Global Excellence for Sales Professionals

INTRODUCTION

As international business continues to expand, there is an increasing demand for proficient sales professionals who can navigate the challenges of global sales while effectively leading international teams. The sales team, often the face of a company in the global market, wields significant influence on the international presence of an organisation. Thus, achieving success in diverse countries becomes paramount.

This training course is meticulously crafted for sales experts seeking to explore the latest trends in global sales. It aims to enhance consultative sales skills, facilitate better cross-cultural communications, hone leadership capabilities essential for guiding international teams, and provide a comprehensive toolkit of practical and highly effective leadership strategies to boost overall efficiency. After this intensive 5-day training, participants will depart with a tailored action plan and the requisite tools to lead a world-class sales team.

Participants attending this training course will cultivate the following competencies:

1. Develop an understanding of prevailing trends in global sales to remain competitive.

2. Comprehend the evolving roles of sales professionals.

3. Enhance proficiency in partnership sales skills.

4. Harness the distinctive aspects of cross-cultural communication and negotiations.

5. Manage and motivate international teams more effectively.

6. Elevate their organizational contributions through highly effective leadership.

TRAINING OBJECTIVES

Participants in this training course will:

1. Gain insights into global market demands and evolving sales dynamics.

2. Recognize the significance of social selling and building business acumen in a global context.

3. Acquire strategies for consultative selling in the modern world.

4. Perfect their questioning and listening techniques.

5. Understand the importance of a positive attitude in relationship building.

6. Enhance cross-cultural competencies.

7. Master the art of global negotiation.

8. Grasp the fundamental principles of leading, developing, and motivating international teams.

9. Evaluate the cultural impact on the selection process.

10. Enhance managerial and organizational skills in a changing global landscape.

WHO SHOULD ATTEND?

This training course is designed for:

1. Sales Professionals

2. Business Development Team Members

3. Key Account Managers

4. Team Leaders and Sales Executives

5. Anyone engaged in global sales or seeking to enhance their sales prowess.

TRAINING APPROACH

This training course seamlessly blends theory and industry best practices through presentations. Practical sessions accompany each module, incorporating exercises that allow participants to apply newfound knowledge and skills. The training employs a variety of techniques, including small and large group exercises, videos, case studies, peer discussions, brainstorming, role-playing, and interactive discussions. Participants are encouraged to leverage their existing expertise and experiences while applying new skills to their unique work environments.

TRAINING OUTLINE

Day 1: Global Market Trends and Key Sales Transformations

• Global sales trends

• Evolving roles of sales professionals in the global context

• Shifting buyer behavior

• The rise of social selling

• Developing business acumen for sales professionals

• Cultivating a positive attitude for relationship-building

• Transitioning from transactional to consultative and relationship-based selling

Day 2: Mastering the Consultative Sales Approach

• Building a robust sales pipeline

• Upselling and cross-selling strategies

• Identifying prospect needs

• Enhanced listening and questioning skills for sales success

• The art of storytelling in sales

• Adding value to sales propositions

• Strategies for successful full-price sales

• Principles of global negotiation

Day 3: Cross-Cultural Communication and Effective Negotiation

• Developing cross-cultural competency

• Acculturation and assimilation in international business

• International business customs and etiquette

• Overcoming language and cultural barriers

• Establishing mutual expectations

• Secrets to diplomatic communication

Day 4: Leadership of International Teams

• Recruiting the right talent for international teams

• Cultural considerations in the selection process

• Conducting effective appraisals and evaluations

• Employee retention strategies

• Sales coaching for team development

• Fostering big-picture thinking

• Motivating and setting sales targets for international teams

Day 5: Managerial Excellence in the Global Business Landscape

• Managing multiple relationships effectively

• Stress management techniques

• Time management strategies

• Organising workdays while accommodating different time zones

• Self-actualisation for personal and professional growth

• Action planning for continuous improvement

Certificate of Completion: Upon successful completion of the course, participants will receive a Certificate of Completion from Al-Majd Pathways Centre (APC).