Sandra is Global Sales Training Competency Center Manager, Singapore.

How long have you worked here?
I’ve worked here since May 2005.

Please describe the main tasks of your job.
I develop and update the global sales training for DHL. This training addresses sales skills and the various products we sell. They are developed with the input of all regions, according to the needs and gaps we want to address. By working globally we are able to minimize costs while maximizing output. Other advantages are: We talk the same language when it comes to the sales skills that we teach our Sales Force. The overall target is to support all regions in raising the sales skills and product knowledge of their Sales Force.

Please give a short description of your career so far!
I have been working in sales for 6 years, more precisely in key account management in the IT area. I had different positions covering selling to resellers and direct customers. Then I moved into the STAR project, "STAR Sales Germany", mainly focused on the cross selling project "Corporate KAM" and worked there for almost three years. During that time I acquired the project management skills I need for my current position. There I also received project management and presentation skills training.

What training/studies have been necessary to qualify for your job?
I was chosen for my current job because I have a sales background plus the project management skills which are needed in this job. I did not have any training experience which I am learning a lot on-the-job now. I gather more and more knowledge working with experienced training developers. I learn about how and where to use certain methodologies and how training needs to be designed in general in order to ensure that learning takes place.

Describe a typical working day!
A typical working day is difficult to describe. Therefore, I will describe the course of a typical Design Workshop, because these workshops are very important for my work.
A Design Workshop is usually held on location in one of the regional headquarters (e.g. Fort Lauderdale or Brussels). The participants are managers responsible for sales training in their region, business experts, and sometimes DHL trainers. I conduct the workshop. We usually spend at least half a day on brainstorming: What are the gaps we want to address with this pack? What are the skills then that we need to teach? What is our target group? The second half of the day is "pull it back together" time: Final decision on topics and skills to cover are made, ideas on methodologies, modules and the storyline of the training are defined.

Who are the people that you meet while doing your job?
I often meet with managers responsible for the sales training of their region - these are my customers and they tell me what they need. I also meet internal sales trainers and sales managers. They are our business experts. These meetings are very important, because they can tell us what gaps we need to address.

What do you like most about your job?
What I like most is conducting workshops with such a variety of different nationalities, cultures and ways of thinking and doing things.

Are there parts that you don't like?
I do not like telephone conferences late in the evening. Usually, I cannot sleep very well afterwards because my mind just keeps racing! And I do not like jetlag either - however, I think I'm now used to it a little bit.

What is the most important thing to watch in your job?
Steering Committee meetings are very important - they provide me with the direction for my work. The regions take turn in terms of location, to be most fair for everybody's travel and sleep budget.