The blog of commercial excellence

The first six weeks of the new school year set the pace for the second semester, but the natural tendency is to ramp up activity without taking back control. The result: a pipeline that’s anything but reliable and a backlog that comes back to haunt you in December.

Summer is the ideal time to take control of—rather than simply endure—the slowdown in business. Four key strategies to implement: a mid-year review, monitoring of key accounts, a back-to-business plan, and a sales seminar—all prepared in advance. What isn’t addressed this summer won’t be addressed amid the rush of September.

At the end of the first half of the year, sales management focuses on three key areas: assessing mid-year performance, navigating the summer lull without losing momentum, and preparing for a strong start to the second half of the year. The data is clear: the difference between an average team and a top-performing team isn’t about talent—it’s about management. Here’s how to empower your teams to outperform.

A sales event (convention, kick-off, sales challenge, launch seminar) only becomes a driver of performance when it is part of a comprehensive strategy, rather than a standalone highlight.
Its value is not measured by attendance rates, but by its ability to support specific business objectives and trigger lasting momentum. The decisive moment is not the event itself, but its continuation in the weeks that follow: an activation plan, managerial follow-up, and tracking of commitments.

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.

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.

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.

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.

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.

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.

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.

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 best salespeople don't sell more, they sell better. Discover the three decisive postures that transform a good salesperson into a true champion.

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 no longer depends solely on closing deals. Skills, attitude, and aligned compensation schemes are now the two key ingredients for sustainable performance.

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.