Sales (Re)structuring & Selection in Emmen

Building a sales department in south-east Drenthe comes with two unusual constraints. The first is the hiring pool: the number of experienced B2B salespeople within reasonable distance is limited, so the choice is to train a strong junior or design a role someone elsewhere can largely run remotely. Both work, but they are different processes and different role profiles. The second is travel time. A stage model that assumes a visit consumes days nobody budgeted for; we make the visit its own stage with its own exit criterion — what has to be true before anyone gets in the car. Qualification and demonstration get their own online stage before it, with real requirements. That matters for the forecast too: your limiting factor is not the number of leads but the number of visit days, and that is what should be managed.