{"id":4314,"date":"2020-04-30T18:09:45","date_gmt":"2020-04-30T16:09:45","guid":{"rendered":"https:\/\/startingfrance.com\/?p=4314"},"modified":"2022-05-09T15:02:37","modified_gmt":"2022-05-09T13:02:37","slug":"developpement-commercial-international-comment-organiser-sa-force-de-vente","status":"publish","type":"post","link":"https:\/\/startingfrance.com\/fr\/developpement-commercial-international-comment-organiser-sa-force-de-vente\/","title":{"rendered":"D\u00e9veloppement commercial international : comment organiser sa force de vente"},"content":{"rendered":"\n<p>Comment organiser puis mettre en place une force de vente pour des technologies BtoB sur un nouveau march\u00e9 export\u00a0? Une option s\u2019offre \u00e0 vous\u00a0: le d\u00e9veloppement commercial externalis\u00e9. Petit tour d\u2019horizon\u00a0!<\/p>\n\n\n\n<p><\/p>\n\n\n\n<div class=\"wp-block-image is-style-default\"><figure class=\"aligncenter size-large is-resized\"><img loading=\"lazy\" decoding=\"async\" src=\"https:\/\/startingfrance.com\/sf2020\/wp-content\/uploads\/2020\/04\/Travail-ensemble-article-1-1024x605.jpg\" alt=\"\" class=\"wp-image-4319\" width=\"520\" height=\"275\"\/><figcaption><br><\/figcaption><\/figure><\/div>\n\n\n\n<p><strong>1. Acqu\u00e9rir des comp\u00e9tences, sans perdre de temps<\/strong><\/p>\n\n\n\n<p><\/p>\n\n\n\n<p>Le d\u00e9veloppement international, c\u2019est comme apprendre une langue&nbsp;: certains y arrivent vite, d\u2019autres plus lentement. La langue peut \u00eatre une barri\u00e8re, par exemple entre la France et l\u2019Allemagne&nbsp;: peu d\u2019Allemands et peu de Fran\u00e7ais parlent la langue de leur voisin. Et les Fran\u00e7ais ne ma\u00eetrisent g\u00e9n\u00e9ralement pas aussi bien l\u2019anglais que les pays du Nord de l\u2019Europe. La culture est \u00e9galement diff\u00e9rente, de m\u00eame que les m\u00e9thodes de management et de raisonnement. Les clich\u00e9s sont aussi un frein business important, qu\u2019il faut savoir contourner pour closer&nbsp;un deal&nbsp;!<\/p>\n\n\n\n<p>Travailler avec une force de vente externalis\u00e9e permet de d\u00e9marrer sous quinze jours et de profiter de commerciaux maitrisant d\u00e9j\u00e0 les langues et les codes culturels pour faire du business dans le pays cibl\u00e9. Vous ne perdez pas non plus de temps et d\u2019argent \u00e0 chercher des bureaux et \u00e0 s\u00e9lectionner un\u00a0 expert-comptable.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p><strong>2. Planifier votre d\u00e9veloppement sur le long terme<\/strong><\/p>\n\n\n\n<p><\/p>\n\n\n\n<p>On imagine souvent l\u2019externalisation commerciale comme une solution courte, provisoire, \u00a0un \u00ab\u00a0one shot\u00a0\u00bb afin de tester un nouveau march\u00e9. FAUX. Une structure externalis\u00e9e se veut avant tout une solution cl\u00e9s en main, \u00e9vitant un long parcours de recrutement et garantissant une force op\u00e9rationnelle rapide. Bien s\u00fbr, dans un second temps, il restera toujours possible \u00a0de d\u00e9velopper une structure interne (filiale,\u00a0 joint-venture, etc.).<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p><strong>3. Des co\u00fbts scalables, et une croissance optimis\u00e9e<\/strong><\/p>\n\n\n\n<p><\/p>\n\n\n\n<p>Une force de vente externalis\u00e9e permet de contr\u00f4ler les co\u00fbts de l\u2019entreprise. Vous disposez d\u2019une force commerciale souple et adaptable (nombre de commerciaux par exemple) et pr\u00e9sente sur place (pour aller sur des salons, des \u00e9v\u00e8nements, faire des rendez-vous chez les prospects). Vous \u00e9vitez les pertes de temps en d\u00e9placement et les co\u00fbts associ\u00e9s. Vous \u00e9conomisez sur les honoraires d\u2019un cabinet de recrutement. Enfin, par rapport \u00e0 un recrutement, vous \u00e9vitez les complexit\u00e9s et surprises du droit du travail local.<\/p>\n\n\n\n<p>La force de vente externalis\u00e9e saura offrir des profils vari\u00e9s et compl\u00e9mentaires\u00a0: senior, junior, vente directe, channel sales\u2026 En recrutement traditionnel, il n\u2019est pas envisageable de d\u00e9marrer tout de suite avec autant de salari\u00e9s que de profils souhait\u00e9s.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<div class=\"wp-block-image\"><figure class=\"aligncenter size-large is-resized\"><img loading=\"lazy\" decoding=\"async\" src=\"https:\/\/startingfrance.com\/sf2020\/wp-content\/uploads\/2020\/04\/tableau-affaire-business-carri\u00e8re-travail-images-photos-gratuites-article-1024x674.png\" alt=\"\" class=\"wp-image-4315\" width=\"520\" height=\"275\"\/><figcaption><br><\/figcaption><\/figure><\/div>\n\n\n\n<p><strong>4. M\u00e9thode et t\u00e9nacit\u00e9 pour approcher le march\u00e9 cible<\/strong><\/p>\n\n\n\n<p><\/p>\n\n\n\n<p>Une structure de vente externalis\u00e9e garantit \u00e9galement un r\u00e9seau et un carnet d\u2019adresses. Chez StartingFrance, nous disposons d\u2019un large r\u00e9seau aupr\u00e8s des int\u00e9grateurs et soci\u00e9t\u00e9s de services allemands. Ce r\u00e9seau est bas\u00e9 sur des ann\u00e9es d\u2019activit\u00e9s commerciales avec d\u2019autres technologies.<\/p>\n\n\n\n<p>Vous n\u2019avez plus \u00e0 vous pr\u00e9occuper\u00a0 des absences pour vacances, jours f\u00e9ri\u00e9s, raisons personnelles et arr\u00eats maladie, autant de raisons de rater une relance ou un closing qui n\u2019arriveront plus gr\u00e2ce au suivi en continu par la structure externalis\u00e9e.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p><strong>5. Un paysage concurrentiel et une adaptation sp\u00e9cifique<\/strong><\/p>\n\n\n\n<p><\/p>\n\n\n\n<p>De nombreux concurrents sont pr\u00e9sent sur le march\u00e9 cible&nbsp;? L\u2019avantage de l\u2019externalisation de votre force de vente, c\u2019est sa connaissance du march\u00e9 et des interlocuteurs, d\u00e9j\u00e0 approch\u00e9s pour d\u2019autres technologies. StartingFrance est pr\u00e9sent au c\u0153ur de l\u2019\u00e9cosyst\u00e8me Tech &amp; Digital allemand, pour vous.<\/p>\n\n\n\n<p>De plus, vous disposez d\u2019une \u00e9quipe pouvant r\u00e9pondre \u00e0 des besoins sp\u00e9cifiques temporaires, comme une analyse de march\u00e9 ou une approche sur un secteur d\u2019activit\u00e9 non couvert auparavant. Ainsi, vous multipliez les approches et affinez votre strat\u00e9gie commerciale dans le but d\u2019atteindre vos objectifs, sans prendre plus de risques. Vous gardez intacte votre force de vente sur le march\u00e9 fran\u00e7ais\u00a0: vous b\u00e9n\u00e9ficiez d\u2019une force de vente suppl\u00e9mentaire.<\/p>\n\n\n\n<p><\/p>\n\n\n\n<p><strong>Quelle est la perception de la d\u00e9marche par le client final\u00a0?<\/strong><\/p>\n\n\n\n<p>L\u2019externalisation de la force de vente a peu d\u2019impact sur ce sujet, car les \u00e9quipes travaillent la plupart du temps en marque blanche&nbsp;: le commercial externalis\u00e9 se pr\u00e9sente avec votre carte de visite et avec une adresse email de votre soci\u00e9t\u00e9. Lorsque l\u2019opportunit\u00e9 commerciale se confirme, il intervient ensuite en \u00e9quipe avec par exemple un avant-vente de chez vous puis en closing avec le manager de votre entreprise.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Comment organiser puis mettre en place une force de vente pour des technologies BtoB sur un nouveau march\u00e9 export\u00a0? Une option s\u2019offre \u00e0 vous\u00a0: le d\u00e9veloppement [&#8230;] <\/p>\n","protected":false},"author":2,"featured_media":4322,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[13],"tags":[],"class_list":["post-4314","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-actualite"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.4 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>D\u00e9veloppement commercial international : comment organiser sa force de vente - StartingFrance<\/title>\n<meta name=\"description\" content=\"Aktuelles von StartingFrance - wir informieren hier zu unseren Projekten und Partnerunternehmen.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/startingfrance.com\/fr\/developpement-commercial-international-comment-organiser-sa-force-de-vente\/\" \/>\n<meta property=\"og:locale\" content=\"fr_FR\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"D\u00e9veloppement commercial international : comment organiser sa force de vente - 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