ABSTRACT
According to Ricki Silveria, a hiring manager for IBM sales and distribution, “GSS makes new sellers top sellers.” The training has dramatically improved quota attainment, with experienced new hires improving 26 percent over six quarters and novice new hires improving 70 percent over three quarters. This translates to an additional net profi t of $1 million and $1.8 million per seller, respectively. By their sixth quarter of selling, experienced new hires graduating from GSS are nearly twice as likely to achieve above average quota attainment as those who did not attend GSS. Similarly, novice new hires are three times more likely to achieve above-average quota attainment in their fi rst three quarters than those who do not go through the program. According to IBM retail store solution specialist Graeme Potts, GSS “focuses your thoughts and actions on tasks that achieve real results.”
