Our goal is to have a world-class sales culture

Enersense’s customers, such as transmission and distribution system operators, energy producers and telecommunications operators, provide services that are vital to the functioning of society.

At the same time, their operating environment is changing rapidly. The EU is setting increasingly ambitious emission reduction targets, infrastructure owners need to consider the physical protection of critical infrastructure, and data centres face mixed public perceptions. Attracting skilled professionals to the industry is another challenge. The environment in which our customers operate is undergoing significant change.

Customer understanding as a key competitive advantage

Our goal is to build the best sales organisation in our industry. Above all, this means being able to listen to our customers, understand their needs and find solutions that address them. To do this successfully, we must also have the courage to discuss challenges for which a ready-made solution may not yet exist.

The breadth of Enersense’s offering and our extensive hands-on experience across different customer environments provide an excellent foundation for solution selling. Going forward, I hope we will draw on this experience even more actively in our customer discussions.

To support this ambition, we launched Enersense’s internal Sales Academy training programme for employees working with customers.

It is an ambitious six-month programme in which participants take a deep dive into understanding customer needs, managing customer relationships, sales and solution development. Through the programme, we are strengthening our organisation’s ability to understand our customers’ businesses, anticipate their needs and build long-term partnerships. We are putting the customer at the heart of everything we do: helping our customers succeed must be our most important goal.

An enthusiastic response

I am pleased that throughout this year, we have invested extensively in developing our people. We have trained our managers, developed the way we lead day-to-day work and launched a year-long safety culture training programme. Now we are building world-class sales capabilities, which requires sustained, long-term effort.

I am confident that our investments in sales and customer expertise will pay off for both our customers and Enersense. Above all, Sales Academy is an investment in our people. The programme has attracted strong interest, and the first sessions have been met with great enthusiasm. It has been rewarding to see tangible results emerge so quickly.

When we combine our world-class technical expertise with a world-class sales culture, we can grow profitably, help our customers succeed and remain an attractive employer in the future.

Ville Miettinen is responsible for sales development at Enersense.