As Neil Rackam opined, sales forces are caught in the middle. On one side, their customers have changed dramatically in terms of how they purchase and what they expect. On the other side, their own companies have shifted by going through processes of downsizing, restructuring and cost cutting. Traditional boundaries such as those between Sales and Marketing have crumbled. Sales people have to cope with more products that are introduced faster and with shorter life cycles, and less competitive differentiation.
Over the years, sales force management, among other vital drivers has centered around motivation, Today, gaining and building commitment of the sales force has overshadowed attempts to incentivize and motivate sales persons. In this endeavor, the centrality EQ or Emotional Intelligence is increasingly recognized
MTI will be conducting a half day interactive training program on Managing the Sales Force through Emotional Intelligence on Tuesday the 22 nd of May 2001, from 2:00 pm to 5:00 pm at the Taj Samudra Hotel . It will be conducted by Dr. Uditha P. Liyanage & Dr. Travis Perera .
The program is targeted at Sales Managers, Senior Area Sales Executives, Sales Supervisors, who direct, manage and are responsible for the performance of sales representatives.