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 for IBM's approximately 3,000 annual sales hires - to be more efficient and to accelerate the production of revenue by the newly hired sellers. IBM needed a new program that increased sellers' quota attainment, took t
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