Sogeti
The question to Kenneth Smit
With the introduction of Sogeti in The Netherlands, different cultures had to be brought together. The mutual co-operation between the subsidiary companies and a clear sales-aimed policy had to become the factors for success. In a period in which the ICT sector was going through golden years, the often heard statement in the market was: “The one who has the people, owns the market”. As a result, the question asked by the Commercial Director was: “Help us to make our commercial training programme more professional”.
Our approach
After an elaborate inventory, it was decided to invest in a fully-trimmed Sales course for account (relation) managers. A pilot was started within the Software Control division. A group of 90 volunteers received a trial training. Subsequently, the entire commercial apparatus followed the Sales Training. To strengthen the top of the organisation, the entire management from all subsidiary companies and divisions also followed the same programme.
