your call and how it will create
successful outcomes. Whether you are in inside or outside sales,
targeting internal or external customers this book gives great lessons
in the world of sales.
25 Sales Skills They Don’t Teach
in Business School
25 Most Common Sales Mistakes and How to Avoid Them
Author: Stephan Schiffman
These small and helpful sales skills books are just two in the series
of seven that will help you enhance your basic selling knowledge.
The 25 series are great for beginners or the seasoned veteran as
a refresher to the basics of sales skills and processes as well
as potential pitfalls of not following through. Each of the 25 key
tips range from one to three pages long in these near pocket size
books, so they are great for quick motivational reading.
How Full is Your Bucket?
Author: Don Clifton
Everyone in the world needs recognition and rewards for the successful
outcomes they create. How Full Is Your Bucket? is a wonderful tie-
in to the Gift of The Goose and an easy read that reminds us all
of the value of each other, the Team and how our combined strengths
equal success.
Customers for Life
Authors: Carl Sewell & Paul B Brown
How do you create true customer advocates? Those that will seek
you out and choose to do business with only you even if it means
paying a little more, driving an extra few miles, or waiting on
line? This book discusses techniques and opportunities for creating
WOW customer service and establishing ground rules for service recovery.
Whale Done
Author: Ken Blanchard
A truly motivational way to look at opportunities and challenges
in both your professional and personal life. This book tells the
story of opportunities to improve your communication with and understanding
of others and what motivates them to create success. This book was
used as a companion to Gung Ho! in the development of the class
in 2004 – a must read for all managers.
Sacred Cows
Authors: Robert Kriegel & David Brandt
They are out there eating up time, chewing on resources and just
mooo-ving in on our opportunities to be more efficient and effective.
Sacred Cows are the things we just keep doing because we have always
done them that way. This book offers ways to identify and then “pasteurize”
the cows that are eating up our resources. A fun analogy about how
important it is to change our methods and update our processes for
success. This book is truly about Change Management and creating
change that makes us more successful.
Inside the Magic Kingdom
Author: Tom Connellan
How the magic of Disney was created and has been sustained all of
these generations. The philosophies of management that create some
of the finest world class customer service experiences known anywhere.
This book takes you inside the Magic Kingdom for a look at the practices
that have helped to ensure the ongoing fascination with the experience
that can only be provided at The Magic Kingdom.
75 Cage Rattling Questions
to Change the Way You Work
Author: Dick Whitney & Melissa Giovagnoli
Recommended in the Fasten-ator, this book gives some interesting
insight into individual and team practices by asking off the wall
and obscure questions that will get your mind going. Each of the
questions provided gives you an outline of the goal/objective of
utilizing the question in your team meetings. A great book for anyone
in management
that is responsible to keep meetings and group interactions fun
and lively.
Getting to Yes (Negotiating
Agreement Without Giving In)
Authors: Roger Fisher & William Ury
A step-by-step strategy for coming to mutually acceptable agreements
– this is negotiating at its finest. Based on the Harvard Negotiations
Project, this book offers the strategies and planning processes
for successful negotiation. You will learn how to: separate people
from the problem, focus on interests of both parties, work together
to create options that will satisfy everyone and much more.
Getting Ready to Negotiate
(The Getting to Yes Workbook)
Authors: Roger Fisher & Danny Ertel
A step-by-step guide to preparing the negotiation, this is the workbook
for applying the concepts you learned in “Getting To Yes”. Designed
to help both the beginner and the seasoned pro at successful negotiation
it includes many forms, examples and clear explanations of the concepts
and process.
