{"id":3102,"date":"2017-03-02T12:00:03","date_gmt":"2017-03-02T11:00:03","guid":{"rendered":"http:\/\/blog.datananas.com\/fr\/?p=3102"},"modified":"2019-10-01T13:31:28","modified_gmt":"2019-10-01T11:31:28","slug":"activity-based-selling-la-methode-pour-organiser-son-equipe-commerciale","status":"publish","type":"post","link":"https:\/\/blog.datananas.com\/fr\/activity-based-selling-la-methode-pour-organiser-son-equipe-commerciale\/","title":{"rendered":"Activity based selling: la m\u00e9thode pour organiser ses commerciaux [Ebook]"},"content":{"rendered":"<p>Activity based selling ! Ce mot bouleverse les techniques traditionnelles de management. Il n&rsquo;est pas rare, cependant, que les commerciaux \u00e9voluent dans un environnement professionnel anxiog\u00e8ne.En effet, ils se voient souvent imposer des objectifs de vente tr\u00e8s pr\u00e9cis index\u00e9s sur leur r\u00e9sultat de vente final. Une grande partie de leur travail restant li\u00e9e \u00e0 l\u2019inconnu, de nombreuses variables incontr\u00f4lables et impr\u00e9visibles entrent en ligne de compte et impactent favorablement ou d\u00e9favorablement le processus et l\u2019issue d\u2019une vente.<\/p>\n<p><!--more--><\/p>\n<p>Dans cette situation, les \u00e9quipes sous pression finissent par perdre le fil de leurs actions, noy\u00e9es sous un nombre de t\u00e2ches consid\u00e9r\u00e9es comme <strong>insurmontables <\/strong>pour r\u00e9aliser un objectif parfois per\u00e7u comme<strong> inatteignable.<\/strong><\/p>\n<p>Face \u00e0 ce constat,\u00a0une nouvelle m\u00e9thodologie manag\u00e9riale s\u2019est d\u00e9velopp\u00e9e\u00a0: l\u2019activity based selling ou \u201cvente bas\u00e9e sur l\u2019activit\u00e9\u201d.<\/p>\n<div class=\"push-cta\">\r\n<div class=\"cta-title\">Vous souhaitez organiser vos \u00e9quipes marketing et commerciales ?<\/div>\r\n<div class=\"cta-subtitle\">Acc\u00e9dez en libre consultation \u00e0 +10h de formation gratuite<\/div>\r\n<a id=\"cta-academy-organiser-equipe-commerciale\" class=\"cta-button\" title=\"Consulter dans l'academy\" href=\"http:\/\/academy.datananas.com\/o\/organiser-son-equipe-commerciale\">Consulter dans l'academy<\/a>\r\n<\/div>\r\n<script type=\"text\/javascript\">\r\n  var link = document.getElementById('cta-academy-organiser-equipe-commerciale');\r\n  analytics.trackLink(link, 'blog-fr-cta-academy-organiser-equipe-commerciale', {\r\n    pageTitle: document.title\r\n  });\r\n<\/script>\n<h2>Activity based selling : le changement dans la continuit\u00e9<\/h2>\n<p>L&rsquo;activity based selling propose une approche manag\u00e9riale en opposition totale avec la vision \u00ab\u00a0<a href=\"\/\/blog.datananas.com\/fr\/hard-closing\/\">Hard Closing<\/a>\u00ab\u00a0. N\u00e9anmoins, ce processus n\u00e9cessite un bouleversement profond des mentalit\u00e9s, un changement sensible de culture d&rsquo;entreprise et une coh\u00e9sion d\u2019\u00e9quipe importante, afin de rendre votre processus commercial prosp\u00e8re, coh\u00e9rent et compr\u00e9hensible par ceux qui l\u2019appliquent.<\/p>\n<p>Avant d\u2019aller plus loin dans les d\u00e9tails de ce mod\u00e8le, assurez-vous de bien comprendre \u00e0 quels contextes de vente l&rsquo;activity based selling est adaptable. Il est primordial que vous compreniez les tenants et les aboutissants de cette approche afin d&rsquo;\u00e9viter les \u00e9cueils qui pourraient mettre en p\u00e9ril votre activit\u00e9 commerciale. L\u2019activity based selling exige en effet plus de travail de la part de votre \u00e9quipe commerciale, que ce soit en terme de personnalisation et de dur\u00e9e du <a href=\"\/\/blog.datananas.com\/fr\/etapes-cycle-de-vente-b2b\/\">cycle de vente<\/a>. Cette m\u00e9thodologie fonctionne tr\u00e8s bien dans le cas de ventes complexes qui peuvent n\u00e9cessiter plusieurs comp\u00e9tences au sein de votre \u00e9quipe ou l\u2019accord d\u2019un haut d\u00e9cisionnaire chez votre client et dont la dur\u00e9e d\u00e9passerait quelques semaines au minimum<strong>.<\/strong><\/p>\n<p>&nbsp;<\/p>\n<h2>Activity based selling : Quelle m\u00e9thodologie commerciale appliquer ?<\/h2>\n<p>Avant de vous lancer dans l&rsquo;activity based selling, il est important de vous poser les bonnes questions quant \u00e0 la m\u00e9thodologie \u00e0 appliquer pour mettre en place un plan de commercialisation scalable et rentable.<\/p>\n<p>Dans cette logique d\u2019activity based selling, il est important de d\u00e9composer les diff\u00e9rentes \u00e9tapes de votre process de vente avant m\u00eame de vous interroger sur leur pertinence. Si vous utilisez d\u00e9j\u00e0 un <a href=\"\/\/blog.datananas.com\/fr\/comment-choisir-un-crm\/\">CRM<\/a>, commencez par lister les diff\u00e9rentes \u00e9tapes de votre pipeline. Si ce n\u2019est pas le cas, d\u00e9composez le cycle de vie de votre prospect en une suite d\u2019\u00e9tapes logiques qui aboutissent \u00e0 une vente ou non. Une fois cette liste \u00e9tablie, d\u00e9finissez clairement ce qui permet \u00e0 une opportunit\u00e9 de basculer d\u2019une \u00e9tape \u00e0 une autre. Ce sont sur ces points de passage que vous allez vous focaliser en cr\u00e9ant des <a href=\"\/\/blog.datananas.com\/fr\/les-indicateurs-de-performance-commerciale-pour-evaluer-sa-prospection\/\">indicateurs<\/a> pertinents. Ceci vous aidera \u00e0 fluidifier votre processus commercial et vous permettra d&rsquo;atteindre vos objectifs plus sereinement en toute <a href=\"\/\/blog.datananas.com\/fr\/comparaison-methodes-de-prospection-commerciale\/\">scalabilit\u00e9<\/a>.<br \/>\nAlors, h\u00e2te de vous lancer dans cette aventure ? Vous d\u00e9sirez approfondir le sujet de l&rsquo;activity based selling ? N&rsquo;h\u00e9sitez pas \u00e0 d\u00e9couvrir notre academy !<\/p>\n<p>&nbsp;<\/p>\n<div class=\"push-cta\">\r\n<div class=\"cta-title\">Vous souhaitez organiser vos \u00e9quipes marketing et commerciales ?<\/div>\r\n<div class=\"cta-subtitle\">Acc\u00e9dez en libre consultation \u00e0 +10h de formation gratuite<\/div>\r\n<a id=\"cta-academy-organiser-equipe-commerciale\" class=\"cta-button\" title=\"Consulter dans l'academy\" href=\"http:\/\/academy.datananas.com\/o\/organiser-son-equipe-commerciale\">Consulter dans l'academy<\/a>\r\n<\/div>\r\n<script type=\"text\/javascript\">\r\n  var link = document.getElementById('cta-academy-organiser-equipe-commerciale');\r\n  analytics.trackLink(link, 'blog-fr-cta-academy-organiser-equipe-commerciale', {\r\n    pageTitle: document.title\r\n  });\r\n<\/script>\n","protected":false},"excerpt":{"rendered":"<p>Activity based selling ! Ce mot bouleverse les techniques traditionnelles de management. Il n&rsquo;est pas rare, cependant, que les commerciaux \u00e9voluent dans un environnement professionnel anxiog\u00e8ne.En effet, ils se voient souvent imposer des objectifs de vente tr\u00e8s pr\u00e9cis index\u00e9s sur leur r\u00e9sultat de vente final. Une grande partie de leur travail restant li\u00e9e \u00e0 l\u2019inconnu, [&hellip;]<\/p>\n","protected":false},"author":16,"featured_media":3195,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"yasr_overall_rating":0,"yasr_post_is_review":"","yasr_auto_insert_disabled":"","yasr_review_type":"Other"},"categories":[34,284],"tags":[65,108,98,105,51,112,12,62],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v17.5 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Activity based selling: la m\u00e9thode pour organiser ses commerciaux [Ebook]<\/title>\n<meta name=\"description\" content=\"D\u00e9couvrez l&#039;activity based selling et mettez en place une nouvelle approche manag\u00e9riale au sein de votre force commerciale.\u00a0\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" 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