{"id":67483,"date":"2022-03-21T08:32:31","date_gmt":"2022-03-21T07:32:31","guid":{"rendered":"https:\/\/visionarymarketing.com\/?p=67483"},"modified":"2022-03-21T11:03:24","modified_gmt":"2022-03-21T10:03:24","slug":"reunions-commerciales-efficaces","status":"publish","type":"post","link":"https:\/\/visionarymarketing.com\/fr\/2022\/03\/21\/reunions-commerciales-efficaces\/","title":{"rendered":"7 conseils pour rendre vos r\u00e9unions commerciales plus efficaces"},"content":{"rendered":"

Les r\u00e9unions commerciales sont un moyen puissant de dynamiser les ventes \u00e0 condition cependant de les rendre plus efficaces. Pour cela nous avons publi\u00e9 un billet sur le blog de Sparklane<\/a> [transparence, Sparklane est notre client] afin de distiller nos conseils. Voici un r\u00e9sum\u00e9 de ce billet et un podcast qui vous en livre la substantifique moelle.\u00a0<\/em><\/p>\n

7 conseils pour rendre vos r\u00e9unions commerciales plus efficaces<\/h2>\n
\"r\u00e9unions
Les r\u00e9unions commerciales sont un moyen de donner un coup de fouet \u00e0 vos ventes… \u00e0 condition de suivre nos quelques conseils de bon sens<\/figcaption><\/figure>\n

Ces conseils sont au nombre de 7, le chiffre magique. Si l’on cherche bien on pourra en trouver d’autres, mais ceux-ci nous semblent \u00eatre les plus importants, sur la base de notre exp\u00e9rience du terrain. Les voici :<\/p>\n

    \n
  1. D\u2019abord se reposer la question de l\u2019objectif de la r\u00e9union commerciale<\/strong>\u00a0: ce point n’est pas r\u00e9serv\u00e9<\/a> aux r\u00e9unions commerciales, mais pour celles-ci, o\u00f9 la performance est au centre des enjeux, il n’y a aucune minute \u00e0 perdre. Le temps du commercial doit \u00eatre consacr\u00e9 le plus possible \u00e0 l’exercice de la vente et non aux r\u00e9unions. Pour minimiser la dur\u00e9e de celles-ci, il est donc important de savoir pourquoi nous sommes r\u00e9unis ;<\/li>\n
  2. Le deuxi\u00e8me point concerne l\u2019ordre du jour<\/strong>. C\u2019est lui qui d\u00e9terminera l\u2019objectif de la r\u00e9union et il doit bien entendu sp\u00e9cifier la dur\u00e9e de la r\u00e9union en question. Le respect des horaires est \u00e0 nos yeux essentiel \u00e9galement. Les bonnes r\u00e9unions commerciales commencent \u00e0 l’heure et finissent \u00e0 l’heure.<\/li>\n
  3. Troisi\u00e8mement, les r\u00e9unions commerciales dignes de ce nom, r\u00e9clament\u00a0un compte rendu (succinct et pr\u00e9cis) avec des actions, clairement attribu\u00e9es \u00e0 des personnes charg\u00e9es de les r\u00e9aliser<\/strong>.<\/li>\n
  4. La r\u00e9union commerciale doit\u00a0aussi \u00eatre centr\u00e9e sur la motivation, l\u2019information, et l\u2019outillage<\/strong>. Taper sur les gens en public n’est pas une bonne id\u00e9e, cela est m\u00e9prisant, stupide et inefficace. Le management par la terreur a v\u00e9cu, et c’est une bonne nouvelle.<\/li>\n
  5. Cinqui\u00e8mement : la mesure, la mesure et encore la mesure<\/strong>. Cela est vrai partout, mais en vente encore plus qu\u2019ailleurs. Les ratios R\/R (r\u00e9alis\u00e9 sur le r\u00e9alis\u00e9 de l’an dernier) et R\/P (r\u00e9alis\u00e9 sur pr\u00e9visions) notamment. Cette m\u00e9thode est conseill\u00e9e aussi et m\u00eame surtout aux ind\u00e9pendants. Elle est indispensable pour maintenir la motivation et la performance.<\/li>\n
  6. Sixi\u00e8mement, travailler en \u00e9quipe pour s\u2019entraider<\/strong>. J\u2019ai appris cela \u00e0 l\u2019\u00e9cole Philips, o\u00f9 les quotas \u00e9taient en commun, ce qui incitait les commerciaux \u00e0 s\u2019entraider. Je garde un excellent souvenir de tout ce que j\u2019ai appris avec mes confr\u00e8res, beaucoup plus exp\u00e9riment\u00e9s que moi \u00e0 l\u2019\u00e9poque, chacun de leurs conseils r\u00e9sonne encore \u00e0 mes oreilles des dizaines d\u2019ann\u00e9es apr\u00e8s.<\/li>\n
  7. La r\u00e9union commerciale peut \u00e9galement aider \u00e0 encourager les r\u00e9ussites<\/strong>. \u00c0 l’inverse de la r\u00e9union Alex Baldwin, les encouragements et la motivation positive sont le meilleur moyen de cr\u00e9er une coh\u00e9sion de groupe, un esprit positif et combatif et surtout, de donner confiance aux employ\u00e9s dans leurs propres capacit\u00e9s \u00e0 r\u00e9ussir.<\/li>\n<\/ol>\n

    Voici pour le r\u00e9sum\u00e9, je vous laisse d\u00e9couvrir le reste de ce billet sur le blog de Sparklane, Sales & Marketing insiders<\/a>.<\/p>\n

    Comment am\u00e9liorer l\u2019efficacit\u00e9 d\u2019une r\u00e9union commerciale ?<\/h3>\n
    \"r\u00e9unions
    Dans ce billet nous livrons nos conseils pour am\u00e9liorer vos r\u00e9unions commerciales et les rendre plus efficaces<\/figcaption><\/figure>\n

    J\u2019ai connu des r\u00e9unions commerciales du lundi qui finissaient avec des coups de pied dans les bureaux pour me mettre dehors sur le terrain. Je ne peux pas dire que c\u2019est quelque chose qui \u00e9tait particuli\u00e8rement agr\u00e9able, mais j\u2019en ai retir\u00e9 certains enseignements. Parfois, il faut accepter de sortir de sa zone de confort, et cela demande de prendre sur soi.<\/p>\n

    Plus d\u2019une mani\u00e8re de faire d\u00e9railler une r\u00e9union commerciale<\/h4>\n

    Il y a plus d\u2019une fa\u00e7on toutefois de faire d\u00e9railler une r\u00e9union commerciale. On peut se repr\u00e9senter les deux extr\u00eames\u00a0: la r\u00e9union commerciale agressive \u00e0 la Alec Baldwin (Glenngary Glen Ross<\/a>) et la r\u00e9union bisounours, o\u00f9 tout le monde s\u2019autocongratule autour de r\u00e9sultats moyens (ou inexistants, j\u2019ai d\u00e9j\u00e0 vu cela) et de ses petites actions destin\u00e9es \u00e0 montrer qu\u2019on n\u2019est pas rest\u00e9 sans rien faire.<\/p>\n

    Entre les deux, il y a la performance. Sans \u00e9nervement, sans cris ni heurts, rien que des r\u00e9sultats. Alors, comment y parvenir\u00a0? Voici mes quelques conseils issus de la pratique du terrain.<\/p>\n

    J\u2019aimerais d\u00e9crire quelques points qui me semblent importants pour qu\u2019une r\u00e9union commerciale se passe bien. J\u2019en ai v\u00e9cu beaucoup du c\u00f4t\u00e9 du commercial, mais aussi avec des dizaines de commerciaux qui travaillaient en \u00e9quipe dans le cadre d\u2019un partenariat strat\u00e9gique entre deux grands de la high-tech mondiale.<\/p>\n

    […]<\/p>\n

    lire la suite de ce billet<\/a> sur les r\u00e9unions commerciales sur le blog de Sparklane<\/a><\/p>\n

    https:\/\/media.blubrry.com\/visionarymarketing_les\/agence.visionarymarketing.com\/files\/podcasts\/2022-03-21-reunions-commerciales-sparklane-mixdown.mp3<\/a><\/audio><\/div><\/div>

    Podcast: Play in new window<\/a> | Download<\/a> (Duration: 11:11 — 15.5MB)<\/p>

    Subscribe: Apple Podcasts<\/a> | Spotify<\/a> | Android<\/a> | RSS<\/a><\/p>","protected":false},"excerpt":{"rendered":"

    Les r\u00e9unions commerciales sont un moyen puissant de dynamiser les ventes \u00e0 condition cependant de les rendre plus efficaces. Pour cela nous avons publi\u00e9 un billet sur le blog de Sparklane [transparence, Sparklane est notre client] afin de distiller nos conseils. Voici un r\u00e9sum\u00e9 de ce billet et un podcast qui vous en livre la …<\/p>\n","protected":false},"author":2,"featured_media":67485,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[4057],"tags":[],"class_list":["post-67483","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-vente"],"yoast_head":"\nR\u00e9unions commerciales : 7 conseils pour les rendre plus efficaces<\/title>\n<meta name=\"description\" content=\"Les r\u00e9unions commerciales sont un moyen puissant de dynamiser les ventes \u00e0 condition cependant de les rendre plus efficaces\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/visionarymarketing.com\/fr\/2022\/03\/21\/reunions-commerciales-efficaces\/\" \/>\n<meta property=\"og:locale\" content=\"fr_FR\" \/>\n<meta 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He is a speaker and author of many books. In 2014 he went from intrapreneur to entrepreneur, when he created his digital marketing agency. Yann Gourvennec a cr\u00e9\u00e9 visionarymarketing.com en 1996. Il est conf\u00e9rencier et auteur de plusieurs livres. 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