"Flow in sales": Using EMDR for maximising the performance of sales representatives

Description

The aim of this study is to initiate the use of EMDR in the business area. In line with this, we designed a project with 23 sales representatives from the distributor of a multinational company. Pre and post-testing tools were; BDE, STAI 1-2, MTE 1-2, FLOW, LEARNED OPTIMISIM, Q12, CE11, WEMWBS.

The intervention was a one day workshop on mental training for peak performance focusing on skills such as imagery, positive self talk, goal setting and relaxation. The participants were guided to come up with their success stories in sales. The stories were installed and anchored by “bilateral tapping” through which the participants achieved to empower their positive memories. They learned the wedging technique of EMDR to work on their performance blocks as well.


Post testing results shows a significant drop in the clinical psychometrics as well as a significant improvement in the mental training inventories. The sale numbers increased almost %3. The sales team was announced in the first three among all the distributors in Turkey.

Format

Conference

Language

English

Author(s)

Aysegul Kalem Ertal
Ersin Bayramkaya

Original Work Citation

Ertal, A. K., & Bayramkaya, E. (2014, June). "Flow in sales": Using EMDR for maximising the performance of sales representatives. In EMDR research symposium (Raili Hultstrand, Chair). Symposium presented at the 15th EMDR Europe Association Conference, Edinburgh, Scotland

Collection

Citation

“"Flow in sales": Using EMDR for maximising the performance of sales representatives,” Francine Shapiro Library, accessed July 28, 2017, https://emdria.omeka.net/items/show/22951.