March 2025
B2B Focus
At Troostwijk Auctions, we recently phased out the account manager role and split it into Business Development Representatives (BDRs) and Seller Success Representatives (SSRs). While a BDR mainly focuses on acquiring new customers, an SSR concentrates on existing and returning sellers, strengthening and supporting customer relationships. We spoke with Isabelle Goes, Seller Success Representative, to highlight the changes and benefits of this new role.
Isabelle, what is changing in the Seller Success role at Troostwijk Auctions?
The most important change, I think, is that you can place a greater focus on your clients to optimize auctions together and achieve maximum results. On the one hand, there are more and more tools available to help us with this, such as data analysis. On the other hand, it is important to build long-term customer relationships. This way, you can offer much more support.
Because the focus is so strongly on customer relationships and auction optimization, it is important to intensify collaboration with other departments. In summary: the role of an SSR (Seller Success Representative) places more emphasis on data, customer relationships—especially supporting them—and collaboration. Through this, we create long-term value.
How does this change help returning sellers?
By focusing more on supporting clients, they gain better insight into results and performance. This also clarifies where extra emphasis is needed. Thanks to new tools and data analysis, we gain better insights into how the auction is performing. Through personal feedback and tools, auctions can be optimized, creating a win-win situation.
What are seller cards and improvement plans?
By creating personal improvement plans, we can closely monitor what happens throughout the year. We use seller cards for this purpose: these are essentially personal dashboards with KPIs and targets per client. Where do we want to go, how do we get there, and where are we now? It helps to make things transparent and to follow an improvement plan toward the desired goal.