Sales isn't a trick. It's a profession. And anyone who takes it seriously knows that development never stops. Just like in elite sports, you only stay relevant if you keep training. In the latest episode of The Best Sales Podcast, Cesar speaks with Mike Schilperoort, CEO and owner of Kenneth Smit since October. The conversation covers personal development, entrepreneurship, and the future of training in a rapidly changing market.
Mike Schilperoort has been active in the training landscape for years. After his role at Lindenhaeghe, he was given the opportunity to acquire all shares of Kenneth Smit in 2024. Not as a long-distance investor, but rather to be operationally involved again. What appealed to him was not only the brand's strong reputation, but especially the content. While many training programs focus on knowledge transfer, Kenneth Smit focuses on behavioral change and personal growth. According to Mike, the most satisfying moment after a training program is when someone feels they've taken a step that wouldn't have been possible without it.
Kenneth Smit is a franchise organization with approximately 55 trainers. They are not salaried employees, but entrepreneurs with their own practices. This entrepreneurial mindset creates a different dynamic. Trainers are responsible for their own results, but are also part of a close-knit group where knowledge, experience, and feedback are actively shared. While there will be room for new trainers in the coming years, growth is explicitly not a goal in itself. A conscious decision has been made to limit the number of new trainers each year to ensure quality and guidance.
According to Mike, personal development is only becoming more important. Technology and AI are taking over more and more tasks, but communication, leadership, and human contact are becoming more valuable. Many organizations have experimented with automated customer contact and are now discovering that customers still crave real conversations. This requires people who know themselves, are willing to accept feedback, and continue to develop their skills.
Although Kenneth Smit is now active in several domains, sales remains the core. Most of the programs still have a direct relationship to sales. Not because it's simple, but precisely because it's complex. Sales often forms the starting point for further development within organizations. Those who demonstrate results there progress towards management and leadership. This trajectory has been visible more than 400.000 times in 38 years.
Sales and training through a practical approach
A key feature of the training is the practical approach. Theory is directly linked to practice, often with a camera, so participants can see themselves and receive feedback on their behavior. This requires courage and makes the training intense, but it's precisely because of this that real development occurs. People leave the training with more energy and self-awareness than when they arrived.
Trainers also continue to develop continuously. At Kenneth Smit, every trainer invests a significant number of days each year in their own personal growth. This applies not only to the content, but also to training skills and personal effectiveness. Feedback is an integral part of the culture. It's constructive, but not optional. This creates a close-knit group and a high standard of professionalism.
The role of a trainer often evolves with the client. Where collaboration begins with training, it often evolves into collaborative thinking, consulting, and strategic brainstorming. Trainers are regularly involved in assessments, recruitment, and change management processes. Kenneth Smit also operates internationally. A significant portion of the training is delivered in other languages ​​and abroad, often at internationally operating organizations.
In addition to content support, the head office in 's-Hertogenbosch offers active support in marketing and personal branding. Trainers are helped to position themselves visibly and credibly, each in a way that suits them. The head office also serves as a meeting place, the organization's clubhouse, where trainers gather to work, train, and share experiences.
For professionals considering becoming a trainer at Kenneth Smit, an informational meeting will be held at the head office in early February. No sales pitch, just an open and honest discussion about what it means to join the brand. There will be room for questions and to share experiences from both new and experienced trainers.
Anyone working as an independent trainer or sales professional who finds themselves doing everything alone, with little time for personal development, and needing expert knowledge often recognizes themselves in the stories Mike describes. Joining Kenneth Smit means becoming part of a team that challenges, supports, and continuously trains each other. Because one belief is central: sales is a top-level sport, and if you want to keep winning, you keep training.