'BT aims to go off on the right TACK' The Sunday Times appointment section - 23 January 2005 Roger Eglin’s article on BT Global Services profiles how BT has worked with TACK to launch an academy to train their business mangers to build better relationships with their global customers.
Rob Brady, learning and development manager for BT Global Services describes how the programme of training and mentoring has been successful in helping their senior sales executives develop solutions and build more valuable customter relationships. TACK comments on the soft skills and mindset needed to operate in this more consultative role and what is needed to continue to motivate and develop competent senior salespeople.
Relevant to those managing senior account managers and global accounts, especially where the team is made up of experienced and more mature salespeople and there is a need to respond to changes in the business.
