Developing the

INDIVIDUAL MOTIVATION

This training will allow you to understand the fundamentals of motivation and how to generate self-motivation. You will learn how to conduct motivating and effective interviews, as well as promote individual and/or collective recognition.

DISCOVER OUR TRAINING

Objectives

Intra

Our in-house sessions allow you to customize the training to your specific context and challenges, with specific anchoring options.

Discover our program

Content

Training access time: The training can start 8 days after the agreement is signed or the OPCO support agreement is received.

Customer reviews*

4.5/5 (1137 reviews)

Success rate*

92%

* These indicators are updated each year using consolidated data from previous years.

Source of indicators: List of trained learners/knowledge validation quiz/training evaluation

Last updated figures: 15/05/2024

Program

Training schedule

Needs and types of motivation

Maslow's hierarchy of needs
The checklist of motivational drivers and demotivating factors

Practical activities:

Formalize the actions to be taken to act on the levers of motivation
Formalize the actions to be taken to address the factors of demotivation

The Why, the meaning

The Why
The Dojo Kun canvas: rules of conduct

Practical activities:

Finalize your 'Why'
Formalize the rules of conduct for your entity.

Keys to motivation in action

The management styles canvas
The matrix of good practices for motivating
The matrix of 3 parasitic behaviors to avoid

Practical activities:

Complete the template for the management style adapted to your employees

Communication based on personality types

The DISC profile analysis matrix
The matrix of contributions and limitations by DISC profile
The adaptation sheet to the DISC profiles of the interlocutors

Practical activities:

Complete the DISC profile analysis grid for your employees
Complete the DISC profile adaptation form for your employees

Communication and dialogue tools

Managerial Dialogue Tools – KESTIO Manager©
The individual interview guide

Practical activities:

Prepare an individual performance review

After the training

Knowledge validation questionnaire

Before each session

Participants complete the corresponding e-learning module.

During the session

The trainer facilitates with quizzes, individual or collaborative exercises, challenges, and role-playing.

After each session

Participants complete practical exercises relevant to their own context.

TRAINING MODALITIES

Public

Sales and customer relationship team managers, Business Unit Managers/Directors, Regional Directors, and SME Managers.

All our training courses are accessible to people with disabilities. Contact us for specific support tailored to your needs.

Prerequisites

A positioning questionnaire is sent before the start of the training to assess the level before entering the training.

Evaluation

At the end of the training, participants will receive a questionnaire to validate their learning and establish the extent to which the training objectives have been achieved.

The results of this questionnaire will be provided to the client at the end of the training, during a post-training follow-up meeting (debriefing).

MANY TRAINING COURSES AVAILABLE

Also discover

Become a coach manager: posture and practices

Training to adopt a 'coach' approach, use objectives as a management and steering tool, and conduct motivating and effective interviews.

Handling difficult situations in customer relations

Training to improve the handling of difficult situations in customer relations in order to approach these situations as a means of enhancing the company's image.

Would you like to discuss your training needs?

Sales Motivation: Keys to Energizing Your Sales Teams

Sales motivation is an essential pillar of any successful company. Whether it's boosting individual performance or strengthening team spirit, a motivated sales team is the engine of success. But how do you effectively motivate a sales team? What are the best sales motivation strategies? How do you maintain this motivation in the long term?

Understanding Motivation Techniques for Sales Teams

There are many and varied techniques for motivating sales teams. They range from recognizing individual performance to creating a stimulating work environment. An effective approach is to set clear and achievable goals, and then reward team members who achieve them. Training in sales motivation can also play a crucial role in providing managers with the tools they need to inspire and motivate their teams.

The Importance of Motivation at Work

Workplace motivation is a determining factor in a company's overall performance. Motivated employees are more productive, more engaged, and more likely to remain loyal to their company. To boost workplace motivation, it is essential to understand the individual needs and motivations of each team member, as well as the external factors that can influence their engagement.

Employee Motivation Strategies

Company motivation strategies can take many forms. Some companies opt for reward and recognition programs, while others favor a more professional and personal development-oriented approach. Whatever strategy is chosen, it is important that it aligns with the company's objectives and values, and that it is supported by clear and transparent communication.

Maintaining Sales Team Motivation in the Long Term

Maintaining the motivation of salespeople over the long term can be a significant challenge. To achieve this, it's important to create a positive and stimulating work environment where team members feel valued and supported in their efforts. It's also essential to provide opportunities for professional development and to regularly recognize individual and collective successes.

Measure the Impact of Motivation on Sales Performance

Measuring the impact of motivation on sales performance can be complex, but it's a crucial element in evaluating the effectiveness of your motivation strategies. Indicators such as conversion rate, revenue per salesperson, and customer satisfaction can be used to assess the effectiveness of your motivational efforts. By analyzing this data regularly, you can identify what works well and what can be improved.

In conclusion, sales motivation is a key element of success in the sales field. By understanding sales team motivation techniques, implementing effective strategies, and measuring the impact of your efforts, you can create a culture of excellence that will drive the growth and success of your business.

Become a coach manager:

POSTURE AND PRACTICES

This training will enable you to acquire the "coach" posture, adopt a "coach"-style management approach, use objectives as a management and steering tool, know how to delegate, and conduct motivating and effective interviews.

DISCOVER OUR TRAINING

Objectives

Intra

Our in-house sessions allow you to customize the training to your specific context and challenges, with specific anchoring options.

Discover our program

Content

Training access time: The training can start 8 days after the agreement is signed or the OPCO support agreement is received.

Customer reviews*

4.2/5 (1128 reviews)

Success rate*

97%

* These indicators are updated each year using consolidated data from previous years.

Source of indicators: List of trained learners/knowledge validation quiz/training evaluation

Last updated figures: 15/05/2024

Program

Training schedule

The components of the "coach posture"

The manager's functions/time matrix

Practical activities:

Complete the self-assessment of your management practices
Formalize your action plan to strengthen your coaching activities

The framework of the support

The self-assessment sheet on the 11 key skills of the coach
The matrix of commandments for Field coaching

Practical activities:

Provide examples of the 5 commandments of field coaching.

The stages of support.

The coaching preparation guide
The coaching guide
The hot off the press support exit guide

Practical activities:

Formalize the self-assessment of field support
Present a framing situation with one of your employees

Debriefing techniques and feedback grids

Frameworks for the 5 stages of debriefing – 5P
The sales skills matrix
The analysis and action matrix – Dilts Pyramid

Practical activities:

Starting from a real-life situation, analyze the debriefing to identify your progress plan.
Establish your sales skills matrix.

Difficult reframing situations and handling delicate cases

The reprimand canvas
The observation matrix of a reframing
The difficult situations management matrix

Practical activities:

Define the steps for effective realignment

After the training

Knowledge validation questionnaire

Before each session

Participants complete the corresponding e-learning module.

During the session

The trainer facilitates with quizzes, individual or collaborative exercises, challenges, and role-playing.

After each session

Participants complete practical exercises relevant to their own context.

TRAINING MODALITIES

Public

Sales and customer relationship team managers, Business Unit Managers/Directors, Regional Directors, and SME Managers.

All our training courses are accessible to people with disabilities. Contact us for specific support tailored to your needs.

Prerequisites

A positioning questionnaire is sent before the start of the training to assess the level before entering the training.

Evaluation

At the end of the training, participants will receive a questionnaire to validate their learning and establish the extent to which the training objectives have been achieved.

The results of this questionnaire will be provided to the client at the end of the training, during a post-training follow-up meeting (debriefing).

MANY TRAINING COURSES AVAILABLE

Also discover

Developing individual motivation

Training to understand the fundamentals of motivation and generate self-motivation, as well as promote individual and collective empowerment.

Organize your sales activity

Training to organize your prospecting work by determining relevant segmentation criteria or to automate your activity.

Would you like to discuss your training needs?

Sales Manager Training: Develop Your Leadership Skills

Commercial manager training is essential for those who aspire to excel in the field of sales management. As a commercial manager, you must master a set of specific skills to guide your team to success. But how do you become an effective commercial manager? What skills are needed to successfully lead a sales team? In this article, we will explore these questions and provide you with practical advice to develop your commercial manager skills and improve your team's performance.

Become an Effective Sales Manager

To become an effective sales manager, it is essential to develop a diverse set of skills. First of all, you must have in-depth knowledge of the sector in which you operate as well as the products or services you sell. Next, you must be able to motivate and inspire your team to achieve ambitious goals. Finally, you must be able to make strategic decisions and solve problems effectively.

Essential Skills for a Good Sales Manager

The skills needed to be a good sales manager are numerous. You must be an inspiring leader, able to clearly communicate your expectations and motivate your team to achieve them. You must also have time management and organizational skills to effectively plan your team's activities. In addition, you must be a good negotiator and be able to resolve conflicts professionally.

Manage a Sales Team Successfully

Successfully managing a sales team requires a combination of leadership, communication, and time management skills. You need to be able to identify the strengths and weaknesses of each member of your team and assign them to tasks that suit them best. You must also be able to set clear, measurable goals and track your team's progress toward achieving them.

Developing Effective Sales Strategies

To develop effective sales strategies as a sales manager, you must have a thorough understanding of the market and your customers. You must be able to identify the needs and motivations of your potential customers and develop offers that meet them. You must also be able to analyze your team's performance and adjust your strategies accordingly to maximize results.

Sales Manager Training: Your Path to Success

In conclusion, sales manager training is a valuable investment for those who want to succeed in the field of sales management. By developing your leadership skills, mastering sales coaching techniques, and improving your team's performance, you can reach new heights of success in your career.

Improve your managerial system and

IMPROVE EFFICIENCY

This training will enable you to create your target management system and acquire the tools and methods to implement this system based on key moments: individual interviews, meeting management, and on-the-ground coaching support.

DISCOVER OUR TRAINING

Objectives

Intra

Our in-house sessions allow you to customize the training to your specific context and challenges, with specific anchoring options.

Discover our program

Content

Training access time: The training can start 8 days after the agreement is signed or the OPCO support agreement is received.

Customer reviews*

4.6/5 (1025 reviews)

Success rate*

96%

* These indicators are updated each year using consolidated data from previous years.

Source of indicators: List of trained learners/knowledge validation quiz/training evaluation

Last updated figures: 15/05/2024

Program

Training schedule

Time management for managers

Analysis matrix of their mission and responsibilities
Analysis matrix of time spent per activity
Eisenhower Matrix

Practical activities:

Complete the self-assessment of your management practices
Formalize your action plan to enhance your activities to develop team performance

Reviewing your engagement strategy

Formalization chart of their management system
Self-assessment matrix of their current system

Practical activities:

Finalize the self-analysis of your management system.

The individual performance review

My team's performance indicators
The stages of an individual performance review
Framework for formalizing questions to ask at each stage

Practical activities:

Adjust your team's sales performance indicators
Working on individual performance review questions

Field coaching

The 5 commandments of field coaching
The 5Ps of debriefing
Analysis and action matrix: Dilts Pyramid

Practical activities:

Prepare a meeting debrief using the 5P framework
Complete Dilts' analysis grid on a situation experienced with a member of your team

Team meeting

The 5 keys to effective meetings
Meeting preparation template

After the training

Knowledge validation questionnaire

Before each session

Participants complete the corresponding e-learning module.

During the session

The trainer facilitates with quizzes, individual or collaborative exercises, challenges, and role-playing.

After each session

Participants complete practical exercises relevant to their own context.

TRAINING MODALITIES

Public

Sales and customer relationship team managers, Business Unit managers/directors, regional directors, and SME managers.

All our training courses are accessible to people with disabilities. Contact us for specific support tailored to your needs.

Prerequisites

A positioning questionnaire is sent before the start of the training to assess the level before entering the training.

Evaluation

At the end of the training, participants will receive a questionnaire to validate their learning and establish the extent to which the training objectives have been achieved.

The results of this questionnaire will be provided to the client at the end of the training, during a post-training follow-up meeting (debriefing).

MANY TRAINING COURSES AVAILABLE

Also discover

Developing individual motivation

Training to understand the fundamentals of motivation and generate self-motivation, as well as promote individual and collective empowerment.

Organize your sales activity

Training to organize your prospecting work by determining relevant segmentation criteria or to automate your activity.

Would you like to discuss your training needs?

Management Training: essential step

Management training is an essential step for anyone aspiring to positions of responsibility within a company. Whether you are already in post or undergoing professional retraining, acquiring management skills is a major asset for progressing in your career. But why take a management training course, and what are the objectives and key skills taught in this field?

Management Training: Acquire the necessary skills to lead a team successfully

The main objective of management training is to enable you to acquire the skills necessary to lead a team successfully. Whether in the private or public sector, management training prepares you to make strategic decisions, organize work effectively and motivate your team to achieve set objectives.

Management Training: Ability to set clear and achievable goals

One of the key skills taught in a management training course is the ability to set clear and achievable goals. Knowing how to define specific goals for yourself and your team is essential to guide your actions and measure progress. In addition, learning how to organize work effectively is another important aspect of management training. This includes task planning, resource allocation, and time management to ensure goals are achieved on schedule.

Management Training: Project Management

Project management is also a fundamental skill taught in management training programs. Learning to define the stages of a project, allocate resources, track progress, and solve problems encountered along the way are crucial aspects of successfully completing any project.

Management Training: Human dimension of leadership

Finally, management training also addresses the human dimension of leadership. Knowing how to motivate and inspire your team, communicate effectively, resolve conflicts and encourage collaboration are all essential skills to be an effective leader.

In conclusion, taking a management training course is an investment in your professional future. Whether it's to develop your leadership skills, improve your ability to organize work, or simply to give a new boost to your career, management training can open up new perspectives and help you achieve your professional goals.

Devenir manager coach : Posture et pratiques

MGT-02

Augmentez le niveau d’engagement et d’efficience de vos équipes !

Objectives

Comprendre comment animer son équipe, susciter et entretenir la motivation
Savoir comment obtenir plus d’efficacité de ses collaborateurs
Comprendre comment gérer les situations difficiles et intervenir efficacement
Savoir identifier les points de progrès personnels
S’entraîner pour intégrer les techniques et développer les réflexes efficaces

Topics covered

Les composantes de la posture « coach » et les différences avec d’autres styles de management
Adopter un management de type « coach » face aux différents profils de collaborateurs et types de situations
Faire des objectifs un véritable outil de pilotage et de management
Savoir déléguer efficacement pour renforcer l’autonomie de son équipe
Mener des entretiens motivants et efficaces
Rendre une réunion d’équipe efficace et attrayante
Les 5 étapes d’un débriefing réussi
Réussir ses accompagnements terrain

Methods

Approche pédagogique interactive, ludique et impliquante pour maîtriser les outils du dialogue managérial
Mises en situation et entraînements sur des cas réels
Débriefing sur la base des enregistrements vidéo
Échanges d’expériences et de bonnes pratiques
Remise d’un livret de synthèse en fin de session
Construction d’un plan de progrès personnel

Program

5 sessions synchrones
de 02h00

Les composantes de la posture « coach »

Le cadrage d’accompagnement

Les étapes de l’accompagnement

Debriefing techniques and feedback grids

Les situations de recadrage et la gestion de cas délicats

+12h de micro-learning
+30mn de tutorat intersession (soit un total de 2h00)
+1h de cadrage
+1h de débriefing

2 à 5 participants
par session

Modality

At the end of the training, participants will receive a questionnaire to validate their learning and establish the extent to which the training objectives have been achieved.
The results of this questionnaire will be provided to the client at the end of the training, during a post-training follow-up meeting (debriefing).

Public

Managers d’équipes commerciales et relation client
Responsables/Directeurs de Business Unit
Directeurs Régionaux
Dirigeants d’entreprises (PME)

Prerequisites

Cette formation ne nécessite pas de prérequis.

What do a program and
a training session involve?

1 Launch-framing
program

2 Planning
sessions

3 Communication
Participants

4 Accès plateforme
Kestio live

Before each session

Participants receive resources (readings and videos) on the topic discussed.

During the video session

The trainer facilitates with quizzes, individual or collaborative exercises, video viewing, challenges, and role-playing.

After each session

Participants develop an action plan and complete practical exercises relevant to their own context.

Key indicators

225

Nombre de stagiaires formés

97%

de taux de réussite

98%

satisfaction rate

Improve your managerial system and increase efficiency

MGT-03

Amélioration de votre organisation et de votre efficacité • Augmentation du niveau d’engagement de vos équipes • Amélioration du bien être au travail de votre et de votre niveau

Objectives

Savoir comment définir le cadre de management et l’organisation commerciale adaptés à ses objectifs
Définir comment intégrer des indicateurs de pilotage pertinents dans son management
S’approprier les techniques et méthodes managériales efficaces et développer les bons réflexes

Topics covered

Impact de l’organisation du manager dans l’efficacité de son équipe et facteurs de réussite du mode de pilotage adopté
Auto analyse de son dispositif managérial actuel
Définition de son dispositif de management cible
Les outils et méthodes de mise en oeuvre du dispositif cible de management sur des moments clés
1. Les entretiens individuels
2. La conduite de réunion
3. Les accompagnements coaching terrain

Methods

Atelier de travail sur son dispositif de management actuel et ses objectifs à partir d’une matrice d’analyse du dispositif managérial
Définition d’un dispositif de management cible intégrant les évolutions identifiées
Entraînement et mises en situation individuels et collectifs
Débriefing sur la base des enregistrements vidéo Remise d’un livret de synthèse en fin de session

Program

5 sessions synchrones
de 2h30

L’organisation du temps de manager

La revue de son dispositif d’animation

L’entretien individuel de performance

Le coaching Terrain

La réunion d’équipe

+12h de micro-learning
+30mn de tutorat intersession (soit un total de 2h00)
+1h de cadrage
+1h de débriefing

2 à 5 participants
par session

Modality

À l’issue de la session de formation, un questionnaire d’évaluation sera remis aux participants afin d’établir le niveau d’atteinte des objectifs de la formation.
Les résultats de ce questionnaire seront restitués au client en fin de mission, au cours d’un rendez- vous de suivi postformation (réunion bilan).

Public

Managers d’équipes commerciales et relation client
Responsables/Directeurs de Business Unit
Directeurs Régionaux
Dirigeant d’entreprises (PME)

Prerequisites

Cette formation ne nécessite pas de prérequis

What does a program and
a training session involve?

1 Launch-framing
program

2 Planning
sessions

3 Communication
Participants

4 Accès plateforme
Kestio live

Before each session

Participants receive resources (readings and videos) on the topic discussed.

During the video session

The trainer facilitates with quizzes, individual or collaborative exercises, video viewing, challenges, and role-playing.

After each session

Participants develop an action plan and complete practical exercises relevant to their own context.

Key indicators

Nombre de stagiaires formés

95%

de taux de réussite

98%

satisfaction rate