DAI seeks a Sales Training Specialist to build the capacity of Myanmar SMEs understand the key skills needed to improve their sales technique. This will be achieved through the development and delivery of a practical sales training guide and training. The guide and training will follow the seven-step selling process technique:
1. Prospecting and qualifying,
2. Preparation,
3. Approach,
4. Presentation,
5. Overcoming objections,
6. Closing the sale,
7. Follow up and getting referrals.
It is intended that after the capacity building, each participant can demonstrate a refined, well executed sales pitch.
Roles and Responsibilities:
The consultant will work within a team of approximately 28 professionals, and in collaboration with the Senior Private Sector Manager will lead the delivery of the following tasks:
Task 1 – Develop best practice improving sales skills guide
The consultant will develop a best practice, comprehensive sales skills training guide using the seven-step selling technique 1) Prospecting and qualifying, 2) Preparation, 3) Approach, 4) Presentation, 5) Overcoming objections, 6) Closing the sale, 7) Follow up. The guide is to be practical and user friendly, targeted towards SME staff that are seeking to improve their seller skills, knowledge and attributes to drive seller behavior change and maximize sales success. The guide would be a standalone document. The guide should be highly readable with the use of sufficient white spaces, bullets, information graphics, simplified language, tools and case studies.
Deliverables - The consultant will produce the following deliverables:
• Sample best practice improving sales skills guides and training
• Preliminary guide content outline
A guide draft and subsequent final draft with annexes in word format (English), using a prescribed template. The guide will be translated into Burmese at the Activity expense.
Task 2 – Develop best practice training course
The consultant will develop a course syllabus and PowerPoint deck based on the guide in Task 1. The syllabus will be used as the foundation for the delivery of a webinar, lasting five hours in duration, split into two sessions. The course will allow ample time for questions and answers, and practical exercises and mini case studies for illustrative purposes.
Deliverables - The consultant will produce the following deliverables:
• A detailed course syllabus in a format provided by the Activity, but which would include but not be limited to the course objectives, target audience, learnings outcomes, learning modalities, topics and subtopics, time allocation for each topic and subtopic, practical exercises and any mini case studies. The course topics and subtopics should be aligned with improving sale skills guide (task 1). The syllabus needs to ensure sufficient practical exercises to ensure that at the end of the training the participant has a refined and well executed sales pitch.
• A course PowerPoint deck using the prescribed template. The power point deck should make use of illustrations, diagrams, text boxes, minimal text, test questions, and case studies where appropriate. The PowerPoint desk will be uploaded into the Activity selected Learning Management System (LMS). The PowerPoint deck will be translated into Burmese at the Activity expense. The E-Learning Best Practice report will serve as a guide for constructing the syllabus and training course. Need to include instruction notes that can be used for task 3.
Call for CV, Sales Training Specialist, USAID Responsible Investment and Trade Activity Page 3 of 4
A draft email to send to potential participants briefing describing the points in the syllabus, as well as the clear value proposition for the participants and their companies. The email will be translated into Burmese at the Activity expense.
Task 3 – Provide training to a Local consultant
The consultant will train a local consultant on the in-depth intricacies of the guide as well as its corresponding PowerPoint deck at a level where the local consultant can effectively deliver in Burmese a five-hour webinar (split into two sessions) to individuals and SMEs. The Activity would organize and manage the webinar.
Deliverables – The consultant will deliver the following deliverables:
• Completion of the above training in a high-quality manner to a local consultant
• Be present during all webinars
• A de-brief with the local consultant after the webinar
A summary report of the training, including a list of participants, participants’ feedback and recommendation on how to improve the training in any subsequent delivery. To be done in collaboration with local consultant.
Task 4 – Ongoing support to local consultant
The consultant will provide ongoing support to the local consultant on an as needs basis. The ongoing support will enable the local consultant to preserve the knowledge and skills learnt and maintain the high level of proficiency to deliver follow-up training as needed.
Deliverables – The consultant will deliver the following deliverables:
• Remain available to be contacted via phone or email for Q&A regarding the trade participation guide over the course of one year.
• Arrange at least one follow-up refresher training to the local consultant
The USAID Burma Responsible Investment and Trade Activity (the Activity) is a five-year (July 2020 – June 2025) USD 18.7 million activity that will help promote civilian ownership of the Myanmar economy by increasing the share held by responsible, accountable, and transparent private sector firms. The Activity will support private sector firms operating in or entering the market in Myanmar to improve corporate governance, business transparency, and competitiveness, as well as to help Myanmar’s private sector overcome challenges such as COVID-19. It will also promote inclusive economic growth and economic integration, responsible investment, and trade for the benefit of Myanmar citizens in non-urban areas and empower women to participate in the economy more fully.
The Activity contributes to USAID Burma’s Development Objective 2 “Inclusive economic growth strengthened” and Intermediate Result 2.2 “Responsible and transparent private sector expanded.” The Activity also contributes to USAID’s Private Sector Engagement Strategy, Indo-Pacific Strategy, and Integrated Country Strategy.
The Activity’s approach to strengthening the private sector is guided by four objectives:
• Increase fair and responsible investment and trade in goods and services between Myanmar, the United States, and other partner countries.
• Improve domestic corporate governance, business transparency, and competitiveness of firms.
• Promote economic integration, investment, and trade for the benefit of Myanmar citizens in non-urban areas.
• Empower women to participate more fully in the economy, particularly in the promotion of responsible investment, and trade in goods and services.
