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Wednesday, 11 July 2007
As new figures reveal that only 25 per cent of Irish sales professionals have a relevant third-level qualification, three leading Irish business institutions are warning professionals to "get serious about sales". They have launched a collaborative effort to improve the knowledge base of Irish sales personnel.

The UCD Michael Smurfit Graduate Business School, FÁS and the Sales Institute of Ireland have joined forces to provide the first Advanced Management Diploma in Sales Management. The course is aimed at all managers currently responsible for leading the sales function of their organisation, owner-managers who wish to gain a greater understanding of the revenue generating aspects of their business, and all sales professionals (with at least five years experience) who wish to advance to a sales management role within their organisation.

According to Paul Haran, Chairman of UCD Michael Smurfit Business School, "The opening up of new markets in Europe and Asia represent real opportunities to Irish SMEs but if they are to compete internationally their sales forces need to be armed with the management skills to be competitive in a range of diverse markets." Mr Haran also quoted business legend Sir Alan Sugar, adding that "without sales you haven't got a business."

The programme is supported by FÁS, whose Director General Rody Molloy said at the launch last Tuesday that the Government is backing the development of sales by committing 70 per cent of the funding for the programme.

Chair of the Sales Institute of Ireland Barbara McGrath added that the she believes "skilling executives for sales roles is one of the greatest challenges to ensure continued economic growth".

The statistics, from a Forfás report, entitled 'Innovate, Market, Sell' also reveal that up to 41 per cent of small to medium enterprises (SMEs) in Ireland fail within the first five years, often because owners cannot find good sales managers.


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