BETTER, FASTER, CHEAPER, MORE!

The article evaluates the sales training at International Business Machines Corp. (IBM). In 2008 IBM's sales learning team was given the assignment of redesigning the Global Sales School (GSS), which is the foundational sales training program for the 3,000 annual sales hires at the company. It was to be redesigned to be more efficient and to increase the production of revenue by the new employees. Also discussed is the need by IBM to have a new program that increased sales employees' quota attainment and was cost-efficient.