tableaux_comment_coacher.pdf
18
Situation du marché et de la concurrence __________________________________________________________ __________________________________________________________________________________________________ __________________________________________________________________________________________________ Projets en cours __________________________________________________________________________________ __________________________________________________________________________________________________ Ventes du mois dernier ____________________________________________________________________________ __________________________________________________________________________________________________ Écarts et causes __________________________________________________________________________________ __________________________________________________________________________________________________ __________________________________________________________________________________________________ Points positifs ____________________________________________________________________________________ __________________________________________________________________________________________________ __________________________________________________________________________________________________ Obstacles à la performance - À l’interne ____________________________________________________________________________________ - À l’externe ____________________________________________________________________________________ Actions à entreprendre ____________________________________________________________________________ __________________________________________________________________________________________________ __________________________________________________________________________________________________ __________________________________________________________________________________________________ RappoRt mensuel du diRecteuR des Ventes Mois de De ______________________________________________________________________________________________ À ______________________________________________________________________________________________ Date ______________________________________________________________________________________________
-
Upload
driss-elqalbi -
Category
Documents
-
view
214 -
download
1
Transcript of tableaux_comment_coacher.pdf
-
Situation du march et de la concurrence ____________________________________________________________________________________________________________________________________________________________
__________________________________________________________________________________________________
Projets en cours ____________________________________________________________________________________________________________________________________________________________________________________
Ventes du mois dernier ______________________________________________________________________________________________________________________________________________________________________________
carts et causes ____________________________________________________________________________________________________________________________________________________________________________________
__________________________________________________________________________________________________
Points positifs ______________________________________________________________________________________________________________________________________________________________________________________
__________________________________________________________________________________________________
Obstacles la performance - linterne ____________________________________________________________________________________- lexterne ____________________________________________________________________________________
Actions entreprendre ______________________________________________________________________________________________________________________________________________________________________________
__________________________________________________________________________________________________
__________________________________________________________________________________________________
RappoRt mensuel du diRecteuR des Ventes
Mois de
De ______________________________________________________________________________________________
______________________________________________________________________________________________
Date ______________________________________________________________________________________________
-
Fiche de coaching 1
Nom ____________________________________________ Adresse ________________________________________
Ville ____________________________________________ Courriel ________________________________________
Cellulaire ________________________________________ Tl domicile ____________________________________
Coordonnes
____________________________________________________________________________________________________
____________________________________________________________________________________________________
Antcdents et formations
valuation 1 2 3 4 5 6 7 8 9 10
Habilets de vente
Connaissances
Qualit du service
Organisation
Disponibilit
Attitude
Initiative
Confiance en soi
Volont
Ambition
Engagement
Dsir de russir
-
Fiche de coaching 2
__________________________________________________________________________________________________
__________________________________________________________________________________________________
__________________________________________________________________________________________________
__________________________________________________________________________________________________
__________________________________________________________________________________________________
__________________________________________________________________________________________________
__________________________________________________________________________________________________
Ses forces
__________________________________________________________________________________________________
__________________________________________________________________________________________________
__________________________________________________________________________________________________
__________________________________________________________________________________________________
__________________________________________________________________________________________________
__________________________________________________________________________________________________
__________________________________________________________________________________________________
Les points amliorer
__________________________________________________________________________________________________
__________________________________________________________________________________________________
__________________________________________________________________________________________________
__________________________________________________________________________________________________
__________________________________________________________________________________________________
__________________________________________________________________________________________________
__________________________________________________________________________________________________
Les rsultats de vente
-
Fiche de coaching 3
__________________________________________________________________________________________________
__________________________________________________________________________________________________
__________________________________________________________________________________________________
__________________________________________________________________________________________________
__________________________________________________________________________________________________
__________________________________________________________________________________________________
__________________________________________________________________________________________________
Les objectifs de vente
__________________________________________________________________________________________________
__________________________________________________________________________________________________
__________________________________________________________________________________________________
__________________________________________________________________________________________________
__________________________________________________________________________________________________
__________________________________________________________________________________________________
__________________________________________________________________________________________________
Les obstacles sa russite
__________________________________________________________________________________________________
__________________________________________________________________________________________________
__________________________________________________________________________________________________
__________________________________________________________________________________________________
__________________________________________________________________________________________________
__________________________________________________________________________________________________
__________________________________________________________________________________________________
Les facteurs de motivation
-
Fiche de coaching 4
__________________________________________________________________________________________________
__________________________________________________________________________________________________
__________________________________________________________________________________________________
__________________________________________________________________________________________________
__________________________________________________________________________________________________
__________________________________________________________________________________________________
__________________________________________________________________________________________________
__________________________________________________________________________________________________
__________________________________________________________________________________________________
__________________________________________________________________________________________________
__________________________________________________________________________________________________
__________________________________________________________________________________________________
__________________________________________________________________________________________________
__________________________________________________________________________________________________
__________________________________________________________________________________________________
__________________________________________________________________________________________________
__________________________________________________________________________________________________
__________________________________________________________________________________________________
__________________________________________________________________________________________________
__________________________________________________________________________________________________
__________________________________________________________________________________________________
__________________________________________________________________________________________________
__________________________________________________________________________________________________
__________________________________________________________________________________________________
__________________________________________________________________________________________________
__________________________________________________________________________________________________
__________________________________________________________________________________________________
Observations sur le terrain
Date Commentaires
-
modle dune RencontRe de coaching stRatgiQue
1. Se prparer
2. Se positionner
3. Se mettre daccord
Sur les objectifs et quotas de vente
Sur le Plan dAction
Sur les obstacles
Sur les solutions
4. Terminer sur une note positive
5. Complter un rapport de coaching
-
Fic
he
de
su
iVi
de
cl
ien
t 1
Nom
____
____
____
____
____
____
____
____
Num
ro d
e cli
ent_
____
____
____
_
Adres
se__
____
____
____
____
____
____
____
____
____
____
____
____
____
____
__
Tlp
hone
____
____
____
____
____
____
__Ce
llulai
re__
____
____
____
____
____
Fax
____
____
____
____
____
____
____
____
Cour
riel
____
____
____
____
____
__
Secte
ur d
activ
it__
____
____
____
____
____
____
____
____
____
____
____
____
__
Obser
vatio
ns__
____
____
____
____
____
____
____
____
____
____
____
____
____
__
Cont
acts
Titres
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
___
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
___
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
___
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
___
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
___
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
___
Client ABCD
Produits
12
34
56
Vent
es an
ne
prc
den
te
Marge
bru
te
% M
arge
Poten
tiel d
e ve
nte
Objec
tifs
ann
e co
uran
te
Obser
vatio
ns
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
__
-
Fic
he
de
su
iVi
de
cl
ien
t 2
Dates
Suivi
Commentaires et actions prendre
Objectifs
Marges brutes
-
pl
an
de
Ve
nt
e
cl
ien
ts
a
Clients
Ventes anne
prcdente
Marges brutes
Objectifs
Marges brutes
-
pl
an
tR
ime
st
Rie
l d
eF
Fo
Rt
s d
e V
en
te
Clients ou prospects
12
34
56
78
910
1112
Semaines
Vend
eur_
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
_Tri
mestr
e : D
u__
____
____
____
____
__Au
__
____
____
____
____
____
__
-
pl
an
iFic
at
ion
de
s a
ct
iVit
s
de
la
se
ma
ine
Lundi
Mardi
Mercredi
Jeudi
Vendredi
Matin
Aprs-midi
Vend
eur_
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
____
_Se
maine
du
____
____
____
____
____
____
____
____
____
____
____
____
__
-
suiVi des actiVits de la semaine
Vendeur____________________________________________________________________________________________
Semaine du ________________________________________________________________________________________
Lundi
Mardi
Mercredi
Jeudi
Vendredi
Client Commentaires et suivi
-
modle dune RencontRe de coaching tactiQue
1. Prparez-vous
Questions cls :
Quel est ton objectif ?
Quel sera ton principal dfi ?
Quelle action concrte as-tu prvu ?
Quest-ce que tu attends de moi ?
2. Observez
Essayez autant que possible de ne pas intervenir !
3. Donnez un feedback
Flicitez
Aidez le vendeur dcouvrir ses erreurs
Recherchez des solutions
Valorisez ses efforts
4. Compltez un rapport de coaching
-
Fiche dValuation coaching tactiQue
Vendeur ______________________________ Date ______________________________________________________Client _____________________________________________________________________________________________
valuation 1 2 3 4 5 6 7 8 9 10 Observations
Prparation Mentale
Matrielle
Habilets de communication
couter
Observer
Questionner
Vrifier
Habilets de vente
Connecter
Qualifier
Dmontrer
Convaincre
Rassurer
Demander des recommandations
Commentaires additionnels__________________________________________________________________________________________________
__________________________________________________________________________________________________
__________________________________________________________________________________________________
-
1. Mot de bienvenue
2. Tour de table
3. Analyse des rsultats (de la semaine ou du mois)
4. Analyse des carts (par rapport aux objectifs)
5. Recherche des causes et des actions correctives
6. Amlioration des habilets de vente
7. Incitation laction
8. Varia
oRdRe du jouR
-
les Qualits dun leadeR
Votrevaluation 1 2 3 4 5 6 7 8 9 10 Observations
Qualits
Passion
Dtermination
Attitude
Courage
Confiance en soi
Disponibilit
Enthousiasme
Audace
Communication
Exemple
Commentaires__________________________________________________________________________________________________
__________________________________________________________________________________________________
__________________________________________________________________________________________________
__________________________________________________________________________________________________
__________________________________________________________________________________________________
__________________________________________________________________________________________________
-
Feuille dValuation des candidats
Candidat
Apprciation 1 2 3 4 5 Remarques
Qualits
Apparence
Prsentation du CV
Exprience de la vente
Connaissances
Habilets de communication
Attitude et motivation
Comportement en entrevue
Date de lentrevue_____________________________________________________________________________________
Commentaires__________________________________________________________________________________________________
__________________________________________________________________________________________________
__________________________________________________________________________________________________
__________________________________________________________________________________________________
__________________________________________________________________________________________________
-
Valuation de la Runion de Vente
Commentaires et suggestions____________________________________________________________________________________________________
____________________________________________________________________________________________________
____________________________________________________________________________________________________
____________________________________________________________________________________________________
OUI NON Ouverture de la rencontre
1. La rencontre a dbut lheure
2. les objectifs ont t communiqus
3. Les problmes rencontrs lors de la dernire runion ont t discuts
4. Il y a un ou une secrtaire pour prendre les minutes
Droulement de la rencontre
5. Le focus est sur les objectifs
6. Il y a une personne qui prside et facilite le processus
7. La participation de tous est encourage
8. Une seule personne parle la fois
9. Les participants prennent des notes
10. Le contenu est intressant
11. Lanimateur est excellent
Conclusion de la rencontre
12. Les sujets discuter la prochaine runion ont t dtermins
13. La rencontre a t rsume par le prsident
14. La rencontre sest termine lheure
15. Le prsident avait le contrle de la runion en tout temps
Prside par ________________________________________________________________________________________Client_____________________________________________________Date ____________________________________
