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The Global Holiday Black Hole

Monday, March 19, 2007

A major high-tech company created a financial incentive package for its salespeople; those who shared customer information across national boundaries would receive bonuses. The company's training department presented the new process in one-day, face-to-face workshops in 30 countries during a two-month period

As trainers entered the classroom in Moscow to deliver the program, they were met with a hostile audience. The group was clearly unreceptive to any new program being presented by repres

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