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How to train an international sales force
with quality and consistency?
with quality and consistency?
In the summer of 2003, the Senior Manager for International Training
at Verizon Information Services asked her training managers in the
Latin American region (Costa Rica, Dominican Republic and Puerto
Rico), to join efforts in standardizing and improving the effectiveness
and efficiency of their Initial Sales Training (IST). A consistently well
trained sales force is the single most important factor in Verizon’s
success.
This initiative would result in a common training strategies and
resources. In addition, it would capture the best practices from all
three countries.
The solution consisted of a distant coaching process via telephone,
email and virtual work spaces. The group only met thee times in a two
year process. The results included the following:
Successful implementation of a new IST training program in all thee
countries (including consistent learning strategies, supporting
learning materials, practices and assessments).
Documentation and cross-fertilization of best business and training
practices between Business Units.
Formalization of a strategic partnership among training managers.
at Verizon Information Services asked her training managers in the
Latin American region (Costa Rica, Dominican Republic and Puerto
Rico), to join efforts in standardizing and improving the effectiveness
and efficiency of their Initial Sales Training (IST). A consistently well
trained sales force is the single most important factor in Verizon’s
success.
This initiative would result in a common training strategies and
resources. In addition, it would capture the best practices from all
three countries.
The solution consisted of a distant coaching process via telephone,
email and virtual work spaces. The group only met thee times in a two
year process. The results included the following:
Successful implementation of a new IST training program in all thee
countries (including consistent learning strategies, supporting
learning materials, practices and assessments).
Documentation and cross-fertilization of best business and training
practices between Business Units.
Formalization of a strategic partnership among training managers.
| Case example |
The real reason for the success of our project in Latin
America was your ability to pull all together, to keep the
trainers going and your knowledge and skills in developing
curriculum. Thank you for all that you did for us.
Sharon Leynes, PhD
Sr. Manager for International Training
Verizon Information Services
America was your ability to pull all together, to keep the
trainers going and your knowledge and skills in developing
curriculum. Thank you for all that you did for us.
Sharon Leynes, PhD
Sr. Manager for International Training
Verizon Information Services
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