{"id":2321,"date":"2022-10-07T13:58:45","date_gmt":"2022-10-07T13:58:45","guid":{"rendered":"https:\/\/datarecrutement.fr\/actualites\/?p=2321"},"modified":"2022-12-07T14:37:00","modified_gmt":"2022-12-07T14:37:00","slug":"comment-selectionner-recruter-un-tres-bon-sales","status":"publish","type":"post","link":"https:\/\/datarecrutement.fr\/actualites\/comment-selectionner-recruter-un-tres-bon-sales\/","title":{"rendered":"Comment s\u00e9lectionner un tr\u00e8s bon sales ? +200 Chief Sales Officers partagent leurs avis en 3 points cl\u00e9s"},"content":{"rendered":"<h2><span style=\"font-weight: 400;\">R\u00e9sultats de notre \u00e9tude contributive de 2022 : d\u00e9couvrez en 3 points comment recruter de bons sales dans la tech, selon +200 Chief Sales Officer.\u00a0<\/span><\/h2>\n<p>Apr\u00e8s avoir sollicit\u00e9 200 CSO des plus belles <a href=\"https:\/\/bigmedia.bpifrance.fr\/news\/cest-quoi-une-scale\">scale-ups<\/a>, je vous partage 3 insights sur la s\u00e9lection des commerciaux, pour r\u00e9ussir \u00e0 recruter de bons sales.<\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-2323 size-medium\" src=\"https:\/\/datarecrutement.fr\/actualites\/wp-content\/uploads\/IMG-2328-600x467.jpg\" alt=\"comment s\u00e9lectionner un bon commercial\" width=\"600\" height=\"467\" srcset=\"https:\/\/datarecrutement.fr\/actualites\/wp-content\/uploads\/IMG-2328-600x467.jpg 600w, https:\/\/datarecrutement.fr\/actualites\/wp-content\/uploads\/IMG-2328-768x597.jpg 768w, https:\/\/datarecrutement.fr\/actualites\/wp-content\/uploads\/IMG-2328-1024x797.jpg 1024w, https:\/\/datarecrutement.fr\/actualites\/wp-content\/uploads\/IMG-2328-1536x1195.jpg 1536w, https:\/\/datarecrutement.fr\/actualites\/wp-content\/uploads\/IMG-2328.jpg 2048w\" sizes=\"auto, (max-width: 600px) 100vw, 600px\" \/><\/p>\n<h2><\/h2>\n<h2><span style=\"color: #ff4f69;\"><strong>Insight #1 : Les crit\u00e8res les plus importants pour s\u00e9lectionner un tr\u00e8s bon sales<\/strong><\/span><\/h2>\n<p>Les 3 plus importants :<\/p>\n<p><span style=\"font-weight: 400;\">1-\u00a0 Le <strong>s<\/strong><\/span><span style=\"font-weight: 400;\"><strong>avoir-\u00eatre<\/strong> (posture, expression, valeurs, \u2026)<\/span><\/p>\n<p><span style=\"font-weight: 400;\">2 &#8211; La <\/span><span style=\"font-weight: 400;\"><strong>motivation<\/strong> (m\u00e9tier, quotidien, entreprise, \u2026)<\/span><\/p>\n<p><span style=\"font-weight: 400;\">3 &#8211; Les <\/span><span style=\"font-weight: 400;\"><strong>performances pass\u00e9es<\/strong> (bonus per\u00e7us, place dans l\u2019\u00e9quipe, d\u00e9tails des KPI)<\/span><\/p>\n<p>&nbsp;<\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-2325 size-medium\" src=\"https:\/\/datarecrutement.fr\/actualites\/wp-content\/uploads\/Capture-de\u0301cran-2022-10-07-a\u0300-15.59.19-600x368.png\" alt=\"les crit\u00e8res les plus importants pour la s\u00e9lection d\u2019un tr\u00e8s bon sales\" width=\"600\" height=\"368\" srcset=\"https:\/\/datarecrutement.fr\/actualites\/wp-content\/uploads\/Capture-de\u0301cran-2022-10-07-a\u0300-15.59.19-600x368.png 600w, https:\/\/datarecrutement.fr\/actualites\/wp-content\/uploads\/Capture-de\u0301cran-2022-10-07-a\u0300-15.59.19-1024x628.png 1024w, https:\/\/datarecrutement.fr\/actualites\/wp-content\/uploads\/Capture-de\u0301cran-2022-10-07-a\u0300-15.59.19-768x471.png 768w, https:\/\/datarecrutement.fr\/actualites\/wp-content\/uploads\/Capture-de\u0301cran-2022-10-07-a\u0300-15.59.19-1536x943.png 1536w, https:\/\/datarecrutement.fr\/actualites\/wp-content\/uploads\/Capture-de\u0301cran-2022-10-07-a\u0300-15.59.19.png 1936w\" sizes=\"auto, (max-width: 600px) 100vw, 600px\" \/><\/p>\n<p><span style=\"font-weight: 400;\">\u00c0 noter : La formation vient en dernier.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\"><strong>Mon avis :<\/strong> L<\/span><span style=\"font-weight: 400;\">\u2019\u00e8re du savoir \u00eatre s\u2019impose dans une soci\u00e9t\u00e9 de service et l\u2019intelligence \u00e9motionnelle avec les prospects sont avec la motivation les crit\u00e8res qui ressortent comme les plus valoris\u00e9s.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\"><strong>Comme notre valeur ajout\u00e9e chez Data Recrutement, ce n&rsquo;est pas de recruter des sales, <\/strong>mais de recruter de tr\u00e8s bons commerciaux, je valoriserai davantage le track record : place dans l\u2019\u00e9quipe, d\u00e9tails des KPI compar\u00e9 au bonus per\u00e7u, rapidit\u00e9 de l&rsquo;\u00e9volution, \u2026\u00a0<\/span><\/p>\n<p>&nbsp;<\/p>\n<h2><span style=\"color: #ff4f69;\"><strong>Insight #2 : 52% des CSO n&rsquo;appellent pas syst\u00e9matiquement leurs r\u00e9f\u00e9rences<\/strong><\/span><\/h2>\n<p><span style=\"font-weight: 400;\">Faites-vous des appels de r\u00e9f\u00e9rences avant de recruter un sales ?<\/span><\/p>\n<ul>\n<li><span style=\"font-weight: 400;\">48% : Syst\u00e9matiquement<\/span><\/li>\n<li><span style=\"font-weight: 400;\">44% : Ponctuellement<\/span><\/li>\n<li><span style=\"font-weight: 400;\">8% : Rarement<\/span><\/li>\n<li><span style=\"font-weight: 400;\">0% : Jamais<\/span><\/li>\n<\/ul>\n<p><strong>Mon avis de sp\u00e9cialiste Sales :\u00a0<\/strong><\/p>\n<p><span style=\"font-weight: 400;\">What ?! <\/span><\/p>\n<p><span style=\"font-weight: 400;\">Plus d\u2019un CSO sur deux ne prend pas syst\u00e9matiquement de r\u00e9f\u00e9rence ! <\/span><\/p>\n<p><span style=\"font-weight: 400;\">C\u2019est pourtant un good to have chez Data Recrutement &#8211; en recoupant id\u00e9alement le n+1 et la personne comptable des r\u00e9sultats financi\u00e8rement parlant.\u00a0<\/span><\/p>\n<p><strong>Les \u00e9l\u00e9ments principaux \u00e0 v\u00e9rifier peuvent \u00eatre :\u00a0\u00a0<\/strong><\/p>\n<ul>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Le <strong>track record \/ preuves du succ\u00e8s \/ contexte\u00a0<\/strong><\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">La <strong>place dans l\u2019\u00e9quipe\u00a0<\/strong><\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">La <strong>r\u00e9mun\u00e9ration \/ le % du bonus et sa construction<\/strong><\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Les <strong>conseils pour le management \u00e0 venir<\/strong><\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Le <strong>d\u00e9roul\u00e9 de la rupture\u00a0<\/strong><\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"text-decoration: underline;\"><strong>\u00c0 quel point au final il re-embaucherait son coll\u00e8gue pour un projet entrepreneurial ?<\/strong><\/span><\/li>\n<\/ul>\n<p><strong>Cependant, le faible r\u00e9sultat pourrait aussi s\u2019expliquer : <\/strong><\/p>\n<ol>\n<li><span style=\"font-weight: 400;\">Par <strong>manque de temps<\/strong> &#8211; et si vous d\u00e9l\u00e9guiez vos recrutements ? <\/span><\/li>\n<li><span style=\"font-weight: 400;\">L\u2019<strong>envie de conclure &#8211; <\/strong>aaah <em>Emotions<\/em> quand tu nous tiens !\u00a0<\/span><\/li>\n<li><span style=\"font-weight: 400;\">La <strong>situation des candidats<\/strong> qui sont toujours en poste dans leur exp\u00e9rience la plus signifiante.\u00a0<\/span><\/li>\n<\/ol>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<h2><strong><span style=\"color: #ff4f69;\">Insight #3 : R\u00e9aliser des mises en situation pertinentes<\/span><\/strong><\/h2>\n<ul>\n<li><span style=\"font-weight: 400;\">67% des CSO r\u00e9alisent des \u00e9tudes de cas.\u00a0<\/span><\/li>\n<li><span style=\"font-weight: 400;\">33% s\u2019en passent.<\/span><\/li>\n<\/ul>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-2332 size-medium\" src=\"https:\/\/datarecrutement.fr\/actualites\/wp-content\/uploads\/Capture-de\u0301cran-2022-10-07-a\u0300-16.09.16-600x365.png\" alt=\"recruter commerciaux sales r\u00e9aliser des mises en situation pertinentes\" width=\"600\" height=\"365\" srcset=\"https:\/\/datarecrutement.fr\/actualites\/wp-content\/uploads\/Capture-de\u0301cran-2022-10-07-a\u0300-16.09.16-600x365.png 600w, https:\/\/datarecrutement.fr\/actualites\/wp-content\/uploads\/Capture-de\u0301cran-2022-10-07-a\u0300-16.09.16-1024x622.png 1024w, https:\/\/datarecrutement.fr\/actualites\/wp-content\/uploads\/Capture-de\u0301cran-2022-10-07-a\u0300-16.09.16-768x467.png 768w, https:\/\/datarecrutement.fr\/actualites\/wp-content\/uploads\/Capture-de\u0301cran-2022-10-07-a\u0300-16.09.16.png 1488w\" sizes=\"auto, (max-width: 600px) 100vw, 600px\" \/><\/p>\n<p><strong>Mon avis :\u00a0<\/strong><\/p>\n<p><span style=\"font-weight: 400;\">Quel dommage pour le tiers qui passe \u00e0 c\u00f4t\u00e9 de cette exp\u00e9rience candidat !\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">L\u2019\u00e9tude de cas sert aux candidats pour leur montrer le quotidien du poste, la mont\u00e9e en comp\u00e9tence que pourra lui proposer le poste et le style manag\u00e9riale qui lui sera proposer, par exemple dans la qualit\u00e9 du feedback.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Elle donne une image s\u00e9lective du poste.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Elle sert aussi \u00e0 projeter le candidat : peu de tol\u00e9rance \u00e0 avoir si l\u2019\u00e9change n\u2019est pas sinc\u00e8re, ou les basiques non tenus pour les postes senior (ex. L\u2019approche exploratoire en d\u00e9but de vente) ou c\u2019est r\u00e9dhibitoire si le cas n\u2019est pas pr\u00e9par\u00e9 selon moi.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\"><strong>Ma conclusion :<\/strong> un bon thermom\u00e8tre du temp\u00e9rament sales et de la maturit\u00e9 m\u00e9tier du candidat, m\u00eame s\u2019il faut l\u2019\u00e9valuer \u00e0 l\u2019aune de son exp\u00e9rience et garder l&rsquo;exercice court (1H de pr\u00e9paration, 30 minutes maximum, d\u00e9briefing inclus)\u00a0<\/span><\/p>\n<p>&nbsp;<\/p>\n<p><strong>Les exemples de cas r\u00e9els propos\u00e9s qui reviennent le plus :\u00a0<\/strong><\/p>\n<ul>\n<li><span style=\"font-weight: 400;\">Proposer un script d\u2019email et t\u00e9l\u00e9phonique dans les 2h<\/span><\/li>\n<li><span style=\"font-weight: 400;\">Simulation de call\u00a0<\/span><\/li>\n<li><span style=\"font-weight: 400;\">Simulation de vente\u00a0<\/span><\/li>\n<li><span style=\"font-weight: 400;\">Simulation de Pitch \u00e0 un niveau ex\u00e9cutives<\/span><\/li>\n<li><span style=\"font-weight: 400;\">Simulation d\u2019objection\u00a0<\/span><\/li>\n<li><span style=\"font-weight: 400;\">Cas analytique\u00a0<\/span><\/li>\n<li><span style=\"font-weight: 400;\">Plan de business d\u00e9veloppement : cible, message, canaux, \u2026<\/span><\/li>\n<li><span style=\"font-weight: 400;\">Mapping d\u2019un compte\u00a0<\/span><\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<p><strong>Data Recrutement est expert du recrutement sales dans les entreprises techs en forte croissance : <span style=\"color: #ff4f69;\"><a style=\"color: #ff4f69;\" href=\"https:\/\/datarecrutement.fr\/entreprises\/\">d\u00e9couvrez notre pr\u00e9sentation ici<\/a><\/span> et vous aussi, recruter de bons sales !<\/strong><\/p>\n<p><a href=\"https:\/\/datarecrutement.fr\/entreprises\/\"><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-2327 size-medium\" src=\"https:\/\/datarecrutement.fr\/actualites\/wp-content\/uploads\/Capture-de\u0301cran-2022-10-07-a\u0300-16.04.38-600x452.png\" alt=\"data recrutement\" width=\"600\" height=\"452\" srcset=\"https:\/\/datarecrutement.fr\/actualites\/wp-content\/uploads\/Capture-de\u0301cran-2022-10-07-a\u0300-16.04.38-600x452.png 600w, https:\/\/datarecrutement.fr\/actualites\/wp-content\/uploads\/Capture-de\u0301cran-2022-10-07-a\u0300-16.04.38-1024x771.png 1024w, https:\/\/datarecrutement.fr\/actualites\/wp-content\/uploads\/Capture-de\u0301cran-2022-10-07-a\u0300-16.04.38-768x578.png 768w, https:\/\/datarecrutement.fr\/actualites\/wp-content\/uploads\/Capture-de\u0301cran-2022-10-07-a\u0300-16.04.38-1536x1157.png 1536w, https:\/\/datarecrutement.fr\/actualites\/wp-content\/uploads\/Capture-de\u0301cran-2022-10-07-a\u0300-16.04.38.png 1596w\" sizes=\"auto, (max-width: 600px) 100vw, 600px\" \/><\/a><\/p>\n","protected":false},"excerpt":{"rendered":"<p>R\u00e9sultats de notre \u00e9tude contributive de 2022 : d\u00e9couvrez en 3 points comment recruter de bons sales dans la tech, selon +200 Chief Sales Officer.\u00a0 Apr\u00e8s avoir sollicit\u00e9 200 CSO des plus belles scale-ups, je vous partage 3 insights sur la s\u00e9lection des commerciaux, pour r\u00e9ussir \u00e0 recruter de bons sales. Insight #1 : Les crit\u00e8res les plus importants pour s\u00e9lectionner un tr\u00e8s bon sales Les 3 plus importants : 1-\u00a0 Le savoir-\u00eatre (posture, expression, valeurs, \u2026) 2 &#8211; La motivation (m\u00e9tier, quotidien, entreprise, \u2026) 3 &#8211; Les performances pass\u00e9es (bonus per\u00e7us, place dans l\u2019\u00e9quipe, d\u00e9tails des KPI) &nbsp; \u00c0 noter : La formation vient en dernier.\u00a0 Mon avis : L\u2019\u00e8re du savoir \u00eatre s\u2019impose dans une soci\u00e9t\u00e9 de service et l\u2019intelligence \u00e9motionnelle avec les prospects sont avec la motivation les crit\u00e8res qui ressortent comme les plus valoris\u00e9s.\u00a0 Comme notre valeur ajout\u00e9e chez Data Recrutement, ce n&rsquo;est pas de recruter des sales, mais de recruter de tr\u00e8s bons commerciaux, je [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":2323,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":[],"categories":[29,10],"auteurs":[13,44],"class_list":["post-2321","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-toutes-fonctions","category-sales-support","auteurs-thomas-benard","auteurs-whitney-bekombo"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.4 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Comment s\u00e9lectionner un tr\u00e8s bon sales ? 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