Training at RICOH

About the task.

Experience has shown that the integration of IT is taking on an increasingly important role in purchasing processes. In order to best align the interaction between sales and IT, P-SPE worked closely with managers in the training and sales departments to develop a special training program.

Central objectives:

• Make the tasks and organization structures in the IT department transparent for all participants
• Communicate the requirements, motives, and jargon of responsible IT personnel in an understandable way
• Jointly recognize and utilize criteria for success in the sales process

Our solution:

In order to utilize the expertise and competence from both the IT and sales departments, while also fully benefiting from all synergy effects, a tandem-training program was designed – with Dr. Ralf-Peter Nordbeck,
a professional sales trainer with extensive knowledge of the industry,
and Jean-Pierre Lhomme, who has made a name for himself through three decades as an expert in IT.

Record of success:

After facilitated workshops and a pilot training course, the results achieved were intensively and seriously discussed with all participants, and were modified in detail. On this reliable basis, an efficient training course was created for the entire direct-sales department of RICOH in Germany, which effectively achieved the defined objectives.