During the big recession of the 1980s, McKinsey - the management consulting company I was working for - gave some great advice to their clients: pare back almost every corporate function except sales and marketing. General business opinion was on their side; Thomas Wats... More »

Sales Enablement

Change Management , Economy , Innovation , Selling Skills , Trends

In early 2006, IBM senior executives made a commitment to hire additional sales professionals around the world to fuel company growth. The company's sales learning team was charged with redesigning the Global Sales School (GSS) - the foundational sales training program ... More »

Learning & Development , Learning Technologies , Sales Enablement

Business Impact , Curriculum Alignment , Designing Learning , Human Performance Improvement , Measuring and Evaluating , Selling Skills