Mindfulness based Sales Management

Anindo Bhattacharjee; Rimi Moitra; Amit Kumar; Anand Vardhan

Anindo Bhattacharjee Assistant Professor, NMIMS, ASM School of Commerce, Mumbai, India
Rimi Moitra Assistant Professor, NMIMS, ASM School of Commerce, Mumbai, India
Amit Kumar Assistant Professor, NMIMS, ASM School of Commerce, Mumbai, India
Anand Vardhan Consultant, Business Salt Consulting, Mumbai, India

Keywords: Mindfulness, Mindful Salesperson, Mindfulness Based Sales Management framework

Abstract

Markets are becoming increasingly dynamic and technology is being continuously seen as the main driving force behind effectiveness of businesses. Technology is no more the key differentiating factor especially in sales or selling. As a result, the view on responsibility of a salesperson, is undergoing a paradigm shift. In
this paper, we would discuss the relevance of mindfulness in sales and would try to answer the question as to “how mindfulness can enhance the performance of salespeople and may lead to better sales leadership and management”. We intend to create a paradigm for developing better sales managers and more productive salespeople based on contemporary mindfulness based traits as well as practices. Salespeople possessing mindfulness as a trait would be termed as “Mindful salesperson” and the process of selling where mindfulness based practices are an integral part, would be broadly termed as “Mindful selling”. Thus on
the basis of the notions of the east and west we create attention, awareness openness and acceptance as the corner stones of the Mindfulness Based Sales Management framework.