Global training projects causing you sleepless nights?
Published November 2007
If you are responsible for commissioning and managing global training project implementations, see how many of these you recognise...
Shout loud enough in English and they're bound to understand you!
Inexorably, English is fast becoming the language of international business. However, being able to use a shared language to handle internal company communications doesn't necessarily equip your people to use it to master complex new skills, delivered to them on central training programmes. After all, for many it is their second, or third, language.
Even worse, having learnt those skills in their second language, they then have to adapt them to their local culture and deploy them in their native tongue. Too many organisations forget that, whilst they might conduct internal communications in English, their sales people will usually be operating in their own language with their customers.
These difficulties mean that the new skills and practices quickly wither locally and the central organisation falls back on a strategy of 'shouting louder' – repeating the messages over and over in English, in the hope that they will be finally understood and applied.
Nations divided by a common language
Just because people share and use a common national language doesn't mean that they share a common sales language. It's difficult enough when growth has been organic and shared corporate values and practices have evolved in parallel. But the problems multiply if acquisition or merger fuelled growth: different sales philosophies, no common sales methodology, differences in terminology and planning tools. All these erode the ability to compete with your well-established rivals – it's like fighting with one hand tied behind your back.
Barbarians at the gate
Just given these problems, it's not too surprising that organisations struggle to deliver effective commercial skills projects on a global basis. And that's before the 'wasn't invented here' syndrome kicks in. Working in second language with no allowance for local cultural differences stokes up resistance and adds to the feeling that an alien and inappropriate regime is being imposed.
How can we help?
At Huthwaite we recognised these problems over 30 years ago when we began implementing global training solutions for our clients. Since then we have worked constantly to develop our global delivery capability so that we can deliver in the local languages, with materials to match. What's more we have learned the key lessons of successful implementation:
- Identify and eliminate the potential barriers to success
- Develop materials and designs that match the local sales situation and culture
- Allow the local delivery team to fine-tune the programme to meet local needs, but ensure that it delivers the same corporate messages.
Our capability covers more than 33 countries including the whole of Europe from Scandinavia to Turkey and Russia, the USA, South Africa, Australia, Japan and China. So if you are seeking truly global sales training capability, why not contact us to discuss your needs and wave goodbye to those sleepless nights!
