Sales management and performance management
Managerial intensity and performance management
Strengthen your managers, reinforce their high-performance practices. Empower your teams to outperform!
+More than 1,500 companies place their trust in us
Your challenges
Understanding your challenges
Diagnose your performance challenges and identify your best management practices. Focus on your strengths and blind spots
"Our managers aren't playing the game of conquest! They don't know how to put pressure on the objectives of opening (doors). Our competitors are taking all our best positions."
"It's difficult to stand out from our competitors; they are reinvesting in the market with digital offerings. More than ever, we need to rely on our sales teams to defend our value and stay in the game."
"We have defined a new strategy involving a profound reassessment of sales practices (discourse and posture); the management teams are struggling to implement the change with the sales teams."
Benefits
The benefits of management and steering support
Driving change and embodying the business strategy
Knowing how to translate the company's directions into concrete actions on the ground and getting the teams involved in the transformation.
From “super salesperson” to “performance coach”
Adopting a leadership stance capable of developing teams, revealing talents and stimulating collective performance.
Boosting sales performance sustainably
Mastering managerial routines and methods specific to sales management — from leading the best to developing the skills of the most vulnerable.
4 steps
The 4 steps of transformation towards performance excellence
Step 1
Managerial intensity assessment and steering effectiveness
Step 2
Intensive training for managers in high-performance behaviors
Step 3
Implementation of sales promotion tools: sales method, KPIs, rituals, feedback and sketching
Step 4
On-the-ground coaching, behavioral analysis, and impact measurement
MCR Selling in figures
The impact of performance management with MCR Selling
Key figures
+50%
conversion rate of 10% to +50%
Key figures
Pride of belonging
The Wow effect! "Our managers have chosen to focus on the human element."
"More appointments, more productivity, more efficiency. MCR support has really helped our teams progress."
Benjamin Herdalot
CHR Sales Manager, Nespresso
Our strengths
Key figures and impact
Our mission is to provide tailor-made solutions for the sustainable growth of companies and their employees.
Supported customers
Years of experience
Assignments completed
Tips & News
Our latest news
Summer Break: Don't Let Your Sales Management Take a Vacation
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.
Sales Management and Performance Management: Use the Mid-Year Review to Set the Stage for a Successful Second Half of the Year
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.
Corporate events: a driver of sustainable performance?
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.
FAQ
Do you have any questions?
The answers can be found here.
What tools do you use today to manage your team's sales performance — and do they really measure the how as much as the how much?
Most organizations rely on CRMs , dashboards , and activity indicators . These tools remain essential, but they primarily measure quantitative aspects. Comprehensive management requires integrating qualitative elements such as sales methodology , meeting preparation , the ability to create value , and mastery of key stages in the sales cycle . The challenge is to move from results-oriented monitoring to a more nuanced understanding of behavioral performance .
As a manager, how do you support your best salespeople to help them progress further, while also helping those who are struggling to return to performance?
The key is to tailor support to each individual 's sales maturity . High-performing individuals should benefit from optimization-focused coaching, with work on sales techniques, negotiation, and margin management. Those with less experience need a more structured approach, with intermediate objectives , regular follow-up meetings, and a focus on the fundamentals of the sales process . This dual approach allows the entire team to develop without disrupting momentum.
What management routines have you put in place — and how often — to maintain your team's motivation and commitment over time?
Effective management relies on simple and regular routines:
- a weekly one-on-one meeting focused on key actions and obstacles to overcome
- a short team meeting to synchronize priorities
- structured opportunity reviews based on the stages of the sales cycle
- moments of recognition to celebrate progress and good practices
This rhythm creates regularity, provides a pace and consolidates commitment over time.
How long does it take to observe the concrete effects of a more coaching-oriented management style on business results?
The first effects typically appear after 4 to 6 weeks , once management routines are established and behaviors begin to shift. Significant impacts on sales performance are observed between 3 and 4 months , once the sales methodology, field execution, and management quality are aligned. Change becomes measurable as soon as the team adopts a continuous improvement approach.