May 2010
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TD Magazine

Sales Coaching Across Cultures

The following story was told by Tara Jones, account director at Lane4 Management, a consultancy specializing in organizational performance, leadership development, and executive coaching.

Client: A global digital advertising platform provider.


Problem: The company's sales management population lacked coaching skills.

Cause: In the fast-paced sales environment, managers felt that they didn't have the time to coach their employees. Sales professionals managed their direct reports by tellin

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