400 CONSULTANTS A TRAVERS 40 PAYS - 240000 PARTICIPANTS / AN

400 CONSULTANTS A TRAVERS 40 PAYS - 240000 PARTICIPANTS / AN

Implanté dans plus de 40 pays, le cabinet compte plus de 400 collaborateurs dans le monde !
LAUREAT DES TROPHEES ACTION CO 2017

LAUREAT DES TROPHEES ACTION CO 2017

Pour les meilleures initiatives RH à destination des forces de vente.
RENFORCER LA PERFORMANCE DES PROCESSUS DE VENTE

RENFORCER LA PERFORMANCE DES PROCESSUS DE VENTE

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IDENTIFIER ET MODÉLISER LES BONNES PRATIQUES COMMERCIALES

IDENTIFIER ET MODÉLISER LES BONNES PRATIQUES COMMERCIALES

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ADAPTER LES MÉTHODES DE VENTE A LA RÉVOLUTION DIGITALE

ADAPTER LES MÉTHODES DE VENTE A LA RÉVOLUTION DIGITALE

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AMÉLIORER LES TAUX DE TRANSFORMATION SUR LES AFFAIRES

AMÉLIORER LES TAUX DE TRANSFORMATION SUR LES AFFAIRES

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BÂTIR UNE CULTURE COMMERCIALE INTERNATIONALE

BÂTIR UNE CULTURE COMMERCIALE INTERNATIONALE

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Mercuri International

Mercuri International

sélectionné parmi les 20 meilleures entreprises de formation commerciale au niveau mondial par TrainingIndustry.com.
Mercuri International

Mercuri International

Seul cabinet européen sélectionné parmi les 20 meilleures entreprises de formation commerciale au niveau mondial par le magazine Selling Power.
Mercuri International

Mercuri International

Organisme certifié ISQ-OPQF : un gage de qualité et de savoir-faire
Mercuri   International   FRANCE  …    69% de NPS

Mercuri International FRANCE … 69% de NPS

69% des personnes qui participent à nos parcours de développement recommanderaient MIFR, qui dit mieux ?

Taking Sales to a Higher Level

Retour

Kam & Negotiation with a Consumer Good company

Objectifs

The Challenge

Market and Company background : 

This company is one of the two main players in a market where the concentration of the distribution is accelerating. Independent retailers have almost disappeared in favor of integrated chains or affiliates, who now represent the bulk of the market. The key account team has been deeply renewed, and the tools and the ways of working are fragmented and heterogeneous.

The company's objectives :

  • Reinforce the positions (market share) and ensure the revenue target in a very competitive environment.
  • Professionalize the management of key accounts.
  • Strengthen the expertise of the team by acting simultaneously on the processes and skills. 
Disposition

Our Solution

We used the competence Clock approach developed by our Strategic Competence Management team. This very pragmatic, documented and powerful methodology consists of 8 steps : 

  • Make the strategy clear and define the KPIs
  • Evaluate the current performance towards the KPIs
  • Design the right process for managing the KAs
  • Define the competences needed for the KA managers
  • Evaluate the level of competence of the KA managers
  • Design a tailor made development path for the KAM team
  • Train to develop competences and follow-up to ensure implementation
  • Measure the outcomes in terms of practices and results
Résultats

The Result 

Thanks to the involvement of the whole team of this company, both in the design and the implementation of this training program, they have seen the following results :

  1. An increase in turnover of 15% in 2 years
  2. An increased market share
  3. A greater visibility of the company's products at POS

The company has also seen the following changes in skills and behaviours : 

  • A shared vision and a common approach of the KA
  • The use of common tools for preparation and execution 
  • A collective sense of power and a greater confidence
  • A better understanding of objectives and constraints of clients