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Chief Learning Officer Magazine has awarded its 2009 Business Impact Gold Award to CA Technologies for its implementation of BayGroup International Situational Sales Negotiation™ methodology.

According to the article, which appears in the December 2009 edition: "As a result of its employee development initiative to enhance negotiation skills, CA Technologies has brought in some $42 million in top-line revenue. And that's only from April 2008 through March 2009 - last fiscal year's deployment."

The CLO Magazine article highlights the leadership of Dan Braunm, vice president of global learning at CATechnologies in implementing CA Inc's award-winning sales negotiation initiative. The Business Impact Gold Award is awarded annually to learning executives who have demonstrated measurable business impact of their workforce development programs in the past year.

Braunm attributes the success of the CA Technologies initiative to the fact that the Situational Sales Negotiation™ program "was executed a little differently than negotiation skills had been delivered in the past. [In the past], we had used lots of vendors and courses that talked about winning negotiations as you get to the table. We didn't sit down with executives and talk to them about business objectives in terms of expanding the deal." His mission, according to the article, "was to get people to think differently about that to promote give and take, and to always consider how to expand the size of each deal being made without giving away unnecessary concessions."

The article also describes how the initiative went beyond workshop training, and included a "series of post-workshop follow-up activities for managers as well as sales professionals, including coaching to ensure the new skills and behaviors remain active throughout the life cycle of a sale. There is also post-measurement to examine deals made and how they might be improved, along with how negotiation contributed to their success."

Based on its success to date, CA Technologies plans to deploy of its sales negotiation initiative in the next year to four times as many sales professionals as it had originally planned.

Click here to read the full article in CLO Magazine.

Learn more about the Situational Sales Negotiation™ here.

A more in-depth profile of this initiative can be found here.

For more information from BayGroup International, click here.

December 10, 2009