le problème de la gestion par les résultats La plupart des équipes commerciales sont pilotées par les résultats : chiffre d’affaires, marge, croissance. Mais les résultats sont une conséquence, pas une cause. On peut fêter un bon trimestre… tout en se dirigeant droit dans le mur. Car les résultats montrent le passé. La vélocité montre […]

What Do Salespeople (and People) Experience?Everything has changed and continues to change rapidly. Companies expect salespeople to focus on customers, but the challenges they face are complex: For example, the simple act of checking an Instagram message can lead you to forget your initial intent. A notification can immediately shift your focus with thoughts like, […]

In our rush to embrace new technologies, are we unintentionally sacrificing human connection? We justify this trade-off with buzzwords like efficiency, speed, and quality, but I can’t help feeling that we’re losing something essential along the way. Sales management is a prime example. The more technology we adopt, the more mechanized the process becomes. We dissect the sales journey into […]

Right before the start of the weekend, Friday evening at around 8 p.m., I was searching for an old email on a completely unrelated matter when I suddenly came across a message. It was an email on an ongoing delicate topic that I did not appreciate. Over the weekend, this topic kept wobbling in my […]

This week, I had a fascinating discussion with a business owner about the size of a business and the balance between client quantity and revenue quality. The question was simple yet profound: Is it better to generate €2M with 18 clients, or €1.8M with just 10 clients? The answer, as with most things in business, […]

Leadership is often celebrated as the pinnacle of success, while followership remains misunderstood and undervalued. Yet, in modern organizations, followership is not passive; it is an active and noble role, requiring the same finesse and skill as leadership. Together, these roles form a dynamic interplay that drives innovation, resilience, and success. Contrary to the passive […]

Sales has long been likened to a competitive sport, where dominance, expertise, and force are seen as the keys to success. But what if impactful selling isn’t about overpowering objections, but about redirecting and flowing with them? Drawing inspiration from the martial art of Aikido, we explore how embracing balance, agility, and empathy can redefine […]

What does Montreux—a serene Swiss town nestled by Lake Léman—have to do with Artificial Intelligence? At first glance, nothing. But let me explain… Last week, I was invited to speak at a conference in Lyon about the transformative impact of AI on the sales profession. To frame my talk, I posed three essential questions: The audience […]