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

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Strategic Account Management case study within the technology sector

This case study shows how Mercuri International has helped one of the world's most prominent companies and Europe’s largest technology conglomerate to form closer and more effective relationship with key accounts and hence increase cross selling across different regions and industries. Managed accounts are now growing at twice the rate as non-managed accounts.

Objectifs

The Challenge

  • This company is one of the world's most prominent companies and Europe's largest technology conglomerate. The company provides innovative technology to customers in 190 countries. They believe that by building effective relationships with their key accounts they are able to maximize value for both organizations.
  • The challenge for the account manager is to effectively align a complex and diverse organizations such as this company with customers that are complex and diverse themselves. Mercuri International with a proven track record, global reach and respected training professionals was chosen for the task.
Disposition

Our Solution

  • The company is investing in their account managers by providing them with a blended learning opportunity comprised of local seminars, global forums, e-learning and virtual learning. The program is spread over two to three years. Mercuri International collaborated with the company to design a customized innovative five step program for the company's Top 100 Global Account Managers and nearly 4000 Regional Account Managers.
  • Mercuri International Professionals are experienced global and strategic account managers themselves and were able to quickly understand, collaborate and gain trust of the organisation to build relevant, effective solutions...
  • Attended Quote : "All of the training is applied immediately to our real customers and real life scenarios. Every one of these programs whether they are through e-learning, helped me to develop and implement a better account business plan."
Résultats

The Result - Increased account penetration

  • The company's account managers reported increased account penetration and increased personal efficiency.
  • The company managed accounts are now growing at twice the rate as non-managed accounts.
  • The company was able to quickly see that the sales training program was yielding value, as the training takes place using their own CRM and pipeline tools they can easily measure the results.