The Big Reframe: Rethinking B2B sales for the digital age
Publié le 27 April 2023As the business world continues to shift towards digital channels, B2B sales must adapt to keep up with changing customer needs and preferences. In this thought-provoking article from McKinsey & Company, experts explore the challenges facing B2B sales in the digital age and provide a roadmap for success. Through the “Big Reframe” approach, businesses can reframe their thinking around sales and adopt new strategies that prioritize customer experience, personalization, and agility. By embracing emerging technologies and shifting away from traditional sales models, companies can unlock new opportunities for growth and stay ahead of the competition. So, what exactly is the Big Reframe, and how can companies adopt this new approach […]
Sales techniques: negotiating around the no
Publié le 20 April 2023If we decided to start this article with the mythical song Je t’aime moi non plus by the duo Gainsbourg/Birkin, it is not to praise the French variety (if a little bit) but it is especially to show that it is not always useful in negotiation to always try to say yes and/or to want to be loved. No” is a very positive word. In some cases, it may even be advisable to run after it… Here are three first steps to follow to make “no” your ally. 1. The yes needs the no to win… To have value, the yes always needs a no as Jean-Pierre Raffarin, former Prime […]
The Sales Manager: a crucial role
Publié le 13 April 2023Having the best sales people is not enough! The role of the sales manager has always been a key element of success. Unfortunately, we often see companies where the sales manager plays the role of savior or fireman, or worse, spends most of his time in internal meetings and reporting. In the context of the upcoming crises and difficulties, the importance of the sales manager is even greater. We can no longer rely solely on the performance of individual sales forces. It is the ability of the manager to set up a structure of the sales department and to ensure the agility of the whole team that will make the […]
Remote training: what are the advantages for sales training?
Publié le 06 April 2023Remote sales training: how effective and real is it? For a long time, sales training has been deployed in a very simple “face-to-face” model. Either in “conference” formats, with groups ranging from 20 to hundreds of people, lasting between 1 hour and 3 hours on average; or in more “practical” formats, with situational exercises and smaller groups of between 8 and 15 people. These formats still exist, with disparities between different parts of the world. Smaller groups in Europe (on average 10) or in the USA, larger groups in Latin America or China for example, quite frequently up to 50. The arrival of blended learning over the last 10 years […]
Evaluating the performance of a salesperson
Publié le 30 March 2023Yes the turnover, but not only that! We tend to associate a salesperson’s effectiveness with the amount of business he or she generates, the volume of sales he or she makes. But is this really the right way to evaluate his performance? Progress, sales profitability, the number of customers and new customers, the market share obtained with each of them, these are real performance indicators! A good manager does not only manage results, he manages an action plan for his sales team and a regular follow-up of their activities. You may think you’re a good coach for your sales team… but are you really? According to a recent study, 79% […]
The influence of Onboarding on sales performance
Publié le 23 March 2023“Recruiting the right person for the right job is good; keeping them is better.” What’s behind this common sense? First, a matter of cost: recruitment is expensive. A successful recruitment that results in a separation within the first year is even more expensive! The replacement of a failed hire represents between 30% and 400% of his or her annual salary, depending on the job in question (Source: Talent Management & HR). Second, let’s be positive and look at the short and long-term benefits of successful onboarding. Benefit n°1: it allows for a quicker start-up. Valued by the reception and support during his first steps in his function, the sales person […]
The action plan to properly supervise salespeople’s activities
Publié le 16 March 2023Efficiency is defined as the ability to produce maximum results with minimum effort or expense. In sales, effort generally refers to the time spent to obtain the desired result. The efficient salesperson is therefore the one who is in front of the right customer, with the right intervention, done in the right way and in the right quantities. To achieve this, we rely on an action plan that optimizes the time spent with the customer and reduces time wasted. An effective action plan allows you to reach your sales objectives and to keep the right customers in the long term. Through its mission to improve the sales capacity of companies […]
Focus on cost management and margin optimization
Publié le 09 March 2023The year 2023 has begun in a climate of economic uncertainty related to a possible upcoming recession. To address the impact that such a situation can have on an organization’s sales function, Celsius Halifax North America is offering a series of three articles on the trends to watch for in order to react and position yourself favorably in such an environment. To get through the next 18 months without losing too many feathers, we must focus on managing sales costs and optimizing profit margins. Since we have already agreed not to focus on sales during this period but rather on market share, we must think carefully about the mandates we […]
By the way, what is Halifax’s CSR value proposition?
Publié le 02 March 2023Carrefour and Bel have just announced the conclusion of a 1er commercial agreement integrating societal (support for the industry, accessibility, plants) and environmental (carbon footprint) clauses. Cécile Beliot-Zind, CEO of the Bel group, said that this was “a real creation of value, beyond financial utility value”. Recently, we were discussing this topic of sustainable business performance at a team meeting, and a colleague asked, “By the way, what is the Halifax CSR value proposition? Of course, for a firm that created a 100% e-learning Sales Academy more than 10 years ago (today with nearly 150 modules available in 14 different languages) and that more recently was able to support all […]
Focus on Market Share
Publié le 23 February 2023The year 2023 has begun in a climate of economic uncertainty linked to a possible future recession. To address the impact that such a situation can have on an organization’s sales function, Celsius – Halifax North America is proposing a series of three articles on the trends to be observed in order to react and position oneself favorably in such a context. FOCUS ON MARKET SHARE RATHER THAN REVENUE The best strategy in times of uncertainty is certainly to hold on to what you have and make sure you’re ready when the economy turns around. It sounds easy enough to say, but it’s not so easy to do… because in […]
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