{"id":523,"date":"2015-10-13T09:30:34","date_gmt":"2015-10-13T07:30:34","guid":{"rendered":"http:\/\/blog.datananas.com\/fr\/?p=523"},"modified":"2019-10-01T13:35:20","modified_gmt":"2019-10-01T11:35:20","slug":"specialiser-son-equipe-commerciale","status":"publish","type":"post","link":"https:\/\/blog.datananas.com\/fr\/specialiser-son-equipe-commerciale\/","title":{"rendered":"Sp\u00e9cialiser son \u00e9quipe commerciale : pourquoi ?"},"content":{"rendered":"<p>Il y a de nombreux b\u00e9n\u00e9fices \u00e0 sp\u00e9cialiser son \u00e9quipe commerciale. Voici quelques-unes des sp\u00e9cialisations que vous pouvez faire, et quelques raisons pour lesquelles cette sp\u00e9cialisation est une bonne id\u00e9e :<br \/>\n<!--more--><\/p>\n<h2>Sp\u00e9cialisation des commerciaux New Business \/ D\u00e9veloppement de comptes<\/h2>\n<p>Pourquoi sp\u00e9cialiser vos commerciaux et distinguer ceux qui font de la prospection de ceux qui font du d\u00e9veloppement de comptes ? Il y a plusieurs raisons \u00e0 cela :<\/p>\n<p>&nbsp;<\/p>\n<blockquote>\n<ul>\n<li><strong>Vous faites des \u00e9conomies<\/strong>. Plus besoin de payer des commerciaux exp\u00e9riment\u00e9s (et chers) pour faire de la prospection. Vous allez pouvoir r\u00e9server ce r\u00f4le aux commerciaux d\u00e9butants ou m\u00eame l&rsquo;externaliser compl\u00e8tement si vous souhaitez r\u00e9duire les co\u00fbts drastiquement.<\/li>\n<li><strong>Vous exploitez les forces de chaque commercial<\/strong>. Certains commerciaux sont de tr\u00e8s bons chasseurs (\u00ab\u00a0Hunters\u00a0\u00bb), d&rsquo;autres sont bien meilleurs dans le d\u00e9veloppement de comptes existants (\u00ab\u00a0farmers\u00a0\u00bb).<\/li>\n<li><strong>Vous pouvez faire \u00e9voluer vos commerciaux<\/strong>. Si un <a href=\"https:\/\/blog.datananas.com\/fr\/dictionnaire-commercial\/#sdr\" target=\"_blank\" rel=\"noopener noreferrer\">SDR<\/a> (commercial qui s&rsquo;occupe de la prospection), d\u00e9passe son quota pendant X mois, il peut devenir Account Executive et ne plus faire de prospection&#8230; ce qui est plut\u00f4t motivant !<\/li>\n<li>Vous encouragez un vrai travail d&rsquo;\u00e9quipe o\u00f9 chacun a son r\u00f4le \u00e0 jouer et limitez la comp\u00e9tition.<\/li>\n<\/ul>\n<\/blockquote>\n<p>&nbsp;<\/p>\n<h2>Sp\u00e9cialisation des commerciaux Inbound \/ Outbound<\/h2>\n<p>En s\u00e9parant Outbound et Inbound, vos commerciaux seront \u00e9galement plus efficaces car jongler entre les deux activit\u00e9s est assez difficile. Pour preuve, Salesforce.com avait essay\u00e9 de passer de commerciaux sp\u00e9cialis\u00e9s (Outbound Sales + Inbound Sales) \u00e0 des commerciaux multifonctions. Leur productivit\u00e9 a chut\u00e9 de 30% en une semaine&#8230; et ils sont revenus \u00e0 leur organisation de d\u00e9part.<\/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<h2>4 r\u00f4les commerciaux distincts<\/h2>\n<p>Si l&rsquo;on reprend les deux points pr\u00e9c\u00e9dents, vous allez pouvoir sp\u00e9cialiser votre \u00e9quipe commerciale et s\u00e9parant dans un premier temps la prospection du d\u00e9veloppement de compte, puis la prospection outbound des la gestion de leads inbound.<\/p>\n<p>&nbsp;<\/p>\n<p><img loading=\"lazy\" class=\"aligncenter wp-image-559 size-full\" src=\"https:\/\/blog.datananas.com\/fr\/wp-content\/uploads\/2015\/04\/Specialisation_equipe_commerciale.png\" alt=\"sp\u00e9cialiser son \u00e9quipe commerciale\" width=\"1200\" height=\"387\" srcset=\"https:\/\/blog.datananas.com\/fr\/wp-content\/uploads\/2015\/04\/Specialisation_equipe_commerciale.png 1200w, https:\/\/blog.datananas.com\/fr\/wp-content\/uploads\/2015\/04\/Specialisation_equipe_commerciale-300x97.png 300w, https:\/\/blog.datananas.com\/fr\/wp-content\/uploads\/2015\/04\/Specialisation_equipe_commerciale-1024x330.png 1024w, https:\/\/blog.datananas.com\/fr\/wp-content\/uploads\/2015\/04\/Specialisation_equipe_commerciale-624x201.png 624w\" sizes=\"(max-width: 1200px) 100vw, 1200px\" \/><\/p>\n<p>&nbsp;<\/p>\n<p>En ajoutant \u00e0 cela la gestion des clients existants, votre \u00e9quipe est compos\u00e9e de 4 r\u00f4les commerciaux distincts :<\/p>\n<p>&nbsp;<\/p>\n<blockquote>\n<ul>\n<li><strong>Outbound Sales<\/strong> : Vos <a href=\"https:\/\/blog.datananas.com\/fr\/dictionnaire-commercial\/#sdr\" target=\"_blank\" rel=\"noopener noreferrer\">Sales Development Representatives<\/a> ont pour r\u00f4le d&rsquo;aller chercher de nouveaux clients en prospectant, et de prendre des rendez-vous pour vos Account Executive<\/li>\n<li><strong>Inbound Sales<\/strong> : Parall\u00e8lement aux SDRs, ils ont pour r\u00f4le de g\u00e9rer le flux de leads entrants, de les qualifier lors d&rsquo;un premier appel et \u00e9ventuellement de r\u00e9aliser des d\u00e9monstrations de votre produit avant de passer la main aux Account Executives<\/li>\n<li><strong>Account Executives<\/strong> : Une fois les prospects qualifi\u00e9s par vos sales Inbound &amp; Outbound, ils ont pour r\u00f4le de closer les deals. Ceux-ci peuvent \u00eatre soit des Inside Sales, soit des Field Sales en fonction de la taille du deal notamment. Ils ont \u00e9galement la charge de faire le suivi des nouveaux clients jusqu&rsquo;\u00e0 la mise en place de la solution vendue<\/li>\n<li><strong>Customer Success<\/strong> : Il s&rsquo;agit de l&rsquo;\u00e9quipe de support, qui prend \u00e0 sa charge les clients une fois que la solution est d\u00e9ploy\u00e9e chez eux.<\/li>\n<\/ul>\n<\/blockquote>\n<p>&nbsp;<\/p>\n<h2>Autres possibilit\u00e9s pour sp\u00e9cialiser son \u00e9quipe commerciale<\/h2>\n<p>D&rsquo;autres sp\u00e9cialisations peuvent \u00eatre b\u00e9n\u00e9fiques en fonction de la taille de votre entreprise. Vous pouvez sp\u00e9cialiser vos commerciaux par secteur d&rsquo;activit\u00e9 afin d&rsquo;\u00eatre plus pertinent sur votre discours commercial, et d&rsquo;\u00eatre adapt\u00e9 \u00e0 vos interlocuteurs.<\/p>\n<p>Il peut \u00e9galement \u00eatre tentant, voire n\u00e9cessaire dans les plus grosses soci\u00e9t\u00e9s, de sp\u00e9cialiser votre \u00e9quipe commerciale sur certains de vos produits. Si ceux-ci seront effectivement beaucoup plus familiers du produit et auront une meilleure connaissance de l&rsquo;argumentaire d\u00e9taill\u00e9, l&rsquo;\u00e9norme d\u00e9savantage est qu&rsquo;ils auront moins tendance \u00e0 cerner d&rsquo;autres besoins potentiels de vos prospects et \u00e0 faire de l&rsquo;upsell, du crosssell&#8230;<\/p>\n<p>&nbsp;<\/p>\n<h2>Quand sp\u00e9cialiser son \u00e9quipe commerciale ?<\/h2>\n<p>Evidemment, il faut que votre \u00e9quipe commerciale ait atteint une taille minimum pour esp\u00e9rer la sp\u00e9cialiser ! Avec un ou deux commerciaux, difficile de les sp\u00e9cialiser. De plus, si votre volume de leads inbound n&rsquo;est pas suffisant, vous ne pouvez pas avoir un commercial d\u00e9di\u00e9.<\/p>\n<p>La meilleure solution consiste \u00e0 sp\u00e9cialiser vos commerciaux au moment o\u00f9 ceux-ci ont g\u00e9n\u00e9r\u00e9 un certain volume d&rsquo;affaire et qu&rsquo;ils commencent \u00e0 passer du temps \u00e0 g\u00e9rer vos clients. Vous pourrez alors les faire \u00e9voluer vers un r\u00f4le d&rsquo;Account Executive et recruter d&rsquo;autres commerciaux plus juniors comme SDR qui seront en charge de la partie prospection.<br \/>\nSi vous d\u00e9sirez en apprendre davantage sur l&rsquo;organisation de vos \u00e9quipes commerciales et marketing et comment sp\u00e9cialiser son \u00e9quipe commerciale, n&rsquo;h\u00e9sitez pas \u00e0 consulter notre academy!<\/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>Il y a de nombreux b\u00e9n\u00e9fices \u00e0 sp\u00e9cialiser son \u00e9quipe commerciale. Voici quelques-unes des sp\u00e9cialisations que vous pouvez faire, et quelques raisons pour lesquelles cette sp\u00e9cialisation est une bonne id\u00e9e :<\/p>\n","protected":false},"author":1,"featured_media":2018,"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],"tags":[65,105,111,112,110,62],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v17.5 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Sp\u00e9cialiser son \u00e9quipe commerciale : pourquoi ?<\/title>\n<meta name=\"description\" content=\"Sp\u00e9cialiser son \u00e9quipe commerciale est d\u00e9sormais incontournable dans l&#039;activit\u00e9 commerciale des entreprises. 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