Sales (Re)structuring & Selection in Ede
Why here
The pattern in and around Ede is easy to recognise: the owner is the best salesperson in the company and therefore also the brake. A week at a trade fair or a day spent in production, and the intake stops. We take that role apart into prospecting, qualifying, presenting, negotiating and aftercare, and look at which steps genuinely need him in the room. Usually one or two: the substantive conversation about application, and the moment of signing. The rest goes into a process an employee can run, or someone we select for you. In a family business where decisions are made at one table, one thing tends to get skipped: agreeing what that new role is allowed to decide on its own. Without a mandate every prospect ends up back with the owner and nothing changes.
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
Shadowing comes first: a week in which we record what the owner actually does in sales and how many hours it absorbs. In parallel we read back through the past year of deals. From that we draw the process in stages, each with a definition and an exit criterion, plus the role profile for the first or next salesperson. We write down the mandate too: which decisions no longer have to pass the owner.
Frequently asked questions
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We have never hired anyone in sales. Where does that start?
Not with a job advert. It starts with recording what actually happens today and which of those steps are transferable; the role profile follows from that. Often the first hire is not an account manager but someone for intake and follow-up, so the owner keeps only the conversations where his expertise decides things. Candidates are then tested on behaviour, not on a CV.
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What happens to the process during trade-fair weeks?
That is exactly the test. A process that only runs when everyone is in the office is not a process. So we build in fixed follow-up moments that do not hang on one person's diary, and set a specific rhythm around a fair: booking meetings in advance instead of hoping for stand visits, and scheduling the following week's follow-up before the fair even starts.
What you invest depends on what we build. The homepage says where it starts.
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