Sales (Re)structuring & Selection in Groningen

Groningen is one of the few places where you can build a sales team out of graduates who have not yet learned any bad habits. That is the advantage and the trap at once: young reps carry no routine of their own, so the routine has to live in the process. We therefore design the stages in finer grain than we would for an experienced team, with an exit criterion a rep does not have to judge for himself. The second choice is the split of roles. Travel time is a real factor here, so we separate the role that qualifies remotely from the role that goes out of the door; otherwise your strongest conversationalist loses his week on the motorway. In selection we test behaviour in a genuine calling round, because the CV of a twenty-four-year-old says little about what he does on a Monday morning.