Inéa Conseil
Discover the missions and methods of Inéa Conseil
Sales Management Training
What is sales management?
Le travail quotidien d’un manager commercial est complexe puisqu’il est souvent l’intermédiaire entre les directions commerciales, marketing et les équipes de vente, sans oublier le client. Dans l’entreprise, il est ainsi le responsable de l’efficacité commerciale. Le manager commercial accompagne ses équipes dans la réalisation des objectifs de vente. Il doit savoir traiter avec les différentes parties prenantes qui englobent le processus d’achat telles que le client, les équipes de vente, les fournisseurs, les directions marketing et commerciales ou encore les équipes financières pour optimiser la rentabilité de ses ventes. Être formé au management commercial est essentiel dans ce nouveau contexte économique qui transforme les manières de vendre.
New technologies and societal transformations are leading to changes in consumer needs. Whereas in the 2000s, it was all about the product, today, sales is effective when we return to the fundamentals of sales, namely the customer. Training employees and their managers in new sales approaches and techniques is crucial to meeting the new challenges facing companies.
▶ Read this article where Olivier Jacob, Sales and Management Expert
explains how to speed up the sales process:
"Nine strategies for speeding up the sales process"
What is the content of the sales management course?
Le manager commercial est à la fois un manager d’équipe mais aussi souvent un commercial en contact direct avec les clients. Cela implique la maitrise de compétences pluridisciplinaires qui touchent à la fois à la relation clientèle, au leadership, au management d’équipe et à la vente BtoB ou BtoC. Le Manager commercial doit être équipé de compétences lui permettant de faire face à des situations difficiles dans la gestion de ses collaborateurs, des fournisseurs ou des clients plus généralement. Ainsi, Inéa Conseil se positionne comme partenaire privilégié et de qualité pour vous accompagner dans cette formation pour continuer de construire des équipes et une organisation résiliente et performante sur le plan humain.
La formation management commercial se décline autour de 7 axes :
- Identify your employees' strengths and areas for improvement in sales
- Coaching sales team members effectively
- Train your sales force to apply company processes and best practices
- Support the salesperson in analyzing his position and levers of action with a complex customer
- Adding value to your sales force during a difficult negotiation with a customer
- Mobilize your team on sales priorities
- Lead the implementation of a strategy with field sales representatives and top management.
Each module in this training program is designed to equip you with the tools and techniques you need to excel in your managerial role. Inéa Conseil guarantees quality sessions tailored to your specific needs.
Our training courses are based on active, immersive teaching methods rooted in real life. Each topic is explored through scenarios directly related to the participants' jobs, facilitating immediate application in their daily professional lives.
We also incorporate film clips, educational games, examples of good/bad practices, and explanatory videos to promote awareness, emotion... and a little humor, because we learn better when we can breathe. Learning is supported by a variety of materials: illustrations, practical fact sheets, summary cards, guided exercises, questionnaires, and operational documents that can then be used in the field.
Finally, the emphasis is on each person's successes and strengths, in order to boost confidence, motivation, and the desire to progress throughout the course.
What are the objectives of this management training course?
À l’issue de cette formation management commercial, vous serez capable de :
- Développer une relation durable avec les clients de l’entreprise
- Mieux déléguer et faire confiance à son équipe de vente
- Travailler en groupe avec les équipes de marketing et de vente
- Coacher ses collaborateurs sur le terrain
- Développer son intelligence émotionnelle et faire face aux situations difficiles
- Fidéliser ses équipes et ses clients
- Améliorer l’efficacité commerciale par la maitrise des outils de communication
- Optimiser les techniques de vente : vendre plus et mieux
- Adapter son comportement aux interlocuteurs
Progress is monitored throughout the program thanks to a structured, action-oriented approach that includes:
- A self-assessment grid completed at the start and end of the training course. Participants evaluate their confidence level for each targeted skill. This step-by-step assessment allows them to immediately see their progress and areas for improvement.
- Operational objectives defined at the end of each sequence. Participants identify the specific actions they intend to implement, ensuring the transfer of skills to their job.
- Regular practical application: case studies, guided exercises, simulations, and role-playing to verify real understanding and lasting mastery of skills.
This assessment tool provides a clear and measurable overview of the participant's progress, both in terms of their level of proficiency and their confidence in applying their skills in a professional setting.
Who should attend?
Aucun prérequis n’est nécessaire pour suivre cette formation. Le programme Management Commercial est destiné aux commerciaux et aux managers d’équipes commerciales.
The disability advisor can help you adapt the course to suit your needs. The materials and equipment required to carry out the assessments can be adapted.
For all registration requests:
Contact us by phone at 01 47 20 31 46 or via the contact form, and one of our advisors will respond within 48 hours.
An individual meeting with one of our advisors will allow you to:
- to verify that the training meets your needs,
- to clarify your career path,
- and to determine the most suitable session dates.
Access times:
Selon vos disponibilités : nos sessions sont ouvertes en continue, pour les sessions collectives, le démarrage est confirmé à partir de 4 inscrits, l’inscription est possible jusqu’à deux semaines avant la première session.
Training dates and locations
Training courses are available throughout the year, either in person (at your premises or in our dedicated rooms in Levallois, depending on the agreed arrangement) or remotely via Microsoft Teams or any other videoconferencing tool compatible with the internal constraints of your organization and our training organization.
For e-learning courses, we use our Learnybox platform, which can be accessed from a computer, tablet, or smartphone (equipment required for training). The content includes videos, interactive exercises, online resources, SCORM modules, downloadable documents, and training materials.
Our training courses can be taken individually or in groups.
In group sessions, training is provided for a minimum of 4 participants and a maximum of 12 participants in order to guarantee personalized support, rich exchanges, and careful monitoring of practical application.
Contact us for upcoming training dates and locations near you.
Our training courses are led by specialized coaches and trainers, each of whom is an expert in their field (management, sales, customer relations, etc.). With their hands-on experience, they provide a detailed understanding of operational realities, business challenges, and situations that participants may encounter.
Their approach combines practical experience, active teaching methods, and mastery of facilitation techniques: role-playing, structured debriefings, educational games, video analysis, and immediately actionable operational insights.
They support participants with kindness, high standards, and a genuine results-oriented culture, transforming each learning experience into lasting skills.
Rates & financing
Why choose Inéa Conseil?
Inéa Conseil is a training training organization recognized for its expertise in management and skills development. Since 2008, we have trained over than 2 000 people a year, including employees of major companies and private individuals. Our innovative teaching methods, including video learning and filmed scenarios, guarantee an enriching and effective learning experience.
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In short, Inéa Conseil is :
- 16 years of experience: Discover our history.
- Field studies and case studies.
- Performance improvement workshops.
- Individual, results-oriented support with a skills assessment and ongoing training.
- A host of innovative teaching tools.
- A "Mon Coach" mobile learning application.
- Certified distance e-learning sessions, for training at a distance and at your own pace.
- Face-to-face training courses in Paris and throughout France.
Discover
our online training platform
Listen to our podcasts now
Our clients testify
DISABILITY
Accessibility for people with disabilities: online or face-to-face PMR-accessible program. Give us a call so that we can guide you according to your disability.
Olivier Jacob, disability consultant: 0147203146 - contact@ineaconseil.fr
Learn in a fun way with film clips
Making a good sales pitch Tin Men
This comedy is inevitably close to caricature. Obviously, it does not lack scenes where we see our salesmen in action. The one that follows can give ideas to develop original and effective hooks.
Unite your team: Hoosiers
The coach gathers his team in the locker room and tries to mobilize them towards team spirit. He does not hesitate to lose so that the team values are respected
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