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When Sales and Coaching Combine: An IBM Success Story

Monday, December 20, 2004

There are 100 worldwide IBM coaches with extensive backgrounds in sales and marketing. It's their mission to embed a coaching behavior and approach throughout the sales ranks. Ingrained in their High Performance Selling Initiative is a coaching philosophy. Coaching at IBM is defined as

  • A skill and an art requiring commitment and practice
  • A relationship enabling people to unlock their potential
  • A leadership style that pushes the boundaries to reach extraordinary results.

According to Ch

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