Training given to 250 UK sales representatives of the global pharmaceutical company Eli Lilly and Co. helped to make the launch of the firm’s male anti‐impotence drug Cialis the most successful in the firm’s 128‐year history. The training won a UK National Training Award. It also earned...

An e‐recruitment program is helping Xerox Europe to find the right people for its Xerox Concessionaire sales network, created almost 20 years ago to extend the document company’s market coverage across the continent. Now established at the major Xerox sales channel, accounting for over 50...

Purpose – Examines the experience of the HR department at Schering Health Care in the UK in rolling out new software to help business managers to track sales activities. Considers the training activities associated with the software. Design/methodology/approach – Highlights the challenges...

Purpose – Describes how carefully targeted training improved the productivity of a UK insurance company's sales team and increased the number of calls it handled by 56 percent. Design/methodology/approach – Explains how the use of external consultants helped Moorhouse Group Ltd to identify,...

Purpose – Details how the O2 sales academy has helped to improve the skills of the UK mobile‐telecommunications company's sales force. Design/methodology/approach – Explains the reasons for the setting up the academy, the form it takes and the results it has achieved. Findings –...

Purpose – Describes an award‐winning training program that has transformed the sales culture at Aurum, Britain's biggest luxury jeweler. Design/methodology/approach – Explains the reasons for the program, the form it has taken and the results it has achieved. Findings – Reveals that,...

Purpose – The purpose of this paper is to describe how rapid e‐learning helped imaging‐products manufacturer Canon to train more than 500 sales staff, from various countries, in the key messages and approach they would need to operate successfully at the world's biggest media and print...

Purpose – The purpose of this paper is to describe how Swisslog Healthcare Solutions, which provides automated logistics solutions for hospitals and other health‐care organizations, has taught its sales force to talk about the operational benefits of its systems to individual hospitals or...

Purpose – Describes how a home-improvement company that seeks to “rewrite the rule book in its sector” has opened a dedicated training center whose design replicates customers’ homes where most of its sales take place. Design/methodology/approach – Explains the reasons for the Everest...