Sales (Re)structuring & Selection in Apeldoorn

Built for insurers and public delivery organisations, a sales process looks nothing like the standard model. It contains steps no handbook mentions: admission to a supplier list, a security review, a data processing agreement, and a procurement conversation entirely separate from the substantive one. With us those steps get their own stage, with an exit criterion someone can tick. We also split the work differently: whoever maintains the relationship with the department is rarely the same person who pulls the paperwork side of a tender, and that distinction is not a luxury but a condition for doing both well. The third intervention is steering on spread. If most of your revenue sits with a handful of employers in one city, that figure belongs beside the pipeline in the weekly meeting.