{"id":56577,"date":"2019-02-28T11:34:04","date_gmt":"2019-02-28T09:34:04","guid":{"rendered":"https:\/\/blog.salesflare.com\/sales-pipeline-management"},"modified":"2024-07-04T14:43:44","modified_gmt":"2024-07-04T12:43:44","slug":"sales-pipeline-management-pro","status":"publish","type":"post","link":"https:\/\/blog.salesflare.com\/fr\/gestion-du-pipeline-de-vente-pro","title":{"rendered":"Comment g\u00e9rer le pipeline de vente comme un pro"},"content":{"rendered":"<h1>Comment g\u00e9rer le pipeline de vente comme un pro<\/h1>\n<h2 class=\"h2-subheader\"><strong>Masterclass sur le pipeline de vente : Sixi\u00e8me partie<\/strong><\/h2>\n<figure class=\"image regular\"><img decoding=\"async\" src=\"https:\/\/images.storychief.com\/account_481\/unsplash-image_22c44c0db069e7031a367326fc01c2e0_800.jpg\" alt=\"photographie de paysage d&#039;une colline brune sous un ciel bleu, vue \u00e0 travers l&#039;ouverture d&#039;un pipeline de vente m\u00e9taphorique\"><figcaption>Photographe : <a href=\"https:\/\/unsplash.com\/@drewsal\" target=\"_blank\" rel=\"noopener noreferrer\">Drew Sal<\/a> | Source : <a href=\"https:\/\/unsplash.com\/\" target=\"_blank\" rel=\"noopener noreferrer\" class=\"translation-block\">Unsplash<\/a><\/figcaption><\/figure>\n<p class=\"translation-block\">Vous g\u00e9n\u00e9rez davantage de prospects B2B, vous les <u><a href=\"\">qualifiez activement<\/a><\/u> et vous organisez <u><a href=\"https:\/\/blog.salesflare.com\/fr\/reunions-de-vente\">des r\u00e9unions de vente<\/a><\/u> avec des clients potentiels. Mais comment vous assurer que vous ne perdez aucune donn\u00e9e importante au cours du processus de vente et que vous gardez une trace des progr\u00e8s r\u00e9alis\u00e9s avec chaque prospect ? C'est l\u00e0 qu'intervient la gestion du pipeline de vente.<\/p>\n<blockquote><p><em class=\"translation-block\">Ce billet est la sixi\u00e8me partie d'une nouvelle <a href=\"https:\/\/salesflare.com\/fr\/masterclasses\/sales-pipeline\">S\u00e9rie de masterclasses sur la construction de votre pipeline de vente<\/a>. Construire un solide <a href=\"https:\/\/blog.salesflare.com\/fr\/pipeline-de-vente\">pipe de vente<\/a> est la cl\u00e9 #1 du succ\u00e8s commercial. C'est pourquoi nous avons cr\u00e9\u00e9 ce guide indispensable, \u00e9tape par \u00e9tape, pour vous apprendre \u00e0 construire votre pipeline de la bonne mani\u00e8re. <\/em><\/p><\/blockquote>\n<p><em>- Jeroen Corthout, Co-fondateur <u><a href=\"https:\/\/salesflare.com\/fr\">Salesflare<\/a><\/u><\/em>, <em class=\"translation-block\">un CRM commercial facile \u00e0 utiliser pour les petites entreprises B2B<\/em><\/p>\n<p class=\"translation-block\">Dans cette sixi\u00e8me partie de la s\u00e9rie, nous vous expliquons comment g\u00e9rer efficacement votre pipeline<\/a> sans vous noyer dans une mer de pistes de vente.<\/p>\n<p class=\"translation-block\">\u00a0<\/p>\n<h2 id=\"fb3ti\">Cinq \u00e9tapes pour une meilleure gestion du pipeline de vente<\/h2>\n<h3 id=\"3189i\"><strong>1. Visualisez votre pipeline d'opportunit\u00e9s <\/strong><\/h3>\n<p class=\"translation-block\">Il est important d'avoir une vue d'ensemble de votre <a href=\"https:\/\/blog.salesflare.com\/fr\/pipeline-de-vente\">projet de vente<\/a> si vous voulez \u00eatre en mesure d'optimiser vos ressources. Une visualisation claire vous permettra de contr\u00f4ler vos opportunit\u00e9s et de travailler de mani\u00e8re cibl\u00e9e, \u00e9tape par \u00e9tape.<\/p>\n<p class=\"translation-block\">Il permet \u00e9galement d'identifier rapidement les opportunit\u00e9s de grande qualit\u00e9<\/a>, en indiquant les domaines dans lesquels vous devriez d\u00e9ployer davantage d'efforts pour conclure une affaire.<\/p>\n<figure class=\"image large\"><img decoding=\"async\" src=\"https:\/\/d37oebn0w9ir6a.cloudfront.net\/account_481\/1-Pipeline_779ad0807ef9525948b3d69186dbb375.gif\" alt=\"L&#039;outil de gestion automatis\u00e9e et visualis\u00e9e du pipeline de vente de Salesflare\"><figcaption class=\"translation-block\">L'\u00e9cran de gestion visuelle du pipeline de vente de Salesflare<\/figcaption><\/figure>\n<p class=\"translation-block\">Commencez par organiser votre <a href=\"https:\/\/blog.salesflare.com\/fr\/pipeline-de-vente\" target=\"_blank\" rel=\"noopener noreferrer\">pipe de vente<\/a> en fonction des \u00e9tapes suivantes du processus de vente :<\/p>\n<ul>\n<li class=\"translation-block\">Leads (la premi\u00e8re fois qu'une personne appara\u00eet sur votre radar)<\/li>\n<li class=\"translation-block\">Contact\u00e9 (la premi\u00e8re fois que vous vous adressez \u00e0 une personne et que vous \u00e9tablissez un contact r\u00e9el)<\/li>\n<li class=\"translation-block\">Qualification (c'est ici que vous d\u00e9terminez si le prospect correspond ou non \u00e0 votre entreprise)<\/li>\n<li class=\"translation-block\">Proposition faite (ceux \u00e0 qui vous avez fait une offre formelle)<\/li>\n<li class=\"translation-block\">Gagnant\/perdant (les affaires que vous avez gagn\u00e9es et celles que vous avez perdues)<\/li>\n<\/ul>\n<p class=\"translation-block\">Pour am\u00e9liorer encore les choses, vous pouvez ajouter des \u00e9tapes personnalis\u00e9es pour classer les prospects qui n'ont pas leur place dans le pipeline actif.<\/p>\n<p class=\"translation-block\">Par exemple, si un prospect mentionne qu'il aura besoin de votre solution dans six mois, classez-le dans la cat\u00e9gorie \"frigo\". De m\u00eame, si vous remarquez qu'un prospect a d\u00e9pass\u00e9 votre cycle de vente moyen, classez-le dans la cat\u00e9gorie \"bloqu\u00e9\".<\/p>\n<p class=\"translation-block\">\u00a0<\/p>\n<h3 id=\"8ar88\"><strong>2. Se concentrer sur l'\u00e9tape suivante et assurer le suivi des t\u00e2ches <\/strong><\/h3>\n<p class=\"translation-block\">Une fois que vous avez identifi\u00e9 vos opportunit\u00e9s de faible, moyenne et haute qualit\u00e9, vous devez <u><a href=\"https:\/\/salesflare.com\/fr\/feature2.html\">vous concentrer sur les \u00e9tapes suivantes<\/a><\/u> pour chacune d'entre elles. Qu'il s'agisse de les relancer par courrier \u00e9lectronique ou simplement de les appeler pour prendre rendez-vous, vous devez garder le prospect \u00e0 l'esprit et faire tout ce qui est n\u00e9cessaire pour le faire progresser dans le pipeline.<\/p>\n<p class=\"translation-block\">\u00c0 mesure que votre pipeline s'\u00e9toffe, cela peut devenir difficile. De nombreuses \u00e9quipes de vente finissent par perdre des opportunit\u00e9s simplement parce qu'elles ont manqu\u00e9 un<a href=\"https:\/\/blog.salesflare.com\/fr\/suivi-des-appels-de-vente\"> suivi <\/a> ou qu'il n'\u00e9tait pas opportun.<\/p>\n<p class=\"translation-block\">Utilisez un syst\u00e8me de gestion de la relation client (CRM) facile \u00e0 utiliser pour une meilleure gestion du pipeline de vente. Cr\u00e9ez les t\u00e2ches sur lesquelles vous devez vous concentrer pour chaque prospect sur la base des interactions pr\u00e9c\u00e9dentes. Le CRM vous permettra \u00e9galement d'acc\u00e9der facilement aux donn\u00e9es dont vous aurez besoin au moment de prendre ces mesures.<\/p>\n<figure class=\"image large\"><img decoding=\"async\" src=\"https:\/\/images.storychief.com\/account_481\/image1_3813aa673680da4489ce3ac4ea3d4c89_1000.png\" alt=\"Capture d&#039;\u00e9cran de l&#039;\u00e9cran d&#039;aper\u00e7u des t\u00e2ches de Salesflare pour faciliter la gestion du pipeline de vente.\"><figcaption class=\"translation-block\">L'\u00e9cran de synth\u00e8se des t\u00e2ches de Salesflare<\/figcaption><\/figure>\n<p class=\"translation-block\">\u00a0<\/p>\n<h3 id=\"2d3h7\"><strong>3. Automatiser votre tr\u00e9sor d'informations CRM<\/strong><\/h3>\n<p class=\"translation-block\">Procurez-vous un CRM qui r\u00e9cup\u00e8re automatiquement toutes les donn\u00e9es n\u00e9cessaires \u00e0 partir de diff\u00e9rentes plateformes num\u00e9riques telles que les e-mails, les m\u00e9dias sociaux, le site web, votre calendrier et votre t\u00e9l\u00e9phone. De cette fa\u00e7on, vous n'aurez pas \u00e0 passer des heures interminables \u00e0 tout saisir dans votre CRM pour maintenir votre pipeline \u00e0 jour et vous pourrez vous concentrer sur le temps que vous passez avec vos prospects.<\/p>\n<p class=\"translation-block\">Un CRM automatis\u00e9 tel que Salesflare peut importer les signatures d'e-mail afin de rassembler les informations de contact, les profils sociaux et les donn\u00e9es connexes, vous montrant ainsi toutes les interactions que vous avez eues jusqu'\u00e0 pr\u00e9sent avec un prospect.<\/p>\n<figure class=\"image large\"><img decoding=\"async\" src=\"https:\/\/d37oebn0w9ir6a.cloudfront.net\/account_481\/3-AddressBook_ccc9b3c38255e15a8cf8415f6abf18cd.gif\" alt=\"Capture d&#039;\u00e9cran de la saisie automatis\u00e9e des donn\u00e9es par Salesflare\"><figcaption class=\"translation-block\">Saisie automatis\u00e9e des donn\u00e9es par Salesflare<\/figcaption><\/figure>\n<p class=\"translation-block\">L'acc\u00e8s facile \u00e0 toutes les donn\u00e9es vous permet \u00e9galement de suivre l'int\u00e9r\u00eat d'un prospect, les contacts que votre \u00e9quipe a \u00e9tablis au sein d'une entreprise et bien d'autres choses encore.<\/p>\n<p class=\"translation-block\">Une fois toutes les donn\u00e9es automatis\u00e9es et en place, vous pouvez \u00e9galement <a href=\"https:\/\/blog.salesflare.com\/fr\/the-subtle-art-of-following-up-with-automation-67cc1f509c1c\">automatiser certains de vos courriels de routine<\/a> adress\u00e9s aux prospects lorsqu'ils atteignent un certain stade dans le pipeline.<\/p>\n<p><a href=\"https:\/\/blog.salesflare.com\/fr\/lautomatisation-des-ventes-en-saas-dans-le-growth-hacking-de-votre-entreprise\" class=\"translation-block\">L'automatisation au service de l'automatisation<\/a> vous permettra de remporter plus d'affaires en un rien de temps !<\/p>\n<p class=\"translation-block\">\u00a0<\/p>\n<h3 id=\"aqlab\"><strong>4. Faire des calculs<\/strong><\/h3>\n<p class=\"translation-block\">Une fois que votre <a href=\"https:\/\/blog.salesflare.com\/fr\/meilleur-logiciel-de-suivi-des-ventes\">processus de vente est suivi dans un CRM<\/a>, il est temps de faire des calculs. Il s'agit notamment d'examiner votre <a href=\"https:\/\/blog.salesflare.com\/fr\/liste-de-prospects\">liste de prospects<\/a> pour d\u00e9terminer le nombre de prospects chauds, ti\u00e8des et froids, le cycle de vente moyen de votre pipeline, l'impact sur vos objectifs commerciaux et le nombre r\u00e9el d'affaires que vous concluez.<\/p>\n<figure class=\"image large\"><img decoding=\"async\" src=\"https:\/\/d37oebn0w9ir6a.cloudfront.net\/account_481\/5-Insights_a7f7657b59eac0c13a231eacb44fb435.gif\" alt=\"Capture d&#039;\u00e9cran du panneau Insights de Salesflare\"><figcaption class=\"translation-block\">Panneau Insights de Salesflare<\/figcaption><\/figure>\n<p class=\"translation-block\">Mais en plus de ce qui pr\u00e9c\u00e8de, examinez \u00e9galement l'efficacit\u00e9 de vos actions de sensibilisation et de suivi. &lt;Suivez les courriels<\/a>, les clics sur les liens et la fa\u00e7on dont les prospects interagissent avec votre site web. Cela vous aidera \u00e0 personnaliser et \u00e0 optimiser leur parcours jusqu'\u00e0 la conversion.<\/p>\n<p class=\"translation-block\">\u00a0<\/p>\n<h3 id=\"3igbk\"><strong>5. Effectuer r\u00e9guli\u00e8rement un balayage de la canalisation <\/strong><\/h3>\n<p class=\"translation-block\">Il est difficile d'abandonner la philosophie du \"plus c'est mieux\" et c'est pourquoi la plupart des \u00e9quipes de vente laissent toutes leurs pistes dans le pipeline pendant tr\u00e8s longtemps. Il s'agit notamment des pistes qui se sont r\u00e9v\u00e9l\u00e9es inutiles et de celles qui ont largement d\u00e9pass\u00e9 le cycle de vente moyen.<\/p>\n<p class=\"translation-block\">Examinez les donn\u00e9es de votre CRM pour identifier les prospects qui n'ont r\u00e9pondu \u00e0 aucune de vos communications. Identifiez les prospects paresseux qui ne font qu'absorber votre temps et vos ressources et supprimez-les de votre pipeline de vente.<\/p>\n<p class=\"translation-block\">En r\u00e8gle g\u00e9n\u00e9rale, prenez contact avec eux une derni\u00e8re fois. Envoyez-leur un petit courriel pour leur faire savoir que vous les retirez de votre pipeline et que s'ils sont int\u00e9ress\u00e9s, ils doivent vous contacter.<\/p>\n<p class=\"translation-block\">\u00a0<\/p>\n<h3 id=\"cuaj9\"><strong>Conclusion : vous avez besoin d'une gestion du pipeline de vente<\/strong><\/h3>\n<p class=\"translation-block\">M\u00eame si les <a href=\"https:\/\/blog.salesflare.com\/fr\/avantages-du-crm\">avantages<\/a> de la gestion du pipeline de vente sont nombreux, <a href=\"https:\/\/hbr.org\/2015\/01\/companies-with-a-formal-sales-process-generate-more-revenue\" target=\"_blank\" rel=\"noopener noreferrer\">44% des cadres<\/a> pensent que leur entreprise est inefficace dans ce domaine. Ils admettent avoir perdu de grandes opportunit\u00e9s en raison de leur incapacit\u00e9 \u00e0 utiliser efficacement les donn\u00e9es.<\/p>\n<p class=\"translation-block\">En termes simples, la gestion du pipeline de vente est comparable \u00e0 la propret\u00e9 de l'espace de travail. Elle vous permet de rester productif et de vous concentrer sur ce qui compte le plus.<\/p>\n<p class=\"translation-block\">Quel que soit le stade auquel se trouve votre entreprise, faites de la gestion de votre pipeline de vente un processus actif. Apr\u00e8s tout, ce sont les donn\u00e9es qui font ou d\u00e9font la croissance de votre entreprise.<\/p>\n<p><em class=\"translation-block\">Pr\u00eat \u00e0 am\u00e9liorer la gestion de votre pipeline de vente ? N'oubliez pas de nous retrouver la semaine prochaine pour la <a href=\"https:\/\/blog.salesflare.com\/fr\/les-techniques-de-cloture\">Septi\u00e8me partie de notre Masterclass sur le pipeline de vente : Comment r\u00e9ussir vos n\u00e9gociations de vente en utilisant des techniques de cl\u00f4ture \u00e9prouv\u00e9es<\/a>. Besoin d'une remise \u00e0 niveau ? Retournez lire la <u><a href=\"\">Cinqui\u00e8me partie : Qualification des prospects : Comment qualifier vos prospects B2B et am\u00e9liorer votre processus de vente<\/a><\/u>.<\/em><\/p>\n<blockquote><p class=\"translation-block\">\"Salesflare am\u00e9liore mon humeur car je peux voir les victoires. Et il m'a alert\u00e9 sur le manque d'opportunit\u00e9s \u00e0 un stade pr\u00e9coce.\"<\/p>\n<h6>Simon Lovegrove, Lovegrove Service Ltd.<\/h6>\n<\/blockquote>\n<p>\n    <figure class=\"image strchf-type-image regular strchf-size-regular strchf-align-center\">\n      <a href=\"https:\/\/salesflare.com\/fr\">\n        <picture>\n          <source \n            srcset=\"https:\/\/lib.salesflare.com\/images\/sf-blog-footer-transparent-800.avif 1x,                     https:\/\/lib.salesflare.com\/images\/sf-blog-footer-transparent-1600.avif 2x\" \n            type=\"image\/avif\" \/>\n          <source \n            srcset=\"https:\/\/lib.salesflare.com\/images\/sf-blog-footer-transparent-800.png 1x,                     https:\/\/lib.salesflare.com\/images\/sf-blog-footer-transparent-1600.png 2x\" \n            type=\"image\/png\" \/>\n          <img decoding=\"async\" \n            src=\"https:\/\/lib.salesflare.com\/images\/sf-blog-footer-transparent-800.png\" \n            srcset=\"https:\/\/lib.salesflare.com\/images\/sf-blog-footer-transparent-800.png 1x,                     https:\/\/lib.salesflare.com\/images\/sf-blog-footer-transparent-1600.png 2x\" \n            alt=\"Essayez le CRM de Salesflare\" \/>\n        <\/picture>\n      <\/a>\n    <\/figure><br>\n<em class=\"translation-block\">Nous esp\u00e9rons que cet article vous a plu. Si c'est le cas, passez le mot !<\/em><\/p>\n<p class=\"translation-block\">\ud83d\udc49<em>Vous pouvez suivre @salesflare sur<\/em> <em><u><a href=\"https:\/\/twitter.com\/salesflare\">Twitter<\/a><\/u><\/em>, <em><u><a href=\"https:\/\/www.facebook.com\/salesflare\/\">Facebook<\/a><\/u><\/em> <em>et<\/em> <em><u><a href=\"https:\/\/be.linkedin.com\/company\/salesflare\">LinkedIn<\/a><\/u>.<\/em><!-- Fin du script strchf --><\/p>","protected":false},"excerpt":{"rendered":"<p>Am\u00e9liorez votre processus de vente gr\u00e2ce \u00e0 la gestion du pipeline de vente. Cet article pr\u00e9sente un guide \u00e9tape par \u00e9tape sur la gestion de votre pipeline de vente du d\u00e9but \u00e0 la fin.<\/p>","protected":false},"author":14,"featured_media":56585,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"wl_entities_gutenberg":"","_crdt_document":"","footnotes":""},"categories":[183,62],"tags":[91,179],"wl_entity_type":[122],"class_list":["post-56577","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-masterclass","category-sales","tag-sales","tag-sales-pipeline","wl_entity_type-article"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.4 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Sales Pipeline Management: A Better Sales Flow From Start To Finish<\/title>\n<meta name=\"description\" content=\"Improve your sales process with sales pipeline management. 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