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High-Impact Competencies

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One company identifies the skills common among its high-performing sales representatives. More »

Training as a Business Partner

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Identifying learning needs accurately and proactively requires a business partner approach. More »

Excellent Sales Coaching Leads to Big Gains

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A new sales coaching strategy improves the performance and sales results of internal associates. More »

Simulations for Selling Success

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One medical supplies manufacturer trains its salespeople to practice what they preach. The following story was told by Kevin Glover, vice president of corporate communications, clinical education, and training at B. Braun Medical Inc.; and Connie Murray, director of cli... More »

Call on Me

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A financial services company implements an integrated talent management approach to customer service onboarding that delivers world-class results. More »