Action plan

EXPERIENCED IN COMMERCIAL DEVELOPMENT STRATEGIES, BUT ALSO IN THE NECESSARY INVOLVEMENT OF SALES TEAMS…

Salespeople struggling to meet their quotas, artificial intelligence taking a growing place… The sales profession is undergoing a revolution. At ERDRE CONSEIL, we believe that there is no universal profile. Veteran salespeople have ingrained habits and are unable to adapt to changing markets. Novices, on the contrary, think more about their actions, are more open and have the ability to adapt. But it would be a bit too simplistic to oppose them…

 

our principles

Faced with technological advances, whether it be dematerialised purchasing or artificial intelligence, isn’t there a risk that sales staff will lose value? On the contrary! The sales rep will become increasingly valuable thanks to technology, which is responsible for enriching the process, for getting the customer interested in his analysis, based on information that the customer does not have? This is why the sales representative must be extremely well trained to change his approach, to move from a ready-made pitch to a consulting role. There will be a rise in the salesperson’s role, with higher value-added transactions, provided that he develops his analytical skills, is able to understand the client’s organisation and provide him with personalised solutions to his problems instead of relying on product knowledge. Is analytics what will make the difference to the client? In the long run, we believe that only sales people who are able to bring value to their customers will survive. They will need people who can manage projects, understand the business environment, understand the financial background, analyse the organisational structures of their clients. While the ability to influence and emotional intelligence still exist, the general trend shows that analytics is taking over. Today, we have so much data that we can be sure of the numbers. But not to rest on one’s laurels, it must be a constant experience and one must question what led to such a decision. Commercial organisations, or managers, who experiment with models, will be the winners, because they do not rely only on intuition but also on figures.

 

They trust us