10 considerations when developing capability in emerging markets

Visual – Training material needs to be visual, making use of story boards, visual management tools (e.g. visual sales process at distributor).

Country specific skills –The training objectives needs to realistic and relevant to the respective countries.

Basics – Focus on the basic skills.

Objectives – Agree on “Must Know” and “Could Know” content.

Training material – The material needs to be portable  (for market use). Make use of real-life examples and case studies.

Think outside of the classroom – It is likely that the bulk of the training will happen in the market.  Consider a toolkit that can be used in the market.

Technology needs – When thinking outside of the classroom, technology might be lacking (e.g. market or distributor location). However, mobile technology has made major inroads in emerging markets ( e.g. Africa).  Also consider m-learning (mobile learning) solutions.

Delivery methods – The delivery methods need to be fun and interactive, including activities and games. Take into consideration country related issues.

Phased approach – Consider the current capability of the trainees. Determine the required levels and create development phases. Always focus on the basics first.

Standardization – Standardize training to ensure training can be scaled.

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