{"id":463,"date":"2016-11-24T00:00:00","date_gmt":"2016-11-23T22:00:00","guid":{"rendered":"http:\/\/doctuug235.235.axc.nl\/blog\/who-to-hire-as-your-first-sales-rep-7ff2b6b79180\/"},"modified":"2021-03-16T13:12:45","modified_gmt":"2021-03-16T12:12:45","slug":"who-to-hire-as-your-first-sales-rep-7ff2b6b79180","status":"publish","type":"post","link":"https:\/\/blog.salesflare.com\/fr\/qui-embaucher-comme-premier-representant-commercial-7ff2b6b79180","title":{"rendered":"Qui embaucher en tant que premier repr\u00e9sentant commercial ?"},"content":{"rendered":"
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Qui embaucher en tant que premier repr\u00e9sentant commercial ?<\/h1>\n

Michael Humblet - partie 1\/5<\/h2>\n<\/div>\n
<\/div>\n
\n

\"qui<\/p>\n

Nous avons interrog\u00e9 Michael Humblet, ancien vice-pr\u00e9sident des ventes de l'une des plus grandes start-ups europ\u00e9ennes, sur qui embaucher<\/a> en tant que premier repr\u00e9sentant commercial.<\/p>\n

<\/figure>\n

Quelles sont les comp\u00e9tences que je dois rechercher ?<\/h3>\n

L'exp\u00e9rience, c'est bien, mais quatre-vingt-dix pour cent ne seront pas pertinents, alors ce que vous devez rechercher, c'est un constructeur cr\u00e9atif. Ce qu'il faut donc, c'est un b\u00e2tisseur cr\u00e9atif, quelqu'un qui va sur le terrain, qui essaie de comprendre et de trouver des moyens d'acc\u00e9l\u00e9rer vos ventes.<\/p>\n

Comment le savoir ?<\/h3>\n

Vous devez trouver un moyen de d\u00e9couvrir sa motivation intrins\u00e8que. Cela signifie qu'il faut lui poser des questions telles que : si vous aviez 10 millions, que feriez-vous ?<\/p>\n

Ces questions vous permettront de conna\u00eetre les v\u00e9ritables ressorts de sa motivation.<\/p>\n

Quelles sont les personnalit\u00e9s \u00e0 \u00e9viter ?<\/h3>\n

Il faut \u00e0 tout prix \u00e9viter les mercenaires. Ils sont trop agressifs. Ils entreront dans votre entreprise. Ils perturberont votre client\u00e8le actuelle. Ils seront bons pour conclure, mais ce sera tout. L'autre type de personnalit\u00e9 qu'il faut \u00e9viter, ce sont les doux. Ils sont gentils, ils sont doux, tout le monde les aime, mais ils ne concluront pas votre affaire. Restez \u00e0 l'\u00e9cart de ces deux types de personnalit\u00e9s.<\/p>\n

Dois-je aimer mon premier vendeur ?<\/h3>\n

Vous devez travailler avec lui jour apr\u00e8s jour, donc vous devez au moins l'appr\u00e9cier. Deuxi\u00e8mement, je dirais : ach\u00e8teriez-vous chez lui ? C'est le crit\u00e8re le plus important pour moi. Vous savez aussi ce que veulent vos clients, donc si vous achetez chez lui, c'est qu'il est le bon.<\/p>\n<\/div>\n<\/div>\n<\/section>\n<\/section>\n<\/article>","protected":false},"excerpt":{"rendered":"

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