Why "First, Break All the Rules" is a Must-Read for New Sales Managers

Whenever guests visit my office, they almost always ask about the large collection of books lining the shelves. It’s not just for show—each book has shaped how I think about leadership, sales, and team dynamics. And if there’s one book that stands out for new sales managers, it’s First, Break All the Rules by Marcus Buckingham and Curt Coffman.

Here’s why I think this book is one of the best resources out there for new sales or recruiting managers.

It Debunks Management Myths

We’ve heard the clichés: “Treat everyone the same,” “Focus on fixing weaknesses,” or “Managers should have all the answers.” As a new sales manager in my early 20s, I was faced with a variety of personalities, pressures, and expectations. This book proposed that it wasn’t my job to manage everyone the same way—it was my job to manage each individual based on their unique strengths.

I found it to be a liberating concept, especially when I took over a sales team that was underperforming. Focusing on unlocking each person’s potential instead of fitting them into a mold was something that really resonated with me.

It’s All About Strengths - Not Weaknesses

In sales recruiting, we’re always talking about the right “fit”—finding the right fit for a candidate or for a client. This book emphasizes that the top performers on our teams are there because they excel at certain things, not because they’ve fixed all their weaknesses.

I found that First, Break All the Rules gave me a clear, actionable framework to identify and capitalize on those strengths. As a new manager, this approach probable helped save me from wasting time trying to force people into roles they weren’t suited for. Instead, by focusing on strengths, we can drive better results—and ultimately, more revenue.

The Idea of The Imperfect Leader

Somewhat jokingly, but also seriously, I’ve always noticed that the best sales managers are imperfect, real, and motivated. These are the leaders who, in turn, recruit and coach reps and recruiters who are equally imperfect, real, and motivated. It’s not about trying to be a flawless leader with a flawless team. In fact, that might be a recipe for disaster.

The idea is that we are better off being a unique individual leading a team of unique individuals. For those of us who desire outsized gains, this is where it starts. First, Break All the Rules champions this idea: embrace the imperfections and play to the strengths, because that’s where real progress happens.

Building Trust and Autonomy

When you’re a new manager, the instinct to control everything is real. You want to prove yourself, make sure the numbers look good, and keep everyone on track. I’ve been there. But let’s face it—hovering over your team, checking every little thing, it’s exhausting. Worse, it doesn’t work. (or if it does, it’s temporary)

One of the biggest takeaways from First, Break All the Rules is this: the best managers trust their people. They don’t micromanage. They give their team the space to figure things out, make decisions, and even make mistakes. It might sound risky, but here’s the thing—when your team feels trusted, they’ll do more than just their job. They’ll take ownership, innovate, and even go the extra mile without being asked.

Break the Rules to Break Through

At the end of the day, sales management has never been about following a strict rulebook. It’s been about understanding your team’s strengths, embracing your own imperfections, and breaking free of outdated management habits. First, Break All the Rules offers the kind of insight and actionable advice that every new sales manager needs.

But hey, that might just be me.

-Adam