Kalle Kettunen, CEO, M.Sc., MBA
Case:
Telko Executive Program. The 25 or so participants represented top management and people with sales management responsibilities. Telko is a leading distributor of chemicals- and plastics raw materials and lubricants in the Nordic countries, in Russia and CIS countries and Eastern Europe. Objectives of the program included developing the participants’ competences in areas of leadership, strategy and finance, and promoting a new sales spirit and profound customer understanding.
One of the aims of the program was to make people see that things can be done differently."
“Telko is going through a continuous shift: new operating methods are adopted and the company size is changing. We’ve grown nicely over the last 6-7 years and are constantly looking for more efficient methods that suit a bigger firm. We have operations in 15 countries. One of the aims of the program was to make people see that things can be done differently: improve communication, concentrate procurement and sourcing, and generally operate with the bigger picture in mind.”
“The Telko Executive Program had four modules. Everyone received a certificate at the end of the final module, and one of the participants expressed gratitude for the investment in staff, promising it would pay off in spades. I, too, believe that the main goal of the program was achieved in that sense. People became open to new things. The program offers new, concrete leadership tools through different cases, but above all it nudges ideas into a new direction.”
“Employees valued the investment into their competence. Training contributes to personnel also valuing and committing to the company. The best combination in sales is when you have a technical understanding of the industry coupled with a sales and marketing-oriented attitude. The program provided a more profound understanding of what business is and the possibility of doing things differently.”
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