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DHL Global Forwarding, Bonn, Germany

How to EnterCompany: DHL Global Forwarding, Bonn, Germany
Company Description: DGF is Global market leader in airfreight and among top two leading ocean freight services and specialist in industrial projects and end to end transport management solutions; More than 850 branches in Global Forwarding’s Strong customer base
Nomination Category: Sales Awards Individual Categories
Nomination Sub Category: Sales Training or Education Leader of the Year

Nomination Title: Cigdem Wondergem, Global Head of Sales Training

Tell the story about what this nominee achieved since the beginning of July 2012 (up to 525 words). Focus on specific accomplishments, and relate these accomplishments to past performance or industry norms. Be sure to mention obstacles overcome, innovations or discoveries made, and outcomes:

Development and implementation of Certified International Specialists – Sales (entire curriculum for different sales roles) for the 8000 sales people in different sales roles in 13 language versions in DHL Express worldwide. The program includes mixed activities from self-pace learning up to class room sessions. A virtual team of 105 internal sales trainers are managed by the nominee.

Quest for Sales Excellence is developed and executed for 3000 sales people in different roles 8 language versions in DHL Global Forwarding. 39 Internal Facilitators are managed partly as Direct Reports and partly as virtual team members.

The mission is:

  • Create an industry leading High Performing Sales Force that delivers world class performance
  • Recognition that the application of learning is a major source of competitive advantage
  • Invest into a top quality sales development curriculum to develop existing sales force and onboarding
  • Encourage a culture of Coaching and reinforcement
  • Invest into the skills and capabilities of our sales trainers to become Performance Advisors
  • Ongoing Global Certification Process for our sales force

Both programs include also the Sales Management curriculums focusing on Leading, Coaching and Managing.

The DiSC Behavioral Profiling Concept and TGROW Coaching Concept are introduced to the sales force.

Sales Management, Frontline Sales Team members in the Countries but also the Global & Regional Sales Team Members and also Regional CEO’s, Country Managers and DHL Global Forwarding CEO completes their learning and development activities.

It’s not only covering training content integrating knowledge, processes and skills but also supported by Sales management reviews and involvement.

Learning activities are managed by Internal Sales Facilitator’s who are trained via an Internal Accreditation Process. To support the facilitators a Global Facilitators Platform is developed where they manage all the training activities in an automated way.

Measurement and Monitoring is based on Kirkpatrick’s Learning Evaluation Model.

During the development and execution phases the nominee worked in a cross functional team at Global, Regional and Country levels internally and managed eight Global Partner companies externally. A network of those Global Partner companies is built as one team working on the success of the programs.

In order to achieve the global consistency for the curriculum interviews are conducted, different workshops have taken place with Senior Management team members.

Requirements on budget savings are also made if required without impacting the final planned results.

The response from the field- participants who completed the different learning activities- is great. For QSE 3.7 out of 4 being the best- with 83% response rate.

The feedback from the participants is captured anonymously via the online evaluations in order to enhance the learning content continuously.

Learning does not stop by attending the sessions but continues with reinforcement activities.

Communications activities like newsletter, online magazines, video and email messages and internal competitions will continue.

 

Provide a brief (up to 125 words) biography about the nominee:

Cigdem Wondergem

I am born in Istanbul. After graduating from the Sankt George College in Istanbul, I went to Austria for university. I did my MBA on International Management at UBI in Brussels.

During my studying in Austria I worked actively in the international student organization AIESEC as Local Committee President of Innsbruck and National Committee President of Austria.

Since 15 years I am working in DP DHL Group in different business units and roles within Marketing and Sales at Regional and Global teams.

I am married and have a son with 10 years and a daughter with 6 years. We speak 4 languages within our family.

My life motto is ‘Dream, act and enjoy!’. I love to work in multinational environment with colleagues from different cultures.