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Measuring ROI in Sales Training: A Game-Based Program
Future-Tel Company
Claude MacDonald, CRP and Louis Larochelle, CRP
Abstract
Future-Tel, a national telecom company in Canada, invited TalentPlus, a professional services firm specializing in business development, to develop and deploy a unique simulation-based learning program. The one-day training activity, called The Solution Challenge, was aimed at enhancing the way Future-Tel’s 560 sales professionals go about selling solutions to their clients. Specifically, the training program had to enhance three key competencies: 1) the ability to create value through skilled questioning, 2) the ...
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