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En 2013, l’investissement moyen en coaching des
forces de vente a augmenté de 250 $ pour atteindre
2 065 $ PAR COMMERCIAL
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Infographie "Le ROI du coaching sur les forces de ventes"

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Infographie "Le ROI du coaching sur les forces de ventes"

  1. 1. En 2013, l’investissement moyen en coaching des forces de vente a augmenté de 250 $ pour atteindre 2 065 $ PAR COMMERCIAL Soit 13 % de plus que les années précédentes. LESCHIFFRESPARLENTD’EUX-MÊMES: les commerciaux ayant bénéficié de coaching sont 17 % plus performants que les autres. Encore plus parlant, le coaching est un facteur déterminant pour permettre aux commerciaux d’atteindre leurs objectifs. But, what is the ROI for Sales Coaching? 9O % 1O7 % OBJECTIF Équipes ayant reçu plus de 2 heures de coaching par mois Équipes ayant reçu plus de 3 heures de coaching par mois AUGMENTATION DU TAUX DE CONVERSION « La formation crée des vendeurs. Le coaching en fait des champions. » - Keith Rosen Résultats en termes de ventes conclues Plus épanouis, les commerciaux tissent des liens plus fort avec leur supérieur direct. Les commerciaux vendent plus et sont davantage fidélisés et impliqués. Les nouveaux commerciaux sont intégrés et opérationnels plus rapidement. DIMINUTION DES REPORTS DE SIGNATURE RÉDUCTION DES DÉLAIS ENTRE CHAQUE CONTACT CLIENT 73 % SOURCES : « CSO Sales Performance Optimization : 2013 Sales Process Analysis » « 8 Steps to Creating a Coaching Culture », Keith Rosen Mais quel est le ROI du coaching des forces de ventes ? Le coaching a également un effet positif sur le moral, la fidélisation et le relationnel des équipes : Les équipes commerciales bénéficiant de coaching concluent 161 % de contrats en plus. Le coaching des forces de ventes apporte des résultats concrets. IMPACT SUR LES RÉSULTATS : Les IMPACTS DIRECTS du coaching sur... les indicateurs commerciaux LEROIDU 25 % 17 %

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