Some helpful books that every banker should read.

• Author: Hubbard, Jack
• Position: SALES DEVELOPMENT - Recommended readings

CHASE AND GAVIN, my 5-year old grand twins, love to play follow the leader. The game allows them to take turns being in charge (Chase really likes that) and forces them to think creatively on their feet.

More than any time in our history, bank leaders must seek out and utilize resources to help maximize profits, foster greater internal collaboration and optimize the customer experience. For future columns on ABA Bank Marketing.com, I will delve into books, blogs, people and companies that lead in their respective disciplines.

Space and time won't allow for an exhaustive list, and there are likely others you are already employing. As we quickly approach 2016, however, there's no time like the present to share some ideas to help us all move to the next cultural level.

Books to consider

"The Challenger Customer" hit shelves last month. Authored by Brent Adamson, Matt Dixon, Pat Spenner and Nick Toman, this book takes a deep dive into the buying habits of firms from mom and pop operations to the largest in the world. Based on significant research, its 260 pages target the 5.4 buyers in any situation, how top performers engage them and how collaborating with the "mobilizer" through commercial insight can facilitate more closed business and create sustainable relationships. Case studies from ADP, SMART Technologies and others highlight best practice ideas that focus on the customer and how they buy, not the sales person and how they sell. This is a must read for CEOs, CMOs, sales managers and long-cycle resource managers in banks of all sizes.

"Work Rules!: Insights from Inside Google That Will Transform How You Live and Lead," by Laszlo Bock is a New York Times bestseller and rightly so. Mr. Bock provides practical insights into hiring, compensating and retaining key employees with examples from a variety of companies. His focus however, is on Google.

He describes that while the company has grown to mammoth proportions, it still takes an intimate and counterintuitive approach to bringing new associates on the rope. This philosophy has helped Google strike a balance between market share and life share (work-life balance). Your bank may never have a slide to go from floor to floor, meal...