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Measuring ROI in Coaching for Sales Managers
Global Healthcare
This case was prepared to serve as a basis for discussion rather than as an illustration of either effective or ineffective administrative and management practices. Names, dates, places, and data may have been disguised at the request of the author or organization.
Abstract
This global healthcare company recognized a critical need to provide effective coaching to their sales teams to drive revenue and market share. Without any formal coaching model, the learning and development department was tasked with assessing current behavior and selecting and implementing a ...
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