OUR HISTORY
TOTEM has been providing consultancy and training in sales and management performance for over twenty years. Whatever your sector of activity, our courses and coaching are tailor-made to meet your sales ambitions and projects.
Our customers come from a wide variety of backgrounds (agri-food, industry, services, pharmaceuticals, etc.) and often describe us as agile, creative and determined consultants. In fact, we use a wide range of learning methods and experiences, both face-to-face and remote, to combine “knowledge” and “know-how” at all times.
Our work philosophy can be summed up in this maxim: “He who renounces being better, already ceases to be good ”. A dynamic that drives us to always offer precise content, using relevant means, for concrete results.
Backed by our international experience, the firm has been working for ten years on the development of commercial and managerial projects on every continent.
RECOGNIZED BY TOP CERTIFICATIONS
OUR CONVICTIONS
Always take into account the company’s context and objectives
Developing employees’ skills to enable them to achieve their objectives: putting HOW at the service of HOW MANY
Empower participants and instill a new mindset
Get teams to work together on their sales priorities
Promoting managerial commitment to help the team progress
Remain pragmatic and propose immediately operational methods
Offer a varied teaching approach, focused on practical applications
Measuring results over time
Transfer our know-how to our customers through sales schools
TOTEM CHALLENGES CONVENTIONAL WISDOM!
Miracle” training
A company wants to develop its performance, solve a problem, improve its practices or techniques to achieve its objectives. It contacts a firm, the teams are trained and it is hoped that everything will change overnight… But a few weeks after the training, everyone returns to their usual practices and nothing changes!
The TOTEM answer
We do everything we can to encourage everyone to move forward and acquire the skills that will objectively complement their practices.
We develop a sincere interest in the work of a customer or employee, encouraging them to trust us and take the time to move forward together. Our ambition is to do everything we can to make everyone proud to share their progress.
Two days of training and it’s a revolution!
Out of 220 days worked in a year, a sales person is accompanied on average 6 or 7 days, i.e. less than… 2% of the time! And the rest of the time, he’s often left to his own devices, with no close relationship with his manager. Training is then supposed to teach them how to improve on their own, without any outside perspective or other support…
The TOTEM answer
For these 2%, the manager must succeed in setting a course, a desire for the employee to work, keeping in mind his or her own development during the 98% of the time he or she is alone! That’s why our modules are more than just classroom training. Empowering N+1s, individual coaching sessions, telephone follow-up… We believe in multi-stimulation to help an employee evolve and create the conditions for success, so that we can accompany the application and succeed over time.
A trained employee = a high-performance employee
A manager feels that his employees have shortcomings in a particular area and need to remedy them. He sends them on training courses and imagines that they will perform well as soon as they return. He then gives them more ambitious targets, which they fail to meet…
The TOTEM response
We ask companies to commit to a contract of co-responsibility and to play the game over the long term to give themselves the means to succeed. We do everything we can to inspire change and turn your ambitions into reality. For example, employee/manager pairs are monitored throughout their training, and we often pass on our know-how by setting up Sales Campuses with teams of in-house trainers.
Training = refresher course
In France, professional training is still seen as a cost-cutting exercise, a necessary “wake-up call” to ensure that employees take responsibility for updating their skills. Companies invest large sums in these programs, knowing that, in the end, they serve little purpose…
The TOTEM response
The entire TOTEM team is committed to working with the company to ensure that all employees develop their practices over the long term. Our leitmotiv: What makes us say at the end of the training that the participant has understood, adhered and committed? We work hand in hand with the company, cultivating a taste for effort and the desire to work, while taking into account the personal development of the trainee.
Training means identifying what remains to be done
A training program is designed to make up for a deficit or shortcoming, or to provide a last-ditch effort to help your teams achieve their objectives. A training course means focusing on what remains to be done, so that you can finish at 100% of your capacity and performance.
The TOTEM answer
FALSE! Out with corrective coaching, which annihilates the employee’s energy: because always seeing what remains to be done means not encouraging the efforts and results already achieved. And ultimately, this has a direct impact on the employee’s ability to change his or her practices. At Totem, we take a managerial situation as a whole, and every effort, progress and result is directly reused in the career paths to have an impact on subsequent progress. For us, “things left to do” are never negative, and never alone!
