{"id":776,"date":"2020-08-20T11:20:10","date_gmt":"2020-08-20T09:20:10","guid":{"rendered":"https:\/\/www.valuans.com\/?p=776"},"modified":"2021-06-01T16:21:52","modified_gmt":"2021-06-01T14:21:52","slug":"accompagner-le-changement-de-metier","status":"publish","type":"post","link":"https:\/\/www.valuans.com\/en\/accompagner-le-changement-de-metier\/","title":{"rendered":"Accompagner le changement de m\u00e9tier"},"content":{"rendered":"
\n

Monter en comp\u00e9tence : de technicien \u00e0 prescripteur<\/span><\/h2>\n<\/blockquote>\n

Accompagner le changement de m\u00e9tier, explications \u00e0 partir d’un cas d’entreprise.<\/span><\/strong><\/p>\n

Notre client est une TPE qui propose des prestations techniques \u00e0 des grandes entreprises et \u00e0 des PME. La qualit\u00e9 de son expertise a \u00e9t\u00e9 la base de son d\u00e9veloppement et elle fid\u00e9lise ses clients gr\u00e2ce \u00e0 la r\u00e9activit\u00e9 de ses \u00e9quipes.<\/em><\/span><\/p>\n

 <\/p>\n

OBJECTIVES & CHALLENGES\u00a0<\/span><\/h3>\n
\"\"

Prendre la bonne direction pour monter en comp\u00e9tence.<\/p><\/div>\n

Apr\u00e8s une phase de croissance port\u00e9e par la comp\u00e9tence technique, notre client a atteint un palier et souhaitait accroitre son activit\u00e9<\/strong> sur un march\u00e9 o\u00f9 l\u2019image et la qualit\u00e9 de relation client sont centrales pour gagner de nouvelles affaires.<\/span><\/p>\n

L\u2019entreprise est reconnue pour son expertise, mais comme elle est identifi\u00e9e comme technicien, la commercialisation de nouvelles offres n\u00e9cessite d\u2019avoir une approche de vente diff\u00e9rente. <\/span><\/p>\n

L\u2019enjeu est de r\u00e9aliser un travail d\u2019ajustement en profondeur. Le\u00a0speech<\/strong>, the\u00a0actions<\/strong> au quotidien de l’\u00e9quipe en incluant des approches orient\u00e9es conseil et prescription<\/strong> avec les clients. Le but est de faire \u00e9voluer les m\u00e9tiers et postures des \u00e9quipes pour que la dimension commerciale<\/strong> soit pr\u00e9sente et efficace.<\/span><\/p>\n

 <\/p>\n

Les comp\u00e9tences que nous avons mobilis\u00e9es<\/strong><\/span><\/em><\/p>\n

\"\"<\/p>\n

Les \u00e9tapes o\u00f9 nous sommes intervenus<\/span><\/strong><\/span><\/em><\/p>\n

\"\"<\/p>\n

 <\/p>\n

M\u00c9THODE ET MISE EN \u0152UVRE pour accompagner le changement de m\u00e9tier<\/span><\/h3>\n

Des ateliers et des formations op\u00e9rationnelles en format sprint avec 3 temps forts : <\/span><\/p>\n

\n

Objectif<\/span><\/p>\n

Echange<\/span><\/p>\n

Action<\/span><\/p>\n<\/blockquote>\n

Nos ateliers \u00ab\u00a0sprint\u00a0\u00bb<\/strong> durent 1h30 avec 4 temps + 1 : <\/span><\/p>\n

    \n
  1. Positionnement du probl\u00e8me, on le met dans son contexte.<\/span><\/li>\n
  2. \u00c9change sur les r\u00e9sultats, les risques, les moyens, les appuis, les \u00e9ch\u00e9ances,<\/span><\/li>\n
  3. Co-construction des hypoth\u00e8ses et des actions possibles, apprentissage des outils et des m\u00e9thodes<\/span><\/li>\n
  4. Choix d’une action \u00e0 mettre en oeuvre d\u00e8s le lundi de la semaine suivante.<\/span><\/li>\n
  5. Am\u00e9lioration de ce qui a \u00e9t\u00e9 fait au d\u00e9but de l’atelier suivant.<\/span><\/li>\n<\/ol>\n

     <\/p>\n

    Le programme de l\u2019entreprise se construit en 9 \u00e9tapes qui permettent de se former aux fondamentaux de la vente<\/strong>, de travailler la strat\u00e9gie commerciale<\/strong> et les priorit\u00e9s<\/strong>, d\u2019identifier des cibles commerciales<\/strong>,\u00a0de lancer les premi\u00e8res offres.<\/strong><\/span><\/p>\n

    En mode \u00ab\u00a0learning by doing\u00a0\u00bb nous installons des actions de management<\/strong> avec le dirigeant et son \u00e9quipe pour faire bouger progressivement et durablement. L’objectif est de cr\u00e9er une nouvelle m\u00e9thode de travail et une nouvelle organisation au service de la croissance souhait\u00e9e.<\/span><\/p>\n

     <\/p>\n

    LES RESULTATS POUR NOTRE CLIENT dans son changement de m\u00e9tier<\/span><\/h3>\n

    \u2026 de la confiance dans les \u00e9quipes sur leur capacit\u00e9 \u00e0 vendre. Ils accompagnent la croissance souhait\u00e9e par le dirigeant, gr\u00e2ce \u00e0 des outils et des m\u00e9thodes commerciales adapt\u00e9es aux \u00e9quipes et au contexte particulier de la vente dans ce secteur d\u2019activit\u00e9.<\/span><\/p>\n

     <\/p>\n

    La prochaine \u00e9tape : le lancement du plan d\u2019action commercial et le suivi des r\u00e9sultats des actions.<\/b><\/span><\/strong><\/p>\n

     <\/p>\n

     <\/p>\n

     <\/p>\n

    D\u00e9couvrir notre offre\u00a0Formation<\/strong> :\u00a0https:\/\/www.valuans.com\/des-offres-adaptees-conseil-accompagnement-appui-operationnel-formation\/formation\/<\/a><\/p>","protected":false},"excerpt":{"rendered":"

    Monter en comp\u00e9tence : de technicien \u00e0 prescripteur Accompagner le changement de m\u00e9tier, explications \u00e0 partir d’un cas d’entreprise. Notre client est une TPE qui propose des prestations techniques \u00e0 […]<\/p>","protected":false},"author":2,"featured_media":778,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"content-type":"","footnotes":""},"categories":[4,17,7,16],"tags":[],"yoast_head":"\nAccompagner le changement de m\u00e9tier - Valuans<\/title>\n<meta name=\"description\" content=\"Activit\u00e9 sur un march\u00e9 o\u00f9 l'image et la qualit\u00e9 de la relation client sont centrales pour gagner de nouvelles affaires. 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