{"id":15298,"date":"2015-06-25T10:05:20","date_gmt":"2015-06-25T09:05:20","guid":{"rendered":"https:\/\/www.totem-formation.fr\/sales-performance\/"},"modified":"2025-05-26T19:11:48","modified_gmt":"2025-05-26T18:11:48","slug":"sales-performance","status":"publish","type":"page","link":"https:\/\/www.totem-formation.fr\/en\/sales-performance\/","title":{"rendered":"Sales Performance"},"content":{"rendered":"

[vc_row][vc_column][vc_separator color=”black” style=”shadow”][\/vc_column][\/vc_row][vc_row row_type=”normal” parallax_bg=”” css=”.vc_custom_1436256604136{padding-top: 35px !important;padding-bottom: 35px !important;}” gmbt_prlx_bg_type=”parallax” gmbt_prlx_break_parents=”0″ gmbt_prlx_smooth_scrolling=”” gmbt_prlx_video_youtube_mute=”” gmbt_prlx_video_youtube_loop_trigger=”0″ gmbt_prlx_video_aspect_ratio=”16:9″ gmbt_prlx_parallax=”none” gmbt_prlx_speed=”0.3″ gmbt_prlx_enable_mobile=””][vc_column width=”2\/3″][vc_column_text]<\/p>\n

Sales Performance<\/h1>\n

In a tense economic climate, companies more than ever need to train their teams to meet the challenges of a complex business environment.<\/strong><\/p>\n

At Totem, our primary ambition is to teach salespeople to \u201cput themselves in a customer’s shoes\u201d to better understand their expectations. He must learn to anticipate and optimize his time, to analyze constraints and priorities, to advise without oversimplifying his message, and to share his knowledge, and finally to make a personal commitment by being available and responsive. In this way, he or she will be able to identify and seize business opportunities…[\/vc_column_text][vc_column_text css=”.vc_custom_1436257663075{padding-top: 35px !important;padding-bottom: 35px !important;}”]<\/p>\n

<\/b>\u201cPour gagner du bien, le savoir-faire vaut mieux que le savoir\u201d<\/b>
\nBeaumarchais, The Barber of Seville<\/p><\/blockquote>\n

<\/h2>\n

[\/vc_column_text][vc_column_text css=”.vc_custom_1487923212303{padding-top: 35px !important;padding-bottom: 0px !important;}”]<\/p>\n

<\/b>The TOTEM response: <\/b>a logic of shared responsibility<\/strong><\/span>
\n<\/b><\/h4>\n

The customer’s role is to decide, and the salesperson’s is to help them make the right decision.<\/p>\n

–<\/span> I characterize the sales situation
\n – I decide: \u201cSales intention\u201d
\n – I develop ad hoc sales techniques
\n – I <\/span>measure the effect produced
\n<\/span>[\/vc_column_text][vc_column_text css=”.vc_custom_1487923190953{padding-top: 35px !important;}”]<\/p>\n

<\/b>TOTEM sales courses: <\/b>Progressive modules for complex sales situations<\/strong><\/span>
\n<\/b><\/h4>\n

We believe that moving from one module to another is not automatic. Why develop an eligibility principle? To make sales reps more responsible in their application efforts, and to give meaning to manager coaching. <\/p>\n

–<\/span> Module 1:<\/strong> Informing and convincing a cooperative or reluctant customer
\n<\/span>–<\/span> Module 2:<\/strong> Influencing a customer who expresses genuine objection or indifference
\n<\/span>–<\/span> Module 3:<\/span><\/strong> Making the difference in a negotiation situation. <\/span>[\/vc_column_text][vc_column_text css=”.vc_custom_1442394730323{padding-top: 35px !important;padding-bottom: 35px !important;}”]<\/p>\n

<\/b>Totem differentiation: <\/b>the creation of campuses and sales schools<\/strong><\/span>
\n<\/b><\/h4>\n

For several years, Totem has been developing campuses and in-house sales schools to pass on its know-how to its customers. By helping companies to train their teams to better respond to business challenges, we nurture their ambitions in the best possible way. Management teams are highly involved, sales staff are empowered from the outset, and these \u201cproprietary systems\u201d enable them to develop real autonomy in updating their training to suit their business environment. For our customers, the return on investment from the creation of these structures is unquestionable.[\/vc_column_text][\/vc_column][vc_column width=”1\/3″][vc_single_image image=”13189″ img_size=”large”][vc_column_text]CUSTOMER REFERENCES
\n<\/b>National sales campuses:<\/strong>
\nMondelez, Delpeyrat, Lotus<\/p>\n

International sales campuses:<\/strong>
\nBoiron, Remy Cointreau, Heineken[\/vc_column_text][vc_btn title=”Coaching Effectiveness” color=”warning” size=”lg” link=”url:http%3A%2F%2Fwww.totem-formation.fr%2Fefficacite-coaching%2F|title:Coatching%20efficiency|”][vc_btn title=”Management” color=”warning” size=”lg” link=”url:https%3A%2F%2Fwww.totem-formation.fr%2Fen%2Fmanagerial-added-value%2F|title:Management|”][vc_btn title=”Pedagogy” color=”warning” size=”lg” link=”url:https%3A%2F%2Fwww.totem-formation.fr%2Fen%2Fpedagogy%2F|title:Pedagogy|”][vc_btn title=”Field Application” color=”warning” size=”lg” link=”url:https%3A%2F%2Fwww.totem-formation.fr%2Fen%2Ffield-application%2F|title:Field%20Application|”][\/vc_column][\/vc_row]<\/p>\n<\/div>","protected":false},"excerpt":{"rendered":"

[vc_row][vc_column][vc_separator color=”black” style=”shadow”][\/vc_column][\/vc_row][vc_row row_type=”normal” parallax_bg=”” css=”.vc_custom_1436256604136{padding-top: 35px !important;padding-bottom: 35px !important;}” gmbt_prlx_bg_type=”parallax” gmbt_prlx_break_parents=”0″ gmbt_prlx_smooth_scrolling=”” gmbt_prlx_video_youtube_mute=”” gmbt_prlx_video_youtube_loop_trigger=”0″ gmbt_prlx_video_aspect_ratio=”16:9″ gmbt_prlx_parallax=”none” gmbt_prlx_speed=”0.3″ gmbt_prlx_enable_mobile=””][vc_column width=”2\/3″][vc_column_text] Sales Performance In a tense economic climate, companies more than ever need to train their teams to meet the challenges of a complex business environment. At Totem, our primary ambition is to teach salespeople to…<\/p>\n","protected":false},"author":1,"featured_media":0,"parent":0,"menu_order":0,"comment_status":"open","ping_status":"open","template":"","meta":{"_acf_changed":false,"footnotes":""},"class_list":["post-15298","page","type-page","status-publish","hentry"],"acf":[],"yoast_head":"\nSales Performance - Totem<\/title>\n<meta name=\"description\" content=\"At Totem, our primary ambition is to teach salespeople to \u201cput themselves in a customer's shoes\u201d to better understand their expectations.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.totem-formation.fr\/en\/sales-performance\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Sales Performance - Totem\" \/>\n<meta property=\"og:description\" content=\"At Totem, our primary ambition is to teach salespeople to \u201cput themselves in a customer's shoes\u201d to better understand their expectations.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.totem-formation.fr\/en\/sales-performance\/\" \/>\n<meta property=\"og:site_name\" content=\"Totem\" \/>\n<meta property=\"article:publisher\" content=\"http:\/\/www.facebook.com\/TotemConseilFormation\" \/>\n<meta property=\"article:modified_time\" content=\"2025-05-26T18:11:48+00:00\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:site\" content=\"@totem_cpl\" \/>\n<meta name=\"twitter:label1\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data1\" content=\"3 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"WebPage\",\"@id\":\"https:\/\/www.totem-formation.fr\/en\/sales-performance\/\",\"url\":\"https:\/\/www.totem-formation.fr\/en\/sales-performance\/\",\"name\":\"Sales Performance - 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