Bol.com
Bol.com
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Bol.com

Bol.com is an online store that has been part of Ahold Delhaize since 2012; started in 1999 as the first online bookshop in Europe. With 2,600 employees, bol.com supplies 13 million customers in the Netherlands and Belgium. This puts it in the top 10 marketplaces in Europe.

Eduard HoogenboomDirector Network Development

"The conversion of leads to partner is much higher than before"

Bol.com is in the transition from webshop. to ecommerce marketplace. Traditionally, the focus of the online store has been on the consumer, but that customer is not only served by selling bol.com's own assortment, but also through more than 42,000 sales partners who provide an even more relevant range on the bol.com platform.

The acquisition and management of these partners is a new activity within bol.com. There is a need for a uniform sales method that helps the sales team to become really good at B2B sales. Mark Moman (Manager Commercial Development) leads the Sales Mastery Program. Together with the commercial management team, he is working on sustainably anchoring of the new sales process.

In the first months after the start of the collaboration with Hovingh & Partners, bol.com saw an increase in the loyalty scores of sales partners and an improvement in the conversion from lead to partner. The approach is experienced as much more personal and professional than before, with partners having a much greater sense of collaboration with bol.com.

Results

Challenge

Expansion of the network with loyal sales partners who want to work together with bol.com.

Solution

SalesFunnel methododology for account development and new business development, supplemented with management coaching for the commercial leadership team.

Result

Increase of lead to partner conversion and improve loyalty of existing partners.