Sales (Re)structuring & Selection in Zwolle

In Zwolle you rarely meet a sales department that does not work; you meet one that only serves existing customers. Revenue comes from account management and referrals, everybody does that well, and new customers arrive when they announce themselves. Restructuring here therefore means splitting, not clearing out. We document the existing flow as a proper process, because it is profitable and deserves definitions, and set up a second track for new business beside it, with its own stages, its own exit criteria and its own time in the diary. Then comes the question of who carries that track. An account manager who has served the same customers for years does not become a hunter because it appears in a job description. And the manager has to learn to steer on forward-looking steps rather than on last month's revenue.