In today’s Sales Force program, Ziya Muhamedcani shares with us his thoughts on the Programme. He reveals what are the 3 biggest problems for sales representatives and sales managers and how to develop the sales representative to sales manager. He also talks about what kind of skill set a good sales person required. Find out what advises he gives to the sales person in this iTV-Japan program.

Ziya Muhamedcani established the Madison Company in 1992 focusing to improve the productivity of sales and marketing personnel at Fortune 500 and mid-sized companies throughout the world, with special emphasis on Japan and Asia.

Since 1992, Ziya has personally developed and delivered in English and Japanese, the training programs used at the Madison Company. These programs are a result of 30+ years business experience and are updated continuously based on annual joint accompaniments conducted with sales professionals, in various parts of the world.

Over his training career, Ziya has delivered over 500 classroom and field based training seminars, trained more than 7,500 sales professionals, accompanied over 500 field sales personnel on 2,000+ joint customer calls. Because he spends significant time in the field consistently with sales representatives and sales managers during customer calls, Ziya understands what can and cannot be done in real selling and coaching situations. Thus his consulting and training activities are based on these field observations and experiences.

In recent years, Ziya has completed development of the EPIC© system for Sales Force Effectiveness (SFE), a comprehensive, structured and validated sales force productivity improvement program.