Phillips, T. (2011) Creating a coaching culture across a global sales force. Strategic HR Review: 5-10.
1. In general, how difficult do you think it is to change managerial behavior around the world for a multinational corporation such as Microsoft? Do you think it is as easy as the article makes it out to be, or do you think it is more challenging? Explain your reasoning.
2. What do you think the biggest single obstacle or roadblock was to Microsoft’s implementation of their coaching training program? For example, do you think they might have faced a lot of resistance from managers in their overseas divisions?
3. Do you think this program should be implemented worldwide for other types of managers besides just sales managers at Microsoft? If so, explain what types of managers might benefit the most and why. If not, explain your reasoning.
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