Articles publiés par Emeline Desert

Conscious Leadership

Publié le 20 May 2022

Leadership is often confused with management. Management is planning, staying on budget, convening a working group, solving everyday problems, maintaining order, and implementing strategies. It’s what we get paid to do. It’s very difficult to ask someone to make a real, emotional commitment to a cause if their leaders are not capable to understand their […]

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Can Anyone sell?

Publié le 12 February 2022

When it comes to sales, most people would have an “opinion” about the profession and its main actors, the sales people. Sales can have such a bad rep!! So to start with, let’s refine our topic.

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Why it’s crucial to rethink your sales reps’ annual reviews (part 2)

Publié le 27 January 2022

So what’s the process? We’ll start with the creation of a skills matrix, a key component for establishing a detailed, effective skills assessment, which enables you to define your development plans and guide each sales rep. Many management books divide sales performance into four cornerstones, three of which are different sets of skills: technical skills […]

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Why it’s crucial to rethink your sales reps’ annual reviews (part 1)

Publié le 21 January 2022

In many companies, the start of the year is the time when employees take part in annual reviews led by HR departments that often put a lot of energy into reminding employees how important the exercise is, and explaining the process and deadlines. For those in sales, these annual reviews—even when backed by the sleekest, […]

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B2B in the era of Covid

Publié le 07 December 2021

The world of B2B sales changed overnight. One day we woke up and realized that we couldn’t go visit our clients, that face-to-face meetings were no more, that market conditions were decoupled from consumer behavior, and that we were going to spend more time online than we could have imagined. According to the latest figures […]

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Soft skills and sales performance

Publié le 24 November 2021

It’s a cliché, but being a good sales rep takes more than business skills alone. You have to know your products well, but that’s only part of the equation for success in a highly competitive sales environment. Sales is a complex art that combines experience and product knowledge, along with an array of expertise, behavioral […]

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Figures Don’t Win Battles

Publié le 10 November 2021

During my career, I’ve seen a lot of leaders confuse figures with strategy. I’ve seen dozens of dashboards with an endless display of metrics that only appear to be indicators of imperfection in what really matters for the company.  Sometimes we spend a lot of our time looking at metrics or KPIs designed to measure […]

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Key account manager: develop the strategic relationship and create value with key customers

Publié le 27 October 2021

Setting up a Key Account Management program is a no-brainer in a world where innovative companies with a compelling story to tell need to evolve to stay ahead of the game. Especially given the shift to online procurement processes, brutal upheaval in clients’ markets, the concentration of the economy in market sectors, and increasingly complex […]

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What can we learn from the 2021 US Open’s historic edition?

Publié le 21 September 2021

This year we saw an absolutely historic US Open edition! In the women’s draw, this was the first time since 1999 that two teenagers, 18-year-old Emma Raducanu and 19-year-old Leylah Fernandez were able to advance to a Grand Slam final. The last time, the youngest – 18-year-old Serena Williams –  also happened to defeat her […]

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Client Relations: a “new” level of Sales Performance

Publié le 01 September 2020

This article is a slight departure from our usual content: we won’t be focusing on sales consultants or talking about specific techniques for sales, negotiations or management. Instead, we’ll be looking at our relationship with clients, which is key to sales performance. And the big difference between client relations and the aforementioned techniques is that […]

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