Minister for Enterprise Trade and Employment, Micheál Martin T.D

Today Minister for Enterprise Trade and Employment, Micheál Martin T.D launched Enterprise Ireland’s International Selling Programme for 2008. The programme, delivered by Dublin Institute of Technology (DIT) on behalf of Enterprise Ireland will commence in February 2008, with one programme running in Dublin and a second programme to be held in a regional location*. The International Selling Programme is targeted at CEOs, Sales Directors and Business Development Executives in growth-oriented Irish companies.

Making the announcement the Minister said: “Growing export sales at national level and building export capability at company level are key priorities for Enterprise Ireland. In 2006, Enterprise Ireland client companies achieved a record €1.79bn in new export sales. It is essential that innovative Irish companies continue to drive export growth.  The International Selling Programme is a practical programme that greatly enhances the sales capabilities of export-focused companies by developing their international selling skills and strategies. I would strongly encourage ambitious Irish companies to participate” he added.

Commenting on the Programme, Liam O’ Donoghue, Head of Client Management Development at Enterprise Ireland said: “More Irish firms need to consider the vitally important areas of management and leadership if they wish to achieve sustained growth and achieve international scale. The International selling programme addresses these needs and helps Irish companies to maximise the potential in their sales cycle – from defining their product’s value proposition, to qualifying targets, to developing culturally appropriate negotiation strategies right through to closing sales, tracking performance and fine-tuning channel and customer relationship management.”  This programme, combined with the support of Enterprise Ireland’s network of 32 overseas offices, provides the access and skills Irish companies need to increase their sales in international markets” he added.

Now in its third year, companies who have participated in the programme have found the programme extremely beneficial and many report that it has directly contributed to increased international sales. Commenting on the impact the International Selling Programme had on his company’s sales, James Kavanagh, Sales Manager, Novum said:  “As a direct result of the International Selling Programme, I can identify €800k in new business for Year 1 and forecast another €1million for Year 2.  The programme brought about a dramatic shift in our sales psyche”.

Claire McBride, Director of the International Selling Programme, Dublin Institute of Technology (DIT) said: “DIT is delighted to be delivering this programme once again on behalf of Enterprise Ireland. The high-quality content has been specifically designed to assist Irish companies to develop ‘gold standard’ export sales strategies. Companies that have been involved previously have benefited significantly from their involvement and we look forward to working with this year’s participants.”

The next programme, comprising nine modules, runs from February 2008 to November 2008. Applications are currently being accepted.

* The regional location will be selected to best suit the needs of the programme participants and hence will be determined by their location. The 2007 regional programme was held in Cork.

The International Selling Programme is Enterprise Ireland’s export sales development programme targeted exclusively at generating and sustaining export sales. It is aimed at achieving results and impact both at the level of the company and the participating individual.

The programme is highly practical, with participants quickly able to apply the tools and learning they acquire on the programme. The response of the participants to what they learned and experienced has been enthusiastic with all reporting changed behaviour, improved practices, more structured approaches and increased sales attributed to the programme.