Sales (Re)structuring & Selection in Helmond
Why here
A supplier spending months on a single qualification track brings in nothing new in that same period — and that is not laziness but a structural fault. We split those two motions. A small number of people work the heavy accounts with a real account plan, in which the stages are not yours but the customer's: audit, qualification, trial series, nomination. Alongside runs a lighter, repeatable process that keeps producing new opportunities, with its own targets and its own rhythm. Staffing is delicate here. Someone used to monthly wins will not sustain a fourteen-month track without an interim result and leaves in month five. So we select on stamina and on building a file, and make sure the role profile and the reward structure match that reality rather than a monthly target.
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
Two years of tracks go into one list: which were won, where the others died and at which moment. Alongside that we check what is genuinely recorded per account. From that follows the design of the two processes, each motion with its own stages, targets and weekly rhythm. With a vacancy open, selection runs alongside it.
Frequently asked questions
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Our reps spend months on a single account. How do you stop everything else stalling?
By not putting both jobs with the same people. Heavy qualification tracks demand patience and file-building; generating new opportunities demands pace and volume. Anyone asked to do both unconsciously picks the account that looks closest to a result. We separate the roles, give each its own targets, and record the hand-off between them explicitly.
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How do you select someone for a track lasting a year with no interim win?
By asking in the interview about the long track they ran before, and probing it down to details: what was in place after six months, who did they speak to then, what did they do when it went quiet. Anyone who cannot make that concrete probably has not done it. We also check that the reward structure fits, because that is where these hires most often fail.
What you invest depends on what we build. The homepage says where it starts.
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