The blog of commercial excellence
Every week, discover a new article on sales excellence, negotiation and the art of selling.
Categories
Commercial excellence
Negotiation
Luxury Selling
Managing sales performance in 2026: truly useful indicators
In 2026, sales performance management will no longer rely on a multitude of indicators, but rather on the selection of truly actionable KPIs. Weighted pipeline, conversion rate, sales cycle, deal value, forecast reliability, and customer loyalty will become the key benchmarks for structuring a clear, decision-oriented dashboard focused on sustainable performance.
Sales training: invest at the beginning of the year to maximize annual performance
The beginning of the year is a strategic time to structure sales performance. Investing in sales training in January allows you to align skills, strategy, and results throughout the year.
2026 Business Strategy: Identifying Your True Value Creation Levers
In 2026, commercial performance will no longer be driven by volume but by value creation. Identifying the real drivers, aligning strategy with business challenges, and prioritizing actions will become essential for sustainable performance.
Sales management: how to engage your teams after the holiday season
The post-holiday period is a key moment for business momentum. Attentive management that can restore meaning, drive performance, and exercise operational leadership helps to re-engage teams for the long term.
2026 business goals: why most plans fail by January
Most business plans fail by January because the objectives are often disconnected from reality on the ground. In 2026, success will depend on starting with an accurate diagnosis and clearly aligning strategy and business priorities. Effective objectives must become a management tool, with intermediate indicators and concrete action plans.
Negotiating without getting trapped: understanding the mechanisms that cause the best intentions to fail
Rejecting automatisms, mastering emotions and structuring interactions: this is what distinguishes a failed negotiation from a successful one. Through the teachings of Frédéric Bonneton, this article deciphers the invisible traps that destabilize teams and shows how to truly professionalize the practice.
A pragmatic approach to making negotiation a lever for leadership.
High commercial intensity: the new winning reflex
In a market under pressure, the difference lies in mastering the critical moments. Find out how to turn high sales intensity into a real competitive advantage.
Negotiation: the 3P method for defending margins
Faced with increasingly sophisticated buyers, the difference is no longer price, but posture. Discover the 3P method for negotiating without giving in.
Sales performance: how to eliminate the 7 mudas that hold back your sales
Even the best sales forces lose up to 30% of their effectiveness due to invisible waste. These obstacles come not from the market, but from within. Discover the 7 mudas that sabotage sales performance... and how to eliminate them once and for all.
Sales action plan: from CAP to efficiency GPS
Many CAPs end up forgotten in a shared folder, due to a lack of embodiment and steering. Champion teams use a commercial GPS: clear, lively, action-oriented. Discover the method.
The 3 postures of the sales champion
The best salespeople don't sell more, they sell better. Discover the three decisive postures that transform a good salesperson into a true champion.
The keys to value coaching for top salespeople
Top salespeople stand out thanks to their expertise, their people skills, and their interpersonal abilities. They are not top performers by chance, but thanks to key skills and attitudes. Tailored coaching helps to reveal this potential in every advisor.
Social negotiation: putting an end to empiricism
Social negotiation can no longer be based on intuition and confrontational approaches inherited from the past. Faced with costly conflicts and multiple stakeholders, companies must adopt a methodical and cooperative approach. Social negotiation is therefore becoming a key skill for maintaining a positive working environment and sustainable performance.
The 10 faces of sales excellence: Key profiles for outstanding performance
A successful salesperson does not have just one role. Consultant, negotiator, strategist, or storyteller: discover the 10 key profiles that shape sales excellence and boost the performance of sales teams in the long term.
Commercial success: the two ingredients that make the difference
Commercial success no longer depends solely on closing deals. Skills, attitude, and aligned compensation schemes are now the two key ingredients for sustainable performance.
The art of selling: influencing decisions and overcoming indecision
Sales excellence is based on one key principle: getting people to decide. The best salespeople build trust, influence change, and remove the biases that block purchasing decisions.
Sales performance: what are the priorities in 2025?
Outperforming in 2025 is not about doing more, but doing better. A winning strategy, motivational management, and individual ambition are the three key drivers of sustainable commercial performance.
Commercial diagnostics: the method used by the great champions
Why do some teams make rapid progress while others stagnate, despite having the same resources? The secret begins with a well-conducted sales diagnosis. More than an audit, it's the tool champion teams use to reveal hidden levers and sustainably transform performance.