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5 Key Elements for a Global Sales Training Process

1. There has to be a consistent sales process.

2. Identify skills and activities.

3. Develop training for skills and activities.

4. Create a realistically timed agenda.

5. Sales managers are the most important group to train.

Parent companies must remember these five key elements when rolling out a global sales training initiative:

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The Sales Experience for Customers

• Global companies need to implement a sales training program that brings the same skills, methodology, and process.

• Training may need to be done in a common training environment.

• The sales process remains the same between countries.

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Aligning Key Stakeholders

If the training process comes solely from one place, the rest of the company will say, “That

won’t work in our country.”

The people in all of the countries that a company is located should be considered stakeholders.

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The Role of the Sales Team

Companies should provide the best customer experience.

Companies should demonstrate consistent control of quality around the world.

The sales team must uphold and maintain the global brand and

presence.

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