Sales (Re)structuring & Selection in Venlo

In Venlo a sales department effectively serves two markets with different rules, and that is rarely visible in its structure. The result: the same stages, the same weekly numbers and the same pressure applied to a German track that simply has a longer run-up, so reps quietly let it slide in favour of a Dutch deal that scores sooner. So we build separate stages and exit criteria per market, with a qualification step that asks for documentation earlier on the German side. Then staffing: whoever runs Germany has to speak business-level German, and we test that in the conversation itself rather than on a line in a CV. The split often changes too — one person covering both markets tends to do one of them well, usually the one with the shorter route to a signature.