Publisher's Synopsis
Different sales management processes have been in use over the years, but their ability to add value to the sales rep has been limited or non-existent. As a sales professional myself for over 20 years, I often felt that the current processes of sales management are not holistic and do not relate to "winning". They focus more on "reporting" or merely creating and tracking the leads data.
Using my own experience and gathering from the experiences of other sales and management professionals from around the world, I have created a process named NISEselling(TM) that integrates lead management, revenue forecasts and revenue delivery into one and helps to build a continuous improvement culture in the sales org. NISEselling(TM) methodology introduced in this book provides operational, tactical and strategic guidance to the sales rep and to the sales manager. By mastering & deploying the proposed methodology, the sales rep can predict more about the results and bring about continuous improvement in the ability to win. The Sales Rep's Guide is a must-have tool for sustainable success and career growth for every sales professional.
