Sales (Re)structuring & Selection in Deventer
Why here
At many companies around Bergweide and Kloosterlanden the selling sits with one or two people who have been there a long time. They know the customer, the history and the reason something was once agreed the way it was — and none of it is written down anywhere. While they stay, that works fine. The question is what happens when one of them retires. Restructuring here mainly means making it transferable. We fix the stages with a definition and an exit criterion, pull account knowledge out of heads and mailboxes, and separate the work that needs a relationship from the work that needs follow-up. On staffing we account for the culture: a rep who uses big words is not trusted here — not by colleagues and certainly not by customers. So we also test candidates on how they back up a claim.
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
The people doing the work get listened in on, alongside last year's deals. Alongside that we check per major customer what is recorded and what exists only in someone's head. The process design follows: stages, definitions and exit criteria, plus a split of duties between relationship management and follow-up. If a vacancy is open we run selection in parallel.
Frequently asked questions
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Our most experienced salesperson retires in three years. Where do we start?
With his accounts, not with the vacancy. Per customer we work out who decides, what was once agreed and why, and record it somewhere a successor can reach. Only then does the succession become concrete. Hire first and hand over later, and half the knowledge is lost in the transition.
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We are not the boastful type. Does a tight sales process clash with that culture?
No, provided the process is about behaviour and not about tone. Recording who follows up when and what you steer on changes nothing about how you speak to a customer. What we do tackle is the ease with which people here assume the customer will ask for the second product himself. That is not modesty, it is a missed opportunity.
What you invest depends on what we build. The homepage says where it starts.
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