Personnel Development, Tab - The information management business had tremendous difficulties retaining sales personnel due to long ramp-up times from the vast amount of knowledge required to add value for end users. Our team of three regional information management systems managers was tasked with redeveloping a needs analysis process that would engage customers faster and more deeply, create a clearer path to identifying measurable customer wins, and establish a lifecycle outline to guide tactical priorities. The program was successful, achieved statistically significant performance gains, and shaped personnel development materials going forward.