The International Selling Programme (ISP) helps Irish businesses boost performance in international markets by optimising sales strategy, sales management and skills.
Established in 2006, The International Selling Programme (ISP) has helped over 900 participants achieve significant sales growth. ISP helps Irish businesses boost performance in international markets by optimising sales strategy, sales management and skills. A key output is an International Sales Growth Plan, focusing on a specific target market and customised for the business. ISP is accredited by TU Dublin and by the end of the programme, participants earn an internationally recognised (Postgraduate or CPD) Diploma in International Selling (Level 9 or Level 7).
Ideal participant: CEO, Director, Senior Managers and Emerging Leaders with the ambition, drive and responsibilities to grow export revenues in their companies through sales excellence.
ISP is currently available online and will commence in September 2021 as a blended offer (face to face and online depending on Government guidelines).
It comprises eight two-day modules monthly over a nine month period. The final module consists of a one day session whereby participants present the detail contained within their International Growth Plan. It should outline in detail your situation assessment, strategy, objectives and tactics for growing sales in a nominated target market. The market may be new or existing for your company. The market may have a geographic or market vertical focus – whichever is more appropriate for your company. You will be provided with guidelines on the optimum structure in your participant guide.
Online Induction – August 2021
Module 01: Positioning to Growth
Module 02: Accelerate Sustained Growth & Performance Gains
Module 03: Presentation Frameworks/ Strategic Account Management
Module 04: Market Validation & Intelligence/ Team Implementation Series
Module 05: Digital Sales Enablement/ Lead Generation
Module 06: Routes to Market/ Finance
Module 07: Culture and Negotiation
Module 08: Meet the Buyer/ Personal Resilience
International Growth Plan Submission
Each participant will be supported by a suitably matched Business Advisor (BA). The BA will assist in identifying accelerators and inhibitors to growth in export sales, provide guidance on implementing programme learning back into the company and specifically advise on your International Growth Plan.
EDUCATIONAL EXECUTIVE SERIES
A series of sales modules delivered by Irish and International industry practitioners. Methodologies and toolkits are designed to support in-company implementation. Activities, discussion and debate encourage peer-to-peer learning. Each module ends with an assignment documenting actionable outcomes which help shape your International Growth Plan.
BUSINESS ADVISOR SERIES
Participants have 5 engagements (three one to one and two cohort group meetings) with a dedicated Business Advisor. The Business Advisor works with participants to support learning transfer to the company, advise on the development of the International Growth Plan and identify accelerators and inhibitors to growth.
TEAM IMPLEMENTATION SERIES
To further support learning transfer to the company, a nominated senior-level colleague participates in a half-day workshop and an additional two senior level colleagues attend two e-learning webinars. A suite of team implementation exercises, for in-company use, is provided via a dedicated e-learning platform.
Enterprise Ireland’s delivery partner, TU Dublin provides higher education, from apprenticeship to PhD. Its College of Business is a leading provider of executive education to Irish and International organisations. The College holds the prestigious AMBA accreditation, and is recognised by UN PRME and Eduniversal for responsible management education and excellence in business schools.
The programme is subsidised by Enterprise Ireland. After applying grant aid, the direct cost to companies for each participant is:
|ENTERPRISE SIZE||GRANT||COST TO COMPANY|
Fees include all educational, coaching elements and meals. Overnight accommodation costs are discretionary and at the participants expense.
* Companies must be eligible Enterprise Ireland clients to avail of funding support.
Who Should Apply
Companies from all sectors who are selling products and services in international markets. Ideally companies generating a minimum of €50k in export revenues.
CEO, Director and Senior Managers and Emerging Leaders with the ambition drive and responsibilities to grow export revenues in their companies through sales excellence.
T: 01 7272764
- 9 months
- €4,455, €5,940 or €7,425 – depending on company size
- CEO, Director, Senior Managers, Emerging Leaders
What past participants say about ISP
Edel McBarron, Commercial Manager, Origina
Adrian Foley, Global Head of Sales, Teamwork
Daniel Misturini, Sales Team Manager, Kastus Technologies