Sales (Re)structuring & Selection in Antwerp

Antwerp sales teams often carry two commercial engines that have nothing to do with each other. One supplies sites around the docks, where the dossier must be complete before anyone listens: prequalification, safety certification, a purchasing committee and a framework contract reviewed at a fixed moment. The other works in trade and fashion, where one introduction is worth more than ten follow-up emails. Force both into a single funnel and you get a forecast that describes neither. So we design two pipelines with their own stage definitions and exit criteria: in the port track, 'added to the approved supplier list' is a stage; in the trading track it is 'introduction agreed'. The division of duties follows from that, and only then do we look at people. Someone who patiently builds a dossier and someone who earns trust inside a closed circuit are rarely the same person.