The issue

The commercial performance of a company depends on several levers which must be coherently manoeuvred in order to obtain meaningful results. Too many companies naively rely on a sales tool or a sole training program without trying to apprehend
the whole spectrum of commercial performance.

Key factors of success

Give sales people clear objectives directly related to the company's strategy.
Encourage both sales people and sales managers to change and improve their practices.
Measure, on a regular basis, customers' perception on commercial practices in order to get a feed back on the efficiency of the change program.
Train sales people on negotiation techniques and develop their ability to communicate a relevant argumentation to promote their company and its offering.


WHY CONSULTING services

Definition of a commercial management policy (rules, behaviours, formal progress meetings, definition of objectives).
Commercial process optimization (sales practices, mission and responsibility of main players before, during and after sale).
Formalization of the main arguments to promote the company and its offering.

Implementation of a formal review of the commercial relationship through
a Customer Commercial Review (CCR).

Training program focused on B-to-B customer relationship management and related negotiation skills.


Specificities of our approach

Immediate ownership of tools and techniques because they are completely customized to the company's context.
Large expertise on best commercial practices acquired through several years
of practice and training.

A training program with first results obtained in the short term:

  •  Each training session is limited to one or two days.
  •  Trainees discover the best practices through exercises and conversations
         with the group. The trainer does not give a lecture.
  •  Trainees do role playing based on "real life" commercial situation scenarios.
  •  Training sessions are spread over time in order to monitor the actual
         assimilation of new skills. Trainees commit themselves to put theory
         into practice between sessions.
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