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Empowered: Unleash Your Employees, Energize Your Customers, and Transform Your Business by Ted Schadler, Josh Bernoff

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2. employee HEROes and their projects

Rob Sharpe is a do-it-yourself kind of guy. He likes to build stuff; he remodeled his own kitchen and built a deck on his house. So it’s no surprise that he’s a loyal fifteen-year veteran employee of Black & Decker,1 a company that makes power tools. And it’s no surprise that when it came time to improve the way Black & Decker trains its sales staff, Rob Sharpe figured out a perfect do-it-yourselfer’s solution.

Rob is head of sales training, which is a big deal at Black & Decker. The company has hundreds of complex products, which have to be explained and sold to retailers as huge as Home Depot and as small as your local mom-and-pop hardware store, so they in turn can serve up the information to consumers. ...

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