{"id":57245,"date":"2019-09-03T10:37:06","date_gmt":"2019-09-03T08:37:06","guid":{"rendered":"https:\/\/blog.salesflare.com\/sales-time-management"},"modified":"2025-03-18T16:55:18","modified_gmt":"2025-03-18T15:55:18","slug":"sales-time-management","status":"publish","type":"post","link":"https:\/\/blog.salesflare.com\/fr\/gestion-du-temps-de-vente","title":{"rendered":"10 strat\u00e9gies efficaces de gestion du temps pour les repr\u00e9sentants commerciaux"},"content":{"rendered":"<h1>10 strat\u00e9gies efficaces de gestion du temps pour les repr\u00e9sentants commerciaux<\/h1>\n<h2 class=\"h2-subheader\">Un blog invit\u00e9 par Vartika Kashyap (Marketing Manager chez ProofHub)<\/h2>\n<figure class=\"image regular\"><picture><source srcset=\"https:\/\/images.storychief.com\/account_481\/frank-park-nXruwpNrOzQ-unsplash_5cb3ae60a7ab4ea059f126526c7078f3_800.jpg 1x, https:\/\/images.storychief.com\/account_481\/frank-park-nXruwpNrOzQ-unsplash_5cb3ae60a7ab4ea059f126526c7078f3_1600.jpg 2x\" media=\"(max-width: 768px)\"><\/source><source srcset=\"https:\/\/images.storychief.com\/account_481\/frank-park-nXruwpNrOzQ-unsplash_5cb3ae60a7ab4ea059f126526c7078f3_800.jpg 1x, https:\/\/images.storychief.com\/account_481\/frank-park-nXruwpNrOzQ-unsplash_5cb3ae60a7ab4ea059f126526c7078f3_1600.jpg 2x\" media=\"(min-width: 769px)\"><\/source><img decoding=\"async\" class=\"aligncenter\" src=\"https:\/\/images.storychief.com\/account_481\/frank-park-nXruwpNrOzQ-unsplash_5cb3ae60a7ab4ea059f126526c7078f3_800.jpg\" alt=\"regarder de pr\u00e8s\" width=\"800\" height=\"450\"><\/picture><\/figure>\n<p class=\"translation-block\">\"Le temps, c'est de l'argent\". Personne ne peut mieux comprendre ce vieux proverbe qu'un repr\u00e9sentant commercial. Si vous voulez gagner plus d'argent, vous devez consacrer plus de temps \u00e0 des activit\u00e9s de vente \u00e0 forte valeur ajout\u00e9e.<\/p>\n<p class=\"translation-block\">Pourtant, <u><a href=\"https:\/\/www.businesswire.com\/news\/home\/20171110005551\/en\/Sales-Reps-Spend-37-Time-Selling-Research\">une \u00e9tude<\/a><\/u>, bas\u00e9e sur les r\u00e9ponses de pr\u00e8s de 200 commerciaux, dont une douzaine d'entretiens approfondis, r\u00e9v\u00e8le que les commerciaux ont de s\u00e9rieux <a href=\"https:\/\/minutedock.com\/features\/time-tracking\">probl\u00e8mes de gestion du temps<\/a>. Selon l'\u00e9tude :<\/p>\n<ul>\n<li><strong class=\"translation-block\">&lt;Seuls 28% des repr\u00e9sentants commerciaux ont mis en place un syst\u00e8me de gestion du temps.<\/strong><\/li>\n<li><strong class=\"translation-block\"><em>Seuls 35,2% du temps des commerciaux sont consacr\u00e9s \u00e0 la vente et 65% \u00e0 tout le reste, mais pas \u00e0 la vente. <\/em><\/strong><\/li>\n<\/ul>\n<p class=\"translation-block\">Chaque minute consacr\u00e9e \u00e0 des activit\u00e9s non g\u00e9n\u00e9ratrices de revenus, selon l'\u00e9tude, repr\u00e9sente une perte d'opportunit\u00e9s et d'argent.<\/p>\n<p class=\"translation-block\">C'est pourquoi nous partageons avec vous quelques astuces faciles \u00e0 mettre en \u0153uvre pour passer plus de temps \u00e0 vendre et <a href=\"https:\/\/www.brosix.com\/blog\/increase-team-productivity\/\">augmenter vos chances d'atteindre les chiffres<\/a> et les objectifs fix\u00e9s.<br>\n\n    <figure class=\"image strchf-type-image regular strchf-size-regular strchf-align-center\">\n      <a href=\"https:\/\/salesflare.com\">\n        \n          \n          \n          <img src=\"https:\/\/lib.salesflare.com\/images\/sf-blog-footer-transparent-800.png\" alt=\"Essayez le CRM de Salesflare\" \/>\n        \n      <\/a>\n    <\/figure><\/p>\n<div class=\"section-divider\">\n<hr class=\"section-divider\">\n<h2 id=\"d3inq\">1. Cr\u00e9er et suivre un processus<\/h2>\n<p class=\"translation-block\">Si vous avez l'habitude de faire tout le travail de recherche de prospects par vous-m\u00eame, la cr\u00e9ation d'un processus standardis\u00e9 vous aidera \u00e0 acc\u00e9l\u00e9rer le processus et \u00e0 rendre les choses plus coh\u00e9rentes.<\/p>\n<p class=\"translation-block\">Cr\u00e9ez une routine de 5 minutes que vous devez suivre avant de passer un nouvel appel \u00e0 un prospect. Essayez ceci et vous serez en mesure de faire les choses rapidement et efficacement.<\/p>\n<p class=\"translation-block\">Utilisez <u><a href=\"https:\/\/www.proofhub.com\/features\/time-tracking-software\">le logiciel de gestion du temps<\/a><\/u> dans ce processus et vous serez en mesure d'utiliser votre temps de mani\u00e8re plus pratique et plus productive chaque jour. L'utilisation d'un <a href=\"https:\/\/www.timecamp.com\/blog\/2021\/09\/best-hour-tracking-apps\/\">suiveur d'heures<\/a> est une autre option int\u00e9ressante pour obtenir une vision plus pr\u00e9cise de l'utilisation de la majeure partie de votre temps.<\/p>\n<p class=\"translation-block\">\u00a0<\/p>\n<h2 id=\"4vm7r\">2. Am\u00e9liorer l'organisation<\/h2>\n<p class=\"translation-block\">Vous vous retrouvez souvent \u00e0 chercher des fichiers \u00e9pars et \u00e0 perdre un temps fou ?<\/p>\n<p class=\"translation-block\">Essayez alors d'utiliser un syst\u00e8me de gestion de fichiers bas\u00e9 sur le cloud qui vous aidera \u00e0 conserver tous vos fichiers et documents essentiels li\u00e9s \u00e0 la vente en un seul endroit. Assurez-vous \u00e9galement que vous pouvez partager, v\u00e9rifier et t\u00e9l\u00e9charger des fichiers (y compris diff\u00e9rentes versions d'un m\u00eame fichier) sans aucun probl\u00e8me.<\/p>\n<p class=\"translation-block\">Essayez de passer plus de temps \u00e0 obtenir des prospects<\/a> et \u00e0 r\u00e9aliser des ventes plut\u00f4t qu'\u00e0 rechercher et \u00e0 organiser des dossiers.<\/p>\n<p class=\"translation-block\">\u00a0<\/p>\n<h2 id=\"d77ii\">3. Focus sur la 20%<\/h2>\n<p class=\"translation-block\">Vous devez conna\u00eetre le principe de Pareto (\u00e9galement connu sous le nom de r\u00e8gle des 80\/20, pour ceux qui l'ignorent). En voici un bref aper\u00e7u :<\/p>\n<p><strong class=\"translation-block\"><em>\"80% de ventes proviennent de 20% de clients\"<\/em><\/strong><\/p>\n<p class=\"translation-block\">Cela signifie que vous perdez trop de temps \u00e0 vous concentrer sur des t\u00e2ches qui n'ont que peu ou pas d'impact sur votre r\u00e9ussite. Vous devez vous concentrer sur les t\u00e2ches dont le retour sur investissement est le plus \u00e9lev\u00e9.<\/p>\n<p class=\"translation-block\">N'oubliez pas que tous les noms figurant sur votre liste ne sont pas destin\u00e9s \u00e0 acheter ou \u00e0 devenir des clients \u00e0 forte valeur ajout\u00e9e. Si vous consacrez trop de temps \u00e0 une piste non qualifi\u00e9e, vous ne vendez pas - et c'est votre travail.<\/p>\n<p class=\"translation-block\">Plus t\u00f4t vous identifierez vos clients potentiels \u00e0 long terme, mieux ce sera pour vous.<\/p>\n<p class=\"translation-block\">\u00a0<\/p>\n<h2 id=\"6p8a6\">4. Rationaliser les t\u00e2ches r\u00e9p\u00e9titives<\/h2>\n<p class=\"translation-block\">Ce n'est pas grave si vous n'\u00eates pas un grand fan des \"scripts de vente\". Mais vous devez accepter le fait que si vous ciblez un certain type de clients, vos prospects seront le plus souvent semblables les uns aux autres.<\/p>\n<p class=\"translation-block\">Ainsi, au lieu d'investir le m\u00eame temps dans le m\u00eame type de t\u00e2ches, il serait plus judicieux de d\u00e9velopper un cadre. Cela ne prendra pas beaucoup de temps - il suffit de jeter un coup d'\u0153il rapide \u00e0 vos succ\u00e8s pass\u00e9s et de noter les d\u00e9tails qui pourraient s'av\u00e9rer utiles \u00e0 l'avenir.<\/p>\n<p class=\"translation-block\">Il vous aidera \u00e0 rationaliser les t\u00e2ches r\u00e9p\u00e9titives\/r\u00e9currentes et \u00e0 gagner du temps.<\/p>\n<p class=\"translation-block\">\u00a0<\/p>\n<h2 id=\"6ufl4\">5. Commencer \u00e0 mettre les choses en lots<\/h2>\n<p class=\"translation-block\">La mise en lots, le regroupement, le blocage du temps et le traitement par lots. Il s'agit de pratiques simples qui peuvent litt\u00e9ralement changer votre fa\u00e7on de faire les choses et vous rendre incroyablement productif du jour au lendemain.<\/p>\n<p class=\"translation-block\">Il vous suffit de sortir votre liste de t\u00e2ches, de regrouper les t\u00e2ches similaires (par exemple, <a href=\"https:\/\/contentsnare.com\/client-follow-up-emails\/\">suivi des courriels<\/a>, appels, r\u00e9unions, travail sur la gestion de la relation client) et de consacrer une plage de temps \u00e0 chaque groupe.<\/p>\n<p class=\"translation-block\">Si vous donnez \u00e0 votre cerveau le temps de rattraper son retard chaque fois que vous passez \u00e0 un nouveau type de t\u00e2che, vous serez beaucoup plus efficace.<\/p>\n<p class=\"translation-block\">\u00a0<\/p>\n<h2 id=\"a4375\">6. Suivre le temps de mani\u00e8re intelligente<\/h2>\n<p class=\"translation-block\">Lorsqu'il s'agit de g\u00e9rer son temps, le suivi du temps est une \u00e9vidence. La plupart d'entre nous ne sont pas conscients des habitudes qui nous font perdre du temps, et donc de la productivit\u00e9, au cours de la journ\u00e9e.<\/p>\n<p class=\"translation-block\">L'utilisation d'un logiciel de suivi du temps comme Toggl ou d'alternatives \u00e0 Toggl comme ProofHub, Everhour, Harvest, etc. peut vraiment vous aider \u00e0 reconna\u00eetre et \u00e0 comprendre ces habitudes. Vous pouvez suivre le temps que vous consacrez \u00e0 des t\u00e2ches sp\u00e9cifiques, <a href=\"https:\/\/biz30.timedoctor.com\/timeboxing\/\">analyser votre routine<\/a>, rep\u00e9rer des sch\u00e9mas et adapter votre <a href=\"https:\/\/www.appointedd.com\/blog\/time-management-6-tips-to-try-every-day\">strat\u00e9gie de gestion du temps<\/a> en cons\u00e9quence.<\/p>\n<p class=\"translation-block\">Si vous avez souvent l'impression d'avoir trop \u00e0 faire et pas assez de temps pour le faire, le suivi du temps est un bon point de d\u00e9part.<\/p>\n<p class=\"translation-block\">\u00a0<\/p>\n<h2 id=\"1tgcs\">7. Planifiez votre journ\u00e9e en fonction de vos clients<\/h2>\n<p class=\"translation-block\">Le temps que vous avez r\u00e9serv\u00e9 sur votre calendrier pour appeler les clients potentiels ne correspond pas n\u00e9cessairement \u00e0 leur emploi du temps. Et si vos horaires ne conviennent pas aux clients, vous ne ferez pas de bonnes ventes.<\/p>\n<p class=\"translation-block\">En effectuant d'abord quelques recherches de votre c\u00f4t\u00e9, vous pourrez d\u00e9terminer quel est le meilleur moment pour atteindre des prospects potentiels.<\/p>\n<p class=\"translation-block\">Planifiez votre journ\u00e9e en fonction de vos clients - connaissez leurs centres d'int\u00e9r\u00eat, familiarisez-vous avec leurs habitudes et cr\u00e9ez des horaires qui vous permettent de les joindre aux moments les plus opportuns.<\/p>\n<p class=\"translation-block\">\u00a0<\/p>\n<h2 id=\"aek32\">8. Limiter le multit\u00e2che<\/h2>\n<p class=\"translation-block\">Le fait d'\u00eatre multit\u00e2che ne fait pas de vous un repr\u00e9sentant commercial productif et performant. <u><a href=\"https:\/\/www.entrepreneur.com\/article\/294368\">Le multit\u00e2che n'est pas bon<\/a><\/u> pour la vente parce que votre cerveau ne peut pas faire deux choses \u00e0 la fois.<\/p>\n<p class=\"translation-block\">Lorsque vous tentez de vous atteler \u00e0 plusieurs t\u00e2ches, votre cerveau change constamment de vitesse et subit de s\u00e9rieux chocs en passant d'une t\u00e2che \u00e0 l'autre en succession rapide. En cons\u00e9quence, vous ralentissez et perdez 40 % de votre productivit\u00e9.<\/p>\n<p class=\"translation-block\">Ainsi, au lieu de faire plusieurs choses \u00e0 la fois, envisagez de donner la priorit\u00e9 \u00e0 vos activit\u00e9s de vente et essayez de vous concentrer sur une seule chose \u00e0 la fois.<\/p>\n<p class=\"translation-block\">\u00a0<\/p>\n<h2 id=\"ct6v\">9. Acc\u00e9der plus rapidement au NO<\/h2>\n<p class=\"translation-block\">Poursuivre la mauvaise piste (plus longtemps que n\u00e9cessaire) est une perte de temps pr\u00e9cieux.<\/p>\n<p class=\"translation-block\">Il est vrai qu'il est difficile de renoncer \u00e0 une vente, mais r\u00e9fl\u00e9chissez \u00e0 la question suivante : qu'est-ce qui est pr\u00e9f\u00e9rable ? Nourrir une piste viable ou suivre un prospect qui semble n'avoir que peu ou pas de chance.<\/p>\n<p class=\"translation-block\">Apprenez \u00e0 rep\u00e9rer les fausses pistes, \u00e0 les disqualifier le plus rapidement possible et \u00e0 atteindre le NON plus rapidement afin d'utiliser votre temps \u00e0 bon escient.<\/p>\n<p class=\"translation-block\">\u00a0<\/p>\n<h2 id=\"clkri\">10. Faire moins de pauses<\/h2>\n<p class=\"translation-block\">\u00cates-vous coupable de prendre trop de pauses au travail ? Si votre r\u00e9ponse est OUI, vous devez am\u00e9liorer vos habitudes quotidiennes.<\/p>\n<p class=\"translation-block\">Cela peut \u00eatre un peu difficile \u00e0 appliquer, mais il est n\u00e9cessaire de faire moins de pauses si vous voulez faire plus de ventes. \u00c9vitez de prendre l'habitude de faire une pause apr\u00e8s chaque appel. Une pause de quelques minutes (probablement de 5 \u00e0 10 minutes) toutes les 90 minutes suffit.<\/p>\n<p class=\"translation-block\">Une gestion efficace du temps est la cl\u00e9 qui vous permettra de devenir un bon vendeur - <em>productif, performant, moins stress\u00e9 et plus efficace<\/em>. Apprenez donc \u00e0 g\u00e9rer votre temps plut\u00f4t que de le laisser vous g\u00e9rer. Et veillez \u00e0 dormir suffisamment pour rester productif au travail<\/a>.<\/p>\n<p class=\"translation-block\">\u00a0<\/p>\n<p><em><strong>Quelques mots sur Vartika :<\/strong><\/em><br>\n<em class=\"translation-block\">Vartika Kashyap est responsable marketing chez ProofHub - un outil simple de gestion de projet et une puissante <u><a href=\"https:\/\/www.proofhub.com\/articles\/asana-alternatives\">alternative \u00e0 Asana<\/a><\/u>. Vartika aime \u00e9crire sur la productivit\u00e9, l'esprit d'\u00e9quipe, la culture du travail, le leadership et l'esprit d'entreprise. Contribuer \u00e0 l'am\u00e9lioration du lieu de travail est ce qui la fait cliquer. <\/em><\/p>\n<div class=\"section-divider\">\n<hr class=\"section-divider\">\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>\ud83d\udc49\u00a0<em>Vous pouvez suivre @salesflare sur<\/em>\u00a0<em><u><a href=\"https:\/\/twitter.com\/salesflare\">Twitter<\/a><\/u><\/em>,\u00a0<em><u><a href=\"https:\/\/www.facebook.com\/salesflare\/\">Facebook<\/a><\/u><\/em>\u00a0<em>et<\/em>\u00a0<em class=\"translation-block\"><u><a href=\"https:\/\/www.linkedin.com\/company\/salesflare\">LinkedIn<\/a><\/u>.<\/em><\/p>\n<\/div>\n<\/div>","protected":false},"excerpt":{"rendered":"<p>Dans le domaine de la vente, le temps est la ressource la plus pr\u00e9cieuse. Examinons quelques strat\u00e9gies simples de gestion du temps qui peuvent aider les commerciaux \u00e0 vendre plus en moins de temps.<\/p>","protected":false},"author":1,"featured_media":57246,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"wl_entities_gutenberg":"","_crdt_document":"","footnotes":""},"categories":[62],"tags":[91,225],"wl_entity_type":[122],"class_list":["post-57245","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-sales","tag-sales","tag-sales-productivity","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>10 Time Management Strategies For Sales Reps - More Sales in Less Time<\/title>\n<meta name=\"description\" content=\"When it comes to sales, your time is your most powerful resource. 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