Sales (Re)structuring & Selection in Alkmaar
Why here
Two markets that pay no attention to each other: that is what a sales department in this region often serves. That is workable, but not with one set of stages. For the energy side we add a stage you will not find in a standard process: mandate. Not budget, not interest, but whether anyone exists who is allowed to take this decision, because that is where these deals die. For the agrifood and wholesale side we lay the stages along the calendar, with a fixed moment where next season is prepared rather than awaited. On top of that sits the family-business question familiar from the Beverkoog estate: the founder still holds the important conversations, and the process should not deny that but schedule it. Which conversations stay with him, which transfer, and when. Role profiles follow from that split, and the forecast rests on the same definitions.
No list of offices — just honesty: we work remote-first and come on-site where it truly matters, by plane if that is what it takes. Travel costs are charged on.
Our approach
Market by market, last year's deals get worked through, looking for where they stalled. That produces two stage structures inside one pipeline, with exit criteria someone can verify, and a written role profile for whoever runs each side. We record which conversations stay with the owner and which transfer, including the moment that happens. After that a weekly rhythm has both markets appearing with their own numbers.
Frequently asked questions
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Can you put two markets in one pipeline?
In one system yes, in one set of stages no. The definitions and the weekly rhythm are shared, so you can still hold one conversation about the whole department. The stages differ, because an investment decision and an ordering window simply have different steps. Force them into one and half your deals will always sit in the wrong stage.
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Our founder still holds all the big conversations. Does that have to stop?
No, it has to be scheduled. In family firms that contact is often the reason a customer stays, so we do not remove it. We name which conversations stay with him, which move to someone else and at what point, and make sure what he discusses ends up somewhere the rest of the team can see it.
What you invest depends on what we build. The homepage says where it starts.
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