Sales (Re)structuring & Selection in Zaanstad
Why here
In Zaanstad industry, orders come in to the director, the plant manager or the estimator, and that has worked for decades. Building a sales department therefore starts not with recruitment but with acknowledging what already happens: selling takes place, just not as a discipline and not at a moment you can plan. We separate two flows. The first is the annual cycle with existing customers, a predictable process with a preparation window, a negotiation and a contract; that calls for a fixed calendar and a file per customer. The second is acquisition, which never gets off the ground without its own hours in a business run by production planning. Only once both flows have an owner and a rhythm does it make sense to select someone to take over from the plant manager.
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
Your customers and their contract dates go onto one overview: what expires when, who negotiates, and which share of your revenue hangs on which account. That concentration makes the conversation businesslike instead of uncomfortable. We then fix the annual cycle with a preparation window per customer, give acquisition its own hours and its own target, and install the meeting where both flows are reviewed.
Frequently asked questions
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Our plant manager does the selling on the side. Should we hire someone?
Not as the first step. As long as no process exists, you hire someone who has to invent how things work here, and that fails more often than it succeeds. We first install the annual cycle and the acquisition hours and let the plant manager work inside them. That reveals which part genuinely takes time and which profile fits. Often the first hire turns out to be someone for the preparation rather than for the conversations.
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How do you record an annual contract in a pipeline?
As a recurring track with a fixed start date, not as a deal that closes once. Per customer we put a preparation window in the calendar well before the negotiation, containing the steps you want completed: reviewing volumes and margin, speaking to a second contact, collecting objections. That way the negotiation does not start on the day the buyer calls.
What you invest depends on what we build. The homepage says where it starts.
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