Eneco Energie
The question to Kenneth Smit
Eneco Energie is one of the three biggest gas and electricity suppliers in The Netherlands. Because of the privatization, commercial challenges occurred to which a traditional power company cannot respond just like that. The Sales Corporate Account Manager asked Kenneth Smit to ensure an alert and highly-trained sales staff, that could measure up to the best commercial sales organisation in its sector.
Our approach
Kenneth Smit quickly determined that the commercial staff were greatly afraid for their own position. Competition in the energy sector is murderous and Eneco indicated that they were not willing to lose reliable forces without reason. This meant that a change of attitude had to be quickly implemented: a discipline in which Kenneth Smit has earned its reputation. It was made clear to employees which position Eneco occupied and what kind of a responsible task the sales force has. Pride and motivation arose to go through the difficult transitional process. Skills were acquired in the training that made scoring easier in practice. The sales force were taught to recognize the sensitivities of the customer.
