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Name of Organization/Company: Enerjisa Enerji
Category: Sales Training

Entry Title: Enerjisa KOZA


The program started in 2019 with in-class development activities and supportive digital tools and continued online in 2020 due to the pandemic.

Enerjisa Enerji is Turkey's leading electricity company operating in two main business lines, power distribution and retail sales. With a team of over 10000 employees, Enerjisa operates in 14 provinces across three operational regions and serve 21,5 million users.

Enerjisa has 26% of all distribution network connections in Turkey and 9.9 million customers representing approximately 22% of the retail electricity market.

Continuous Learning Culture and Human Focus in EnerjiSA:

Being aware of the fact that competent and happy employees are its most important investment in mediating to reach future goals, Enerjisa positioned to invest human capital as one of the strategical priorities.

Enerjisa focuses on the best, the most efficient and collectively adopted HR procedures and practices that touch people with the vision of "being the continuously preferred employer in the industry and within Top 15 in all industries".

The Koza program was designed in 2019 with the following objectives:

- To spread the high-performance culture among sales representatives and the executives in sales function
- To grow the young talent pool within the sales function
- To increase the commitment of talented and high-potential employees to the institution
- To increase the performance of the sales function

KOZA Development Program is a performance support/potential development program designed for sales representatives/executives in Enerjisa Energy Retail companies.

KOZA program is a blended development program that lasts 1.5 years and consists of 3 modules, involves candidates determined by various measurement and evaluation tools among all sales representatives and officials.

During the selection stage of the first term participants of the KOZA program, evaluation tools such as:

-Criteria preselection,
-Manager recommendation
-Psychometric measurements
-Past performance ratings
-Evaluation center application was used and 40 employees to be included in the first KOZA group were selected from the sales team of 330 employees.

Within the scope of the KOZA program training and development process, the following training tools are included:

-In-class and online training
-Self-Study Development Resources
-Interactive Video Training

While the participants of the program invest in their own development through trainings, the program also provides mentoring support, enabling them to invest not only in their future potential but also in their current performance.

After completing the training phase of the program, participants are divided into project groups to work on business projects of strategic importance to the institution and they manage company projects under the sponsorship of corporate leaders. With these projects, the participants can be involved in issues such as the company's mission, vision, and priorities, and they also can develop a business perspective and way of doing business.

The projects of KOZA participants are presented to a board consisting of top managers. In this respect, the KOZA program differs from the usual performance and potential development programs, and at the same time creates an opportunity for project outputs that will contribute to the strategic priorities of the company.

The training, development, and project phases of KOZA development program completed in 2020 and the 2nd KOZA program is planned to start in 2021.

Although KOZA Development Program has only completed its first group, its noticeable effects within the sales function have been observed since its first year.

The KOZA program contributed to creating a performance culture not only with its participants, but also with the entire sales function as was the goal, and it was seen that it also contributed to the increase in the performance of other sales representatives and officials who want to be a participant in the future groups of KOZA, due to the attractiveness of the program and the effect it created.

After the KOZA program, 83% of the participants improved their performance; an increase in critical performance metrics was observed; It has been demonstrated by the comparative measurement results that the program provides benefits in many areas such as commitment, satisfaction, competence development and contribution to business results.

Employee performance increased by 9% in the entire sales function after the KOZA program, and the performance of KOZA participants became 4% higher than the control group that did not participate in the program.

Apx1-Document-KOZA Results& Accomplishments: https://vo-general.s3.amazonaws.com/a1ab4161-9c30-4e28-88fc-d6ad384e3fe2/d2eda59e-b5db-4b38-92d0-d295b5ea3b8e?AWSAccessKeyId=AKIAJ4PRWO26HAX3IOCA&Expires=1720468175&response-content-disposition=inline%3B%20filename%3D%22Apx1-Document-KOZA%20Results%20and%20Accomplishments.pdf%22&response-content-type=application%2Fpdf&Signature=ks%2Fp8NqjadvVa5E8AxzrfAcvgX8%3D

Apx2-Document- KOZA Program Details: https://vo-general.s3.amazonaws.com/a1ab4161-9c30-4e28-88fc-d6ad384e3fe2/b436c6ff-628a-4658-bae3-667ab05b0730?AWSAccessKeyId=AKIAJ4PRWO26HAX3IOCA&Expires=1720468175&response-content-disposition=inline%3B%20filename%3D%22Apx2-Document-KOZA%20Program%20Details.pdf%22&response-content-type=application%2Fpdf&Signature=D%2B5FEF16bH0oEhTX1tVUS8KFyjI%3D

Apx3-Video- Koza Program Participants' Reviews: https://vimeo.com/560764270/7ed43dfa19

Apx4 – Video - Koza Program Managers' Reviews: https://vimeo.com/560767690/3035edc7be