From: Subject: 10 conseils d'experts pour recruter les meilleurs commerciaux Date: Tue, 4 Dec 2007 14:15:22 +0100 MIME-Version: 1.0 Content-Type: multipart/related; type="text/html"; boundary="----=_NextPart_000_0036_01C83680.1B546A50" X-MimeOLE: Produced By Microsoft MimeOLE V6.00.2900.3198 This is a multi-part message in MIME format. ------=_NextPart_000_0036_01C83680.1B546A50 Content-Type: text/html; charset="utf-8" Content-Transfer-Encoding: quoted-printable Content-Location: http://www.focusco.fr/spip.php?article335 =EF=BB=BF 10 conseils d'experts pour recruter les meilleurs = commerciaux

3D"Focus
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 Former=20 ses commerciaux

R=C3=A9mun=C3=A9rer=20 ses commerciaux

Motiver=20 ses =C3=A9quipes

Outils=20 de suivi

Incentives

Equiper=20 ses forces de vente

Recruter=20 des = commerciaux


 O=C3=B9=20 les recruter ?

Grandes=20 =C3=A9coles et universit=C3=A9s

Techniques=20 de recrutement

Evolution=20 et progression=20 personnelle


 D=C3=A9velopper=20 ses comp=C3=A9tences

N=C3=A9gocier=20 son salaire et les avantages

Prospection=20 et fid=C3=A9lisation des=20 clients


 Prospection

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Forums=20 Focus CODirecteurs,=20 managers commerciaux : =C3=A9changez vos = exp=C3=A9riences,=20 d=C3=A9battez de strat=C3=A9gies = commerciales, partagez vos=20 points de vue sur les m=C3=A9thodes CRM, = sur les bonnes=20 fa=C3=A7ons de fid=C3=A9liser vos forces = de vente, etc=E2=80=A6 Nos=20 forums vous sont ouverts !=20 =
Recruter=20 des commerciaux -> Techniques=20 de recrutement -> A la=20 une
publi=C3=A9 le=20 06/11/2007		 Envoyer cet = article =C3=A0 un=20 ami

10 conseils d=E2=80=99experts pour recruter les = meilleurs=20 commerciaux


3D"10

Lors des = Rencontres Focus CO=20 du 16 octobre 2007, Jacques de Poix et Thierry Tarel*, = tous=20 deux sp=C3=A9cialistes dans le recrutement de profils = commerciaux,=20 ont particip=C3=A9 =C3=A0 un atelier-conf=C3=A9rence = dans le but de fournir=20 aux managers quelques cl=C3=A9s pour d=C3=A9tecter et = s=C3=A9lectionner les=20 meilleurs =C3=A9l=C3=A9ments. Pour ceux qui = n=E2=80=99=C3=A9taient pas pr=C3=A9sents ce=20 jour l=C3=A0, voici un rappel des 10 conseils qui ont = =C3=A9t=C3=A9=20 prodigu=C3=A9s. Conseils =C3=A0 retenir... et =C3=A0=20 appliquer !

1) Anticiper les=20 besoins
Tout d=E2=80=99abord, il faut = d=C3=A9terminer vos r=C3=A9els=20 besoins au sein de l=E2=80=99entreprise. Vous devez = davantage vous=20 demander pour quelle raison vous voulez embaucher, que = pr=C3=A9d=C3=A9finir un poste pour une personne. Par = ailleurs, il est=20 pr=C3=A9f=C3=A9rable de savoir comment vous allez = int=C3=A9grer votre futur=20 commercial. Penchez-vous sur sa possible = =C3=A9volution dans=20 l=E2=80=99entreprise et, cela d=C3=A8s le recrutement. = Car sachez qu=E2=80=99"improvisation et recrutement ne font pas = bon=20 m=C3=A9nage", pr=C3=A9cise Thierry Tarel.

2) Se fixer un = court=20 timing
Il est important de mettre en = place un=20 agenda pr=C3=A9cis pour le recrutement. Plus il est = court, plus il=20 est efficace. De plus, r=C3=A9pondez rapidement aux = bonnes=20 candidatures. Vous =C3=A9viterez qu=E2=80=99un = commercial performant soit=20 embauch=C3=A9 par l=E2=80=99un de vos concurrents.

3) Ne pas = recruter des=20 =C2=AB clones =C2=BB
Un de vos = collaborateurs vous=20 a quitt=C3=A9 ? Spontan=C3=A9ment, vous allez = rechercher un=20 candidat lui ressemblant... ou quelqu=E2=80=99un = correspondant =C3=A0=20 l=E2=80=99image du commercial id=C3=A9al. Ce sont = l=C3=A0 deux erreurs =C3=A0 ne=20 surtout pas commettre ! En fait, comme le = souligne=20 Jacques de Poix, =C2=AB  il = n=E2=80=99existe pas de=20 profil type du commercial =C2=BB.

4) Savoir ce = qu=E2=80=99est un bon=20 vendeur
=C2=AB Un bon = vendeur n=E2=80=99est=20 pas celui qui para=C3=AEt talentueux mais celui qui=20 vend =C2=BB, note l=E2=80=99un des experts. = Le recrutement =E2=80=9Cau=20 feeling=E2=80=9D est donc une m=C3=A9thode =C3=A0 = proscrire !

5) Diversifier le = sourcing
En optant pour plusieurs voies de = recrutements, vous augmenterez vos chances de trouver = les=20 meilleurs commerciaux. Passez donc par les annonces de = journaux, par internet... "Les = candidatures=20 re=C3=A7ues par mails doivent =C3=AAtre trait=C3=A9es = le plus vite=20 possible," conseillent les intervenants. Ecoutez = les=20 conversations de commerciaux lors des salons, des = rendez-vous=20 =C3=A0 l=E2=80=99ext=C3=A9rieur. Vous pourrez faire de = belles rencontres... et=20 pourquoi pas trouver le prochain talent de votre=20 entreprise.

6) Savoir = accueillir les=20 candidats
Lors du recrutement, une bonne=20 pr=C3=A9sentation de la soci=C3=A9t=C3=A9 est = essentielle. Un bon commercial=20 peut vous =C3=A9chapper si vous ratez cette = =C3=A9tape. Vous devez avoir=20 un excellent argumentaire sur votre soci=C3=A9t=C3=A9. = De toutes fa=C3=A7ons,=20 si vous savez vendre vos produits, vous savez aussi = vendre=20 votre entreprise...

7) Evaluer le=20 candidat
Vous devez =C3=A9valuer le = savoir, le=20 savoir-faire mais =C3=A9galement le savoir- =C3=AAtre = du candidat. Ce=20 dernier crit=C3=A8re, parfois oubli=C3=A9, est = pourtant tr=C3=A8s important.=20 Il vous r=C3=A9v=C3=A8lera la personnalit=C3=A9 du = commercial. Il vous=20 permettra d=E2=80=99=C3=A9valuer ses capacit=C3=A9s = d=E2=80=99=C3=A9volution personnelle et=20 d=E2=80=99=C3=A9volution au sein de = l=E2=80=99=C3=A9quipe.

8) Ne pas se = baser uniquement=20 sur le CV
Vous devez aussi prendre en=20 consid=C3=A9ration la motivation et =C3=A9valuer quel = type de management=20 permettra =C3=A0 votre nouveau venu de se sentir = bien.

9) Proposer des = outils=20 efficaces =C3=A0 vos commerciaux
Une force = de vente=20 efficace, c=E2=80=99est aussi celle qui poss=C3=A8de = des outils ad=C3=A9quats et=20 performants. Vous devez donc fournir le meilleur = =C3=A0 votre force=20 de vente.

10) Faire un = bilan=20 d=E2=80=99int=C3=A9gration et parrainer
Ce = genre d=E2=80=99exercice=20 vous permettra de savoir si votre nouveau = collaborateur s=E2=80=99est=20 bien adapt=C3=A9 =C3=A0 son poste. La communication = =C3=A9tant importante,=20 n=E2=80=99h=C3=A9sitez pas =C3=A0 faire des = r=C3=A9unions. Les non dits sont sources=20 de d=C3=A9couragement et de s=C3=A9paration. Attribuez = un parrain au=20 commercial arrivant. Cela lui permettra de = s=E2=80=99impliquer=20 davantage.

*Jacques de Poix est = directeur du=20 cabinet Norma Conseil RH.
Thierry Tarel est quant = =C3=A0 lui=20 directeur IDF de l=E2=80=99Institut Florian = Mantione.

Elodie=20 Moreau





Retour la liste de = news 


Dans = la m=C3=AAme=20 rubrique  


10=20 conseils d'experts pour recruter les = meilleurs=20 commerciaux


S=C3=A9lection=20 formation

S=E2=80=99affirmer face = aux clients=20 difficiles
3 = jours
 Vendre et n=C3=A9gocier = avec les Grands=20 Comptes
6 = jours
 Vente et n=C3=A9gociation = pour cadres=20 non-commerciaux
6 = jours
 Formation pratique =C3=A0 = la=20 vente
3=20 jours



=
Reproduction et=20 diffusion interdite =C2=A9 Focus CO 2007
Focus CO = est un site=20 du groupe Studyrama
 
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