{"id":6585,"date":"2026-03-25T16:39:30","date_gmt":"2026-03-25T15:39:30","guid":{"rendered":"https:\/\/quarterhouse-consultancy.com\/van-individuele-prestaties-naar-schaalbare-verkoopsystemen\/"},"modified":"2026-04-07T17:06:12","modified_gmt":"2026-04-07T15:06:12","slug":"van-individuele-prestaties-naar-schaalbare-verkoopsystemen","status":"publish","type":"page","link":"https:\/\/quarterhouse-consultancy.com\/nl\/insights\/sales-excellence-governance\/van-individuele-prestaties-naar-schaalbare-verkoopsystemen\/","title":{"rendered":"Van individuele prestaties naar schaalbare verkoopsystemen"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-page\" data-elementor-id=\"6585\" class=\"elementor elementor-6585 elementor-5700\" data-elementor-post-type=\"page\">\n\t\t\t\t<div class=\"elementor-element elementor-element-45f14948 e-flex e-con-boxed e-con e-parent\" data-id=\"45f14948\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div class=\"elementor-element elementor-element-48dbbd6a e-con-full e-flex e-con e-child\" data-id=\"48dbbd6a\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-2faa1d0d elementor-widget elementor-widget-text-editor\" data-id=\"2faa1d0d\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<div class=\"relative w-full mt-4 mb-1\"><div class=\"\"><div class=\"relative\"><div class=\"h-full min-h-0 min-w-0\"><div class=\"h-full min-h-0 min-w-0\"><div class=\"border border-token-border-light border-radius-3xl corner-superellipse\/1.1 rounded-3xl\"><div class=\"h-full w-full border-radius-3xl bg-token-bg-elevated-secondary corner-superellipse\/1.1 overflow-clip rounded-3xl lxnfua_clipPathFallback\"><div class=\"pe-11 pt-3\"><div class=\"relative z-0 flex max-w-full\"><div id=\"code-block-viewer\" class=\"q9tKkq_viewer cm-editor z-10 light:cm-light dark:cm-light flex h-full w-full flex-col items-stretch \u037c5 \u037cj\" dir=\"ltr\"><div class=\"cm-scroller\"><div class=\"cm-content q9tKkq_readonly\">INZICHT<\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7a4dc886 elementor-widget elementor-widget-heading\" data-id=\"7a4dc886\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Sales Excellence<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-672a8180 elementor-widget elementor-widget-heading\" data-id=\"672a8180\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h1 class=\"elementor-heading-title elementor-size-default\">Van individuele prestaties naar schaalbare verkoopsystemen<\/h1>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-ef39e4e elementor-widget elementor-widget-text-editor\" data-id=\"ef39e4e\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Van individuele prestaties naar schaalbare verkoopsystemen<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-7710c598 e-flex e-con-boxed e-con e-parent\" data-id=\"7710c598\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div class=\"elementor-element elementor-element-3a666ebb e-con-full e-flex e-con e-child\" data-id=\"3a666ebb\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-313dd4d5 elementor-widget elementor-widget-text-editor\" data-id=\"313dd4d5\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>In veel organisaties wordt commercieel succes gedreven door een klein aantal goed presterende individuen.<\/p><p>Zij sluiten de grootste deals. <br>Zij onderhouden de belangrijkste relaties. <br>Zij presteren consequent beter dan anderen.<\/p><p>Dit wekt de indruk van kracht.<\/p><p>In werkelijkheid cre\u00ebert het afhankelijkheid.<\/p><p>Naarmate organisaties groeien, wordt de afhankelijkheid van individuele prestaties een structureel risico.<\/p><p>Schaalbare groei vereist systemen die consistente resultaten leveren \u2014 onafhankelijk van individuele variatie.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-f3569ce e-flex e-con-boxed e-con e-parent\" data-id=\"f3569ce\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div class=\"elementor-element elementor-element-a367d4b e-con-full e-flex e-con e-child\" data-id=\"a367d4b\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-affc090 elementor-widget elementor-widget-heading\" data-id=\"affc090\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">1. Individuele prestaties zorgen voor ongelijkmatige resultaten<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-4ac79248 elementor-widget elementor-widget-text-editor\" data-id=\"4ac79248\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Toppers leveren vaak uitzonderlijke resultaten.<\/p><p>De prestaties binnen het team zijn echter doorgaans ongelijkmatig:<\/p><ul><li>Grote verschillen in conversiepercentages<\/li><li>Inconsistente voortgang van deals<\/li><li>Variabele klantresultaten<\/li><\/ul><p>Dit maakt de algehele prestaties moeilijk voorspelbaar.<\/p><p>Sterke organisaties verminderen variantie door de uitvoering van verkoop te standaardiseren.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-1c2a9b6a elementor-widget elementor-widget-heading\" data-id=\"1c2a9b6a\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">2. Kennis blijft impliciet<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-a085751 elementor-widget elementor-widget-text-editor\" data-id=\"a085751\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Hoogpresterende individuen vertrouwen vaak op ervaring, intu\u00eftie en persoonlijke stijl.<\/p><p>Hun aanpak wordt zelden volledig gedocumenteerd of overdraagbaar gemaakt.<\/p><p>Dit leidt tot:<\/p><ul><li>Beperkte schaalbaarheid<\/li><li>Trage onboarding van nieuwe teamleden<\/li><li>Afhankelijkheid van specifieke individuen<\/li><\/ul><p>Zonder expliciete processen kan kennis niet worden gereproduceerd.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-64f2a379 elementor-widget elementor-widget-heading\" data-id=\"64f2a379\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">3. Prognoses worden onbetrouwbaar<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-e2ff68a elementor-widget elementor-widget-text-editor\" data-id=\"e2ff68a\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Wanneer prestaties afhankelijk zijn van individuen, neemt de nauwkeurigheid van prognoses af.<\/p><p>Resultaten worden be\u00efnvloed door:<\/p><ul><li>Individuele pipelines<\/li><li>Persoonlijk oordeel<\/li><li>Kracht van de relatie<\/li><\/ul><p>Dit zorgt voor volatiliteit in:<\/p><ul><li>Voorspelbaarheid van omzet<\/li><li>Resourceplanning<\/li><li>Besluitvorming<\/li><\/ul><p>Schaalbare organisaties vereisen prognoses op basis van systemen \u2014 niet op basis van individuen.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-27be09a2 elementor-widget elementor-widget-heading\" data-id=\"27be09a2\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">4. Gebrek aan structuur beperkt de groei<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-aa9ab7f elementor-widget elementor-widget-text-editor\" data-id=\"aa9ab7f\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Zonder gedefinieerde systemen ontwikkelen verkoopprocessen zich organisch.<\/p><p>Dit resulteert in:<\/p><ul><li>Inconsistente kwalificatie<\/li><li>Onduidelijke voortgang tussen fasen<\/li><li>Ad-hoc dealmanagement<\/li><\/ul><p>Naarmate de organisatie groeit, veroorzaakt dit gebrek aan structuur frictie.<\/p><p>Wat op kleine schaal werkte, wordt ineffici\u00ebnt op grotere schaal.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-21f80ea1 elementor-widget elementor-widget-heading\" data-id=\"21f80ea1\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">5. Verkoopsystemen maken consistentie mogelijk<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-40bf11f3 elementor-widget elementor-widget-text-editor\" data-id=\"40bf11f3\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Schaalbare verkoopsystemen defini\u00ebren hoe commerci\u00eble activiteiten worden uitgevoerd.<\/p><p>Ze omvatten:<\/p><ul><li>Heldere kwalificatiecriteria<\/li><li>Gestructureerde pipeline-fasen<\/li><li>Gedefinieerde verkoopprocessen<\/li><li>KPI-frameworks<\/li><li>Governance en rapportageritme<\/li><\/ul><p>Dit maakt het volgende mogelijk:<\/p><ul><li>Consistente uitvoering<\/li><li>Overdraagbare kennis<\/li><li>Betrouwbare prestaties<\/li><\/ul><p>Systemen vervangen geen mensen. <br>Ze stellen hen in staat om consistent te presteren.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-471c6fa9 elementor-widget elementor-widget-heading\" data-id=\"471c6fa9\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">De werkelijke transitie: van talent naar systeem<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-49b88783 elementor-widget elementor-widget-text-editor\" data-id=\"49b88783\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>De overgang van individuele prestaties naar schaalbare systemen is een beslissing van het leiderschap.<\/p><p>Sterke organisaties:<\/p><ul><li>Verminderen de afhankelijkheid van individuen<\/li><li>Defini\u00ebren en standaardiseren processen<\/li><li>Verankeren governance en verantwoordelijkheid<\/li><li>Bouwen herhaalbare uitvoeringsmodellen<\/li><\/ul><p>Zwakke organisaties:<\/p><ul><li>Vertrouwen op toppers<\/li><li>Accepteren variabiliteit<\/li><li>Stellen structurele verbeteringen uit<\/li><\/ul><p>Groei wordt schaalbaar wanneer prestaties worden ontworpen \u2014 niet ge\u00efmproviseerd.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-7e4b0bae e-flex e-con-boxed e-con e-parent\" data-id=\"7e4b0bae\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div class=\"elementor-element elementor-element-232e0960 e-con-full e-flex e-con e-child\" data-id=\"232e0960\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-692c383 elementor-widget elementor-widget-text-editor\" data-id=\"692c383\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Wilt u beoordelen of uw verkoopresultaten afhankelijk zijn van individuen of van systemen?<\/p><p>Ontdek onze aanpak: <a href=\"https:\/\/quarterhouse-consultancy.com\/nl\/diensten\/commerciele-executie-sales-excellence\/\">Commercial Execution &amp; Sales Excellence \u2192<\/a><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-28ddd531 e-flex e-con-boxed e-con e-parent\" data-id=\"28ddd531\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div class=\"elementor-element elementor-element-7770af38 e-con-full e-flex e-con e-child\" data-id=\"7770af38\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-4d5d6210 elementor-widget elementor-widget-heading\" data-id=\"4d5d6210\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Laten we defini\u00ebren hoe uw organisatie de stap kan zetten van individuele afhankelijkheid naar schaalbare commerci\u00eble prestaties.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-1376af5d elementor-align-center elementor-widget elementor-widget-button\" data-id=\"1376af5d\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"button.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-button-wrapper\">\n\t\t\t\t\t<a class=\"elementor-button elementor-button-link elementor-size-sm\" href=\"https:\/\/quarterhouse-consultancy.com\/nl\/contact\/\">\n\t\t\t\t\t\t<span class=\"elementor-button-content-wrapper\">\n\t\t\t\t\t\t\t\t\t<span class=\"elementor-button-text\">Plan een strategische kennismaking<\/span>\n\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>INZICHT Sales Excellence Van individuele prestaties naar schaalbare verkoopsystemen Van individuele prestaties naar schaalbare verkoopsystemen In veel organisaties wordt commercieel succes gedreven door een klein aantal goed presterende individuen. Zij sluiten de grootste deals. Zij onderhouden de belangrijkste relaties. Zij presteren consequent beter dan anderen. Dit wekt de indruk van kracht. In werkelijkheid cre\u00ebert het [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":0,"parent":6641,"menu_order":3,"comment_status":"closed","ping_status":"closed","template":"","meta":{"_acf_changed":false,"site-sidebar-layout":"no-sidebar","site-content-layout":"page-builder","ast-site-content-layout":"full-width-container","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"disabled","ast-breadcrumbs-content":"","ast-featured-img":"disabled","footer-sml-layout":"","ast-disable-related-posts":"","theme-transparent-header-meta":"","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"default","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"class_list":["post-6585","page","type-page","status-publish","hentry"],"acf":[],"_links":{"self":[{"href":"https:\/\/quarterhouse-consultancy.com\/nl\/wp-json\/wp\/v2\/pages\/6585","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/quarterhouse-consultancy.com\/nl\/wp-json\/wp\/v2\/pages"}],"about":[{"href":"https:\/\/quarterhouse-consultancy.com\/nl\/wp-json\/wp\/v2\/types\/page"}],"author":[{"embeddable":true,"href":"https:\/\/quarterhouse-consultancy.com\/nl\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/quarterhouse-consultancy.com\/nl\/wp-json\/wp\/v2\/comments?post=6585"}],"version-history":[{"count":0,"href":"https:\/\/quarterhouse-consultancy.com\/nl\/wp-json\/wp\/v2\/pages\/6585\/revisions"}],"up":[{"embeddable":true,"href":"https:\/\/quarterhouse-consultancy.com\/nl\/wp-json\/wp\/v2\/pages\/6641"}],"wp:attachment":[{"href":"https:\/\/quarterhouse-consultancy.com\/nl\/wp-json\/wp\/v2\/media?parent=6585"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}