{"id":28642,"date":"2025-08-13T18:25:29","date_gmt":"2025-08-13T16:25:29","guid":{"rendered":"https:\/\/e-testing.fr\/fr\/?p=28642"},"modified":"2025-12-08T17:11:07","modified_gmt":"2025-12-08T16:11:07","slug":"recrutement-commercial-methodes-evaluation-efficaces","status":"publish","type":"post","link":"https:\/\/e-testing.fr\/fr\/recrutement-commercial-methodes-evaluation-efficaces\/","title":{"rendered":"6 m\u00e9thodes d&rsquo;\u00e9valuation efficaces pour recruter le bon commercial \u200b"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"28642\" class=\"elementor elementor-28642\" data-elementor-post-type=\"post\">\n\t\t\t\t<div class=\"elementor-element elementor-element-32a8a55 e-flex e-con-boxed e-con e-parent\" data-id=\"32a8a55\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-1a9be05 elementor-widget elementor-widget-heading\" data-id=\"1a9be05\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Comment identifier le bon profil commercial \u00e0 recruter ? <\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-a48cd1c elementor-widget elementor-widget-heading\" data-id=\"a48cd1c\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">Quels sont les types de commerciaux ? <\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-77cf14c e-grid e-con-boxed e-con e-parent\" data-id=\"77cf14c\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-33de3e3 elementor-widget elementor-widget-text-editor\" data-id=\"33de3e3\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Le recrutement d&rsquo;un commercial n\u00e9cessite avant tout de bien conna\u00eetre les diff\u00e9rents profils de vente existants.<\/p><p>\u00a0<\/p><p>Des <a href=\"https:\/\/pmc.ncbi.nlm.nih.gov\/articles\/PMC4967806\/\">\u00e9tudes en neurosciences\u00a0<\/a>ont d\u00e9montr\u00e9 que le spectre du profil commercial se divisait en 2 axes principaux, <strong>les \u00ab\u00a0commerciaux \u00e9leveurs\u00a0\u00bb<\/strong> et <strong>les \u00ab\u00a0commerciaux chasseurs,<\/strong> ainsi qu&rsquo;en 2 approches de vente, <strong>les \u00ab\u00a0conseillers\u00a0\u00bb<\/strong> et <strong>les \u00ab\u00a0experts\u00a0\u00bb<\/strong>.\u00a0<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-a352522 elementor-widget elementor-widget-image\" data-id=\"a352522\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img fetchpriority=\"high\" decoding=\"async\" width=\"445\" height=\"375\" src=\"https:\/\/e-testing.fr\/fr\/wp-content\/uploads\/2025\/08\/recrutement-commercial-analyse-types-e-testing.png\" class=\"attachment-large size-large wp-image-28639\" alt=\"R\u00e9sultat d&#039;analyse d&#039;un profil commercial sur la plateforme d&#039;\u00e9valuation E-testing\" srcset=\"https:\/\/e-testing.fr\/fr\/wp-content\/uploads\/2025\/08\/recrutement-commercial-analyse-types-e-testing.png 445w, https:\/\/e-testing.fr\/fr\/wp-content\/uploads\/2025\/08\/recrutement-commercial-analyse-types-e-testing-300x253.png 300w\" sizes=\"(max-width: 445px) 100vw, 445px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-f3bd7c7 e-flex e-con-boxed e-con e-parent\" data-id=\"f3bd7c7\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-784f1f3 elementor-widget elementor-widget-heading\" data-id=\"784f1f3\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h4 class=\"elementor-heading-title elementor-size-default\">Le profil commercial chasseur <\/h4>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-8528708 e-flex e-con-boxed e-con e-parent\" data-id=\"8528708\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-ca294dd elementor-widget elementor-widget-text-editor\" data-id=\"ca294dd\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Les commerciaux de type \u00ab\u00a0<strong>chasseurs<\/strong>\u00a0\u00bb ont une activit\u00e9 g\u00e9n\u00e9ralement plus d\u00e9velopp\u00e9e dans certaines zones du cerveau, comme le striatum ventral, le cortex pr\u00e9frontal et dorsolat\u00e9ral. Cela signifie qu\u2019ils sont plus \u00e0 m\u00eame de prendre des risques, d&rsquo;\u00eatre motiv\u00e9s par des objectifs, de r\u00e9aliser de la prospection et d&rsquo;\u00e9tablir des strat\u00e9gies.<\/p><p>\u00a0<\/p><p>Ils se concentrent sur la r\u00e9ussite de leurs ventes de produits ou services. Excellents prospecteurs, ils ma\u00eetrisent parfaitement leur argumentation et savent engager leurs clients. Il peuvent parfois avoir tendance \u00e0 \u00eatre plus dans la conviction que dans l&rsquo;\u00e9coute des besoins et des attentes. Ils ont un profil particuli\u00e8rement adapt\u00e9 aux entreprises cherchant \u00e0 accro\u00eetre leur client\u00e8le.<\/p><p>\u00a0<\/p><p>Les postes de Business Developer ou de Business Development Representative (BDR) sont particuli\u00e8rement adapt\u00e9s \u00e0 ce type de profil.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-0963b01 e-flex e-con-boxed e-con e-parent\" data-id=\"0963b01\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-fd25d52 elementor-widget elementor-widget-heading\" data-id=\"fd25d52\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h4 class=\"elementor-heading-title elementor-size-default\">Le profil du commercial \u00e9leveur <\/h4>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-a393e35 e-flex e-con-boxed e-con e-parent\" data-id=\"a393e35\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-35a7bad elementor-widget elementor-widget-text-editor\" data-id=\"35a7bad\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Les commerciaux de type \u00ab\u00a0<strong>\u00e9leveurs\u00a0\u00bb<\/strong>, sont quant \u00e0 eux, davantage stimul\u00e9s au niveau du cortex cingulaire, des r\u00e9cepteurs de s\u00e9rotonine et de l&rsquo;amygdale. Cette particularit\u00e9 a pour effet de les rendre g\u00e9n\u00e9ralement plus empathiques, plus stables et organis\u00e9s.<\/p><p>\u00a0<\/p><p>Ils ont tendance \u00e0 se concentrer sur la r\u00e9solution des conflits et \u00e0 privil\u00e9gier la gestion des relations clients sur le long terme. Ils sont particuli\u00e8rement \u00e0 l&rsquo;\u00e9coute de leurs clients et attach\u00e9s \u00e0 leur satisfaction. Ils excellent dans l&rsquo;entretien de la relation client et savent faire fructifier la relation commerciale dans la dur\u00e9e. Motiv\u00e9s par une relation chaleureuse et attentive, ils sont appr\u00e9ci\u00e9s pour leurs qualit\u00e9s d&rsquo;\u00e9coute et de compr\u00e9hension, qui contribuent \u00e0 la fid\u00e9lisation des clients.<\/p><p>Ces caract\u00e9ristiques les pr\u00e9disposent par exemple \u00e0 performer dans les emplois de type Key Account Manager (KAM).<\/p><p>\u00a0<\/p><p>Ces deux grands types de profils se nuancent par la suite, dans la mani\u00e8re de vendre leur produit. Il existe ainsi deux approches distinctes : le conseiller ou l&rsquo;expert.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-8a379a3 e-flex e-con-boxed e-con e-parent\" data-id=\"8a379a3\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-a440882 elementor-widget elementor-widget-heading\" data-id=\"a440882\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h4 class=\"elementor-heading-title elementor-size-default\">Le profil de vente expert  <\/h4>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-043db3c e-flex e-con-boxed e-con e-parent\" data-id=\"043db3c\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-74627b3 elementor-widget elementor-widget-text-editor\" data-id=\"74627b3\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>L<strong>\u2019expert<\/strong> s\u2019attarde davantage \u00e0 conna\u00eetre parfaitement son produit. Il mise sur ses capacit\u00e9s de n\u00e9gociation et ses connaissances techniques, qui lui permettront de conclure un accord de vente. Il peut parfois manquer de spontan\u00e9it\u00e9, car il pr\u00e9pare en amont de mani\u00e8re tr\u00e8s pr\u00e9cise son argumentaire, bas\u00e9 sur des chiffres et des \u00e9tudes. Sa pr\u00e9cision fait la diff\u00e9rence dans la n\u00e9gociation. On retrouve par exemple dans cette cat\u00e9gorie, les profils technico-commerciaux.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-e189236 e-flex e-con-boxed e-con e-parent\" data-id=\"e189236\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-376bd1b elementor-widget elementor-widget-heading\" data-id=\"376bd1b\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h4 class=\"elementor-heading-title elementor-size-default\">Le profil de vente conseiller <\/h4>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-de500a0 e-flex e-con-boxed e-con e-parent\" data-id=\"de500a0\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-a5e3971 elementor-widget elementor-widget-text-editor\" data-id=\"a5e3971\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Le type de commercial dit \u00ab\u00a0<strong>conseiller<\/strong>\u00a0\u00bb\u00a0privil\u00e9gie l\u2019accord commun sur une offre sur mesure. Cela permet de satisfaire les int\u00e9r\u00eats des deux parties lors d&rsquo;une n\u00e9gociation. De nature plus spontan\u00e9e que le profil expert, il a d&rsquo;excellentes capacit\u00e9s d\u2019adaptation, tout en restant fin n\u00e9gociateur.<\/p><p>Ayant une grande capacit\u00e9 d&rsquo;observation, il \u00e9value les situations avec acuit\u00e9. Il n&rsquo;h\u00e9sitera pas \u00e0 personnaliser son offre de produits ou de services, pour r\u00e9pondre aux attentes de son interlocuteur.<\/p><p>\u00a0<\/p><p>Chaque profil poss\u00e8de sa mani\u00e8re d\u2019aborder la vente ainsi que la relation prospects et clients.<\/p><p>Ces diff\u00e9rences sont \u00e0 prendre en compte lors du processus de recrutement et \u00e0 contextualiser avec l\u2019activit\u00e9 de l\u2019entreprise, afin de recruter le commercial le plus adapt\u00e9 aux besoins.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-b525ebf e-flex e-con-boxed e-con e-parent\" data-id=\"b525ebf\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-02b6495 elementor-widget elementor-widget-heading\" data-id=\"02b6495\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">D\u00e9finir le p\u00e9rim\u00e8tre et la fiche de poste du commercial<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-1cd5d57 e-flex e-con-boxed e-con e-parent\" data-id=\"1cd5d57\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-897c47f elementor-widget elementor-widget-heading\" data-id=\"897c47f\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h4 class=\"elementor-heading-title elementor-size-default\">Comment d\u00e9finir les objectifs d\u2019un commercial ?<\/h4>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-26fc254 e-flex e-con-boxed e-con e-parent\" data-id=\"26fc254\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-bd903d6 elementor-widget elementor-widget-text-editor\" data-id=\"bd903d6\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p dir=\"ltr\">Il est crucial, pour cr\u00e9er la fiche de poste d&rsquo;un commercial, d\u2019y inclure des objectifs et la contribution attendue au chiffre d\u2019affaires de l\u2019entreprise.\u00a0<\/p><p dir=\"ltr\">\u00a0<\/p><p dir=\"ltr\">Bien que cela soit plus prononc\u00e9 chez certains profils, tous les types de commerciaux ont besoin d\u2019objectifs \u00e0 atteindre. Cela leur permet de rester stimul\u00e9s et de garder l&rsquo;esprit de comp\u00e9tition.<\/p><p dir=\"ltr\">\u00a0<\/p><p dir=\"ltr\">Selon la <a href=\"https:\/\/www.people-base-cbm.com\/gestion-dentreprise\/remuneration-variable-et-performance\/\">th\u00e9orie d\u2019\u00e9quit\u00e9 d\u2019Adams<\/a>, <strong>une r\u00e9mun\u00e9ration variable, comme les commissions ou les primes, est un bon levier de motivation et d\u2019\u00e9quit\u00e9<\/strong> pour eux.<\/p><p dir=\"ltr\">\u00a0<\/p><p dir=\"ltr\">Cela peut se traduire, pour un profil chasseur, par une prime de 500\u20ac par tranche de 10 leads g\u00e9n\u00e9r\u00e9s, ou encore par une commission de 5% pour le renouvellement d\u2019un contrat, plus adapt\u00e9e \u00e0 un profil \u00e9leveur.\u00a0<\/p><p dir=\"ltr\">\u00a0<\/p><p dir=\"ltr\">Pour les profils experts, cela peut prendre la forme d&rsquo;une gratification apr\u00e8s la signature d\u2019un devis, suite \u00e0 une d\u00e9monstration produit.<\/p><p dir=\"ltr\">\u00a0<\/p><p dir=\"ltr\">Pour un profil conseiller, on peut opter pour une commission bas\u00e9e sur la qualit\u00e9 des rendez-vous ou des entretiens t\u00e9l\u00e9phoniques, en se basant sur les feedback clients.<\/p><p dir=\"ltr\">\u00a0<\/p><p><strong>La <\/strong><a href=\"https:\/\/www.salesforcesearch.com\/blog\/how-much-revenue-should-a-salesperson-generate\/\"><strong>contribution au chiffre d\u2019affaires<\/strong><\/a>\u00a0joue \u00e9galement un r\u00f4le important dans la cr\u00e9ation de la fiche de poste. On l&rsquo;estime entre 4:1 et 6:1, c\u2019est-\u00e0-dire que le commercial doit g\u00e9n\u00e9rer environ 4 \u00e0 6 fois son salaire annuel en chiffre d\u2019affaires en moyenne, ce qui est \u00e0 nuancer bien s\u00fbr avec son profil et la nature de ses t\u00e2ches.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-f1fafca e-flex e-con-boxed e-con e-parent\" data-id=\"f1fafca\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-32d3eaf elementor-widget elementor-widget-heading\" data-id=\"32d3eaf\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h4 class=\"elementor-heading-title elementor-size-default\">Quelles comp\u00e9tences et connaissances cl\u00e9s mettre en avant ?<\/h4>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-f5ae701 e-flex e-con-boxed e-con e-parent\" data-id=\"f5ae701\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-e099c07 elementor-widget elementor-widget-heading\" data-id=\"e099c07\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h6 class=\"elementor-heading-title elementor-size-default\">Les softs skills les plus recherch\u00e9s chez un commercial  <\/h6>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-b2dae1d e-flex e-con-boxed e-con e-parent\" data-id=\"b2dae1d\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-e76ead0 elementor-widget elementor-widget-text-editor\" data-id=\"e76ead0\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p dir=\"ltr\">Les principaux softs skills \u00e0 mettre en avant sont \u00e0 d\u00e9finir selon les valeurs et la strat\u00e9gie de l\u2019entreprise, mais certaines comp\u00e9tences relationnelles sont essentielles pour un profil commercial.\u00a0<\/p><p dir=\"ltr\">\u00a0<\/p><p dir=\"ltr\">L\u2019\u00e9tude de David Mayer et Herbert Greenberg, \u201c<strong><a href=\"https:\/\/blog.advancedhiring.com\/wp-content\/uploads\/2010\/12\/WhatMakesaGoodSalesperson.pdf\">What makes a good Salesman<\/a><\/strong>\u201d, r\u00e9alis\u00e9e sur 200 000 commerciaux, identifie les deux principales softs skills pr\u00e9sentes chez la majorit\u00e9 des commerciaux les plus performants : <strong>l\u2019empathie<\/strong> et <strong>l\u2019esprit de comp\u00e9tition<\/strong>.<\/p><p dir=\"ltr\">\u00a0<\/p><p dir=\"ltr\"><strong>L\u2019esprit de comp\u00e9tition<\/strong> est <strong>le r\u00e9el moteur de la pers\u00e9v\u00e9rance et du \u00ab\u00a0closing\u00a0\u00bb<\/strong> (vente). Il est notamment pr\u00e9sent chez 92% des commerciaux analys\u00e9s dans cet \u00e9chantillon.\u00a0<\/p><p dir=\"ltr\"><strong>L\u2019empathie<\/strong>, elle, a \u00e9t\u00e9 observ\u00e9e chez 78% d&rsquo;entre eux. Elle est une comp\u00e9tence cl\u00e9 dans <strong>l\u2019adaptation du discours face au client et de la compr\u00e9hension de ses attentes<\/strong>.<\/p><p dir=\"ltr\">\u00a0<\/p><p>Parmi les profils de commerciaux les plus performants,<strong> 81% cumulent ces deux traits.<\/strong><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-0a01a62 elementor-widget elementor-widget-spacer\" data-id=\"0a01a62\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-74cba66 e-flex e-con-boxed e-con e-parent\" data-id=\"74cba66\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-a8bee65 elementor-widget elementor-widget-heading\" data-id=\"a8bee65\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h6 class=\"elementor-heading-title elementor-size-default\">Les principales hards skills \u00e0 privil\u00e9gier dans le recrutement d\u2019un commercial<\/h6>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-05b9074 e-flex e-con-boxed e-con e-parent\" data-id=\"05b9074\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-c01cf41 elementor-widget elementor-widget-text-editor\" data-id=\"c01cf41\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p dir=\"ltr\">Il est \u00e9galement n\u00e9cessaire de mentionner les comp\u00e9tences m\u00e9tiers (hard skills) requises pour le poste vis\u00e9, comme par exemple :<\/p><p dir=\"ltr\">\u00a0<\/p><ul><li dir=\"ltr\">la n\u00e9gociation sp\u00e9cifique au commerce Business to Business (BtoB)<\/li><li dir=\"ltr\">la prospection t\u00e9l\u00e9phonique adapt\u00e9e au d\u00e9marchage de particuliers (Business to Business &#8211; BtoC)<\/li><li dir=\"ltr\">la ma\u00eetrise de logiciels, comme par exemple les CRM ou encore la qualit\u00e9 linguistique<\/li><\/ul><p dir=\"ltr\">Les autres comp\u00e9tences \u00e0 mettre en avant d\u00e9pendent de l\u2019entreprise, de sa strat\u00e9gie, de son alignement avec sa force de vente actuelle, ou de la fonction pr\u00e9cise du poste \u00e0 pourvoir.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-7df7851 e-flex e-con-boxed e-con e-parent\" data-id=\"7df7851\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-16673d7 elementor-widget elementor-widget-heading\" data-id=\"16673d7\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Les meilleures m\u00e9thodes d\u2019\u00e9valuation pour recruter un commercial <\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-b2101f4 e-flex e-con-boxed e-con e-parent\" data-id=\"b2101f4\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-417a06e elementor-widget elementor-widget-text-editor\" data-id=\"417a06e\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p dir=\"ltr\">Un fois que vous avez \u00e9tabli votre fiche de poste, il vous reste une \u00e9tape cruciale :\u00a0 choisir les m\u00e9thodes de recrutement de commerciaux qui vous permettront de valider que votre candidat poss\u00e8de bien les comp\u00e9tences et les connaissances que vous recherchez.<\/p><p>Voici donc une s\u00e9lection de <strong>6 m\u00e9thodes d\u2019\u00e9valuation pour tester efficacement les comp\u00e9tences commerciales<\/strong>.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-7e4d5ed e-flex e-con-boxed e-con e-parent\" data-id=\"7e4d5ed\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-36fbd5b elementor-widget elementor-widget-heading\" data-id=\"36fbd5b\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">La simulation de vente     <\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-01f01a8 e-flex e-con-boxed e-con e-parent\" data-id=\"01f01a8\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-16036af elementor-widget elementor-widget-text-editor\" data-id=\"16036af\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p dir=\"ltr\">La <strong>simulation de vente<\/strong> consiste \u00e0 cr\u00e9er un jeu de r\u00f4le avec le candidat afin de le mettre en condition r\u00e9elle. En tant que recruteur, vous pouvez jouer le r\u00f4le d\u2019un client dans un sc\u00e9nario r\u00e9aliste, qui vous permettra d&rsquo;appr\u00e9cier ses savoir \u00eatre mais aussi ses savoir-faire.<\/p><h4 dir=\"ltr\">Les avantages de la simulation de vente :\u00a0<\/h4><p>\u00a0<\/p><ul><li dir=\"ltr\" aria-level=\"1\"><p dir=\"ltr\" role=\"presentation\">\u00c9value les comp\u00e9tences en temps r\u00e9el<\/p><\/li><li dir=\"ltr\" aria-level=\"1\"><p dir=\"ltr\" role=\"presentation\">R\u00e9v\u00e8le la capacit\u00e9 d&rsquo;adaptation<\/p><\/li><li dir=\"ltr\" aria-level=\"1\"><p dir=\"ltr\" role=\"presentation\">Teste la gestion des objections<\/p><\/li><li dir=\"ltr\" aria-level=\"1\"><p dir=\"ltr\" role=\"presentation\">R\u00e9v\u00e8le le savoir \u00eatre et les comp\u00e9tences relationnelles<\/p><\/li><\/ul><h4 dir=\"ltr\">Les inconv\u00e9nients de la simulation de vente :<\/h4><p>\u00a0<\/p><ul><li dir=\"ltr\" aria-level=\"1\"><p dir=\"ltr\" role=\"presentation\">Peut stresser certains candidats<\/p><\/li><li dir=\"ltr\" aria-level=\"1\"><p dir=\"ltr\" role=\"presentation\">Demande du temps et des moyens<\/p><\/li><li dir=\"ltr\" aria-level=\"1\"><p dir=\"ltr\" role=\"presentation\">Subjectivit\u00e9 de l&rsquo;\u00e9valuation<\/p><\/li><\/ul><p dir=\"ltr\">Cet entretien est une bonne m\u00e9thode pour d\u00e9tecter le type de commercial que vous avez devant vous, notamment en analysant sa mani\u00e8re de formuler l\u2019offre et de n\u00e9gocier avec vous.\u00a0<\/p><p dir=\"ltr\">\u00a0<\/p><p dir=\"ltr\">N\u00e9anmoins, il convient de prendre en compte que la simulation de vente est de nature subjective, puisqu\u2019un cas de vente peut convenir plus \u00e0 certains profils qu\u2019\u00e0 d\u2019autres : par exemple, un profil de commercial de type prospecteur sera plus \u00e0 l&rsquo;aise lors d&rsquo;une simulation d&rsquo;appel de vente \u00e0 froid (cold call) qu&rsquo;un \u00e9leveur. Le recruteur devra donc adapter le type de simulation de vente au profil qu\u2019il recherche et selon les besoins de son entreprise.\u00a0<\/p><p dir=\"ltr\">\u00a0<\/p><p dir=\"ltr\">Il faut \u00e9galement garder en t\u00eate qu&rsquo;un entretien peut \u00eatre g\u00e9n\u00e9rateur de stress chez le candidat et donc fausser les r\u00e9sultats de ce type de test.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-247d33e e-flex e-con-boxed e-con e-parent\" data-id=\"247d33e\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-4e5df0a elementor-widget elementor-widget-heading\" data-id=\"4e5df0a\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">L\u2019entretien comportemental \n <\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-c442c40 e-grid e-con-boxed e-con e-parent\" data-id=\"c442c40\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-f874cc7 elementor-widget elementor-widget-text-editor\" data-id=\"f874cc7\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p dir=\"ltr\">L\u2019<strong>entretien comportemental<\/strong> apporte un vision pr\u00e9cise \u00e0 la fois des comp\u00e9tences relationnelles du candidat. Il consiste \u00e0 questionner le candidat sur des situations pass\u00e9es auxquelles il a \u00e9t\u00e9 confront\u00e9 pour analyser ses r\u00e9actions et les strat\u00e9gies qu\u2019il a mis en place.\u00a0<\/p><h4 dir=\"ltr\">Les avantages de l\u2019entretien comportemental :<\/h4><ul><li dir=\"ltr\" aria-level=\"1\"><p dir=\"ltr\" role=\"presentation\">Bas\u00e9 sur des faits concrets<\/p><\/li><li dir=\"ltr\" aria-level=\"1\"><p dir=\"ltr\" role=\"presentation\">Pr\u00e9dit les comportements futurs<\/p><\/li><li dir=\"ltr\" aria-level=\"1\"><p dir=\"ltr\" role=\"presentation\">R\u00e9v\u00e8le les soft skills<\/p><\/li><li dir=\"ltr\" aria-level=\"1\"><p dir=\"ltr\" role=\"presentation\">Standardisable<\/p><\/li><\/ul><h4 dir=\"ltr\">Les inconv\u00e9nients de l\u2019entretien comportemental :<\/h4><ul><li dir=\"ltr\" aria-level=\"1\"><p dir=\"ltr\" role=\"presentation\">Peut \u00eatre pr\u00e9par\u00e9 \u00e0 l&rsquo;avance par le candidat<\/p><\/li><li dir=\"ltr\" aria-level=\"1\"><p dir=\"ltr\" role=\"presentation\">N&rsquo;\u00e9value pas les comp\u00e9tences techniques<\/p><\/li><\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-9691acf elementor-widget elementor-widget-image\" data-id=\"9691acf\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img decoding=\"async\" width=\"300\" height=\"450\" src=\"https:\/\/e-testing.fr\/fr\/wp-content\/uploads\/2025\/08\/entretien-comportemental-commercial.jpg\" class=\"attachment-large size-large wp-image-28720\" alt=\"Entretien comportemental d&#039;un profil commercial\" srcset=\"https:\/\/e-testing.fr\/fr\/wp-content\/uploads\/2025\/08\/entretien-comportemental-commercial.jpg 300w, https:\/\/e-testing.fr\/fr\/wp-content\/uploads\/2025\/08\/entretien-comportemental-commercial-200x300.jpg 200w\" sizes=\"(max-width: 300px) 100vw, 300px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-59afd9d e-flex e-con-boxed e-con e-parent\" data-id=\"59afd9d\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-52a12fd elementor-widget elementor-widget-text-editor\" data-id=\"52a12fd\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p dir=\"ltr\">Ce type d&rsquo;entretien est r\u00e9v\u00e9lateur des softs skills du candidat. Il permet <strong>une analyse de sa capacit\u00e9 \u00e0 r\u00e9fl\u00e9chir et \u00e0 prendre des d\u00e9cisions dans le cadre professionnel.<\/strong><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-3ee7870 e-flex e-con-boxed e-con e-parent\" data-id=\"3ee7870\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-bd5cafa elementor-widget elementor-widget-heading\" data-id=\"bd5cafa\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">L\u2019\u00e9tude commerciale \n<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-9b6fe93 e-flex e-con-boxed e-con e-parent\" data-id=\"9b6fe93\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-0e84efa elementor-widget elementor-widget-text-editor\" data-id=\"0e84efa\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p dir=\"ltr\">L\u2019<strong>\u00e9tude de cas commercial<\/strong> est une analyse d\u2019un cas pratique de vente, o\u00f9 le candidat est confront\u00e9 \u00e0 un probl\u00e8me et doit y apporter une solution. Elle peut \u00eatre restitu\u00e9e par \u00e9crit ou \u00e9galement oralement.\u00a0<\/p><h4 dir=\"ltr\">Les avantages de l\u2019\u00e9tude commerciale :\u00a0<\/h4><p>\u00a0<\/p><ul><li dir=\"ltr\" aria-level=\"1\"><p dir=\"ltr\" role=\"presentation\">\u00c9value la r\u00e9flexion strat\u00e9gique<\/p><\/li><li dir=\"ltr\" aria-level=\"1\"><p dir=\"ltr\" role=\"presentation\">Teste les comp\u00e9tences d&rsquo;analyse<\/p><\/li><li dir=\"ltr\" aria-level=\"1\"><p dir=\"ltr\" role=\"presentation\">R\u00e9v\u00e8le la m\u00e9thodologie<\/p><\/li><li dir=\"ltr\" aria-level=\"1\"><p dir=\"ltr\" role=\"presentation\">Proche de la r\u00e9alit\u00e9 du poste<\/p><\/li><\/ul><h4 dir=\"ltr\">Les inconv\u00e9nients de l\u2019\u00e9tude commerciale :\u00a0<\/h4><p>\u00a0<\/p><ul><li dir=\"ltr\" aria-level=\"1\"><p dir=\"ltr\" role=\"presentation\">Ne teste pas l&rsquo;aspect relationnel<\/p><\/li><li dir=\"ltr\" aria-level=\"1\"><p dir=\"ltr\" role=\"presentation\">Peut avantager les profils th\u00e9oriques<\/p><\/li><li dir=\"ltr\" aria-level=\"1\"><p dir=\"ltr\" role=\"presentation\">Temps de pr\u00e9paration long<\/p><\/li><\/ul><p dir=\"ltr\">L\u2019\u00e9tude de cas commercial vous donnera un aper\u00e7u de la mani\u00e8re dont r\u00e9fl\u00e9chit le candidat commercial. En effet, elle met en lumi\u00e8re sa m\u00e9thodologie de r\u00e9solution de probl\u00e8me, ainsi que sa capacit\u00e9 th\u00e9orique, ce qui avantage les profils ayant de bonnes connaissances, mais d\u00e9savantage les profils \u00e0 l\u2019approche plus pratique.\u00a0<\/p><p dir=\"ltr\">\u00a0<\/p><p dir=\"ltr\">Cette \u00e9tude de cas est donc l\u2019occasion pour vous de mieux cerner la personnalit\u00e9 de votre candidat.\u00a0<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-7e1b01f e-flex e-con-boxed e-con e-parent\" data-id=\"7e1b01f\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-458f7a2 elementor-widget elementor-widget-heading\" data-id=\"458f7a2\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">Les tests psychom\u00e9triques<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-e67f43c e-flex e-con-boxed e-con e-parent\" data-id=\"e67f43c\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-943fba1 elementor-widget elementor-widget-text-editor\" data-id=\"943fba1\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p dir=\"ltr\">Les <strong><a href=\"https:\/\/e-testing.fr\/fr\/softskills-tests-de-personnalite\/\">tests psychom\u00e9triques<\/a><\/strong> permettent de fournir une \u00e9valuation pr\u00e9cise de la personnalit\u00e9, des aptitudes cognitives, mais aussi des motivations.<\/p><h4 dir=\"ltr\">Les avantages des tests psychom\u00e9triques :\u00a0<\/h4><p>\u00a0<\/p><ul><li dir=\"ltr\" aria-level=\"1\"><p dir=\"ltr\" role=\"presentation\">Objectivit\u00e9 et standardisation<\/p><\/li><li dir=\"ltr\" aria-level=\"1\"><p dir=\"ltr\" role=\"presentation\">Pr\u00e9dit la performance \u00e0 long terme<\/p><\/li><li dir=\"ltr\" aria-level=\"1\"><p dir=\"ltr\" role=\"presentation\">\u00c9value la compatibilit\u00e9 culturelle avec l\u2019entreprise et l\u2019\u00e9quipe<\/p><\/li><li dir=\"ltr\" aria-level=\"1\"><p dir=\"ltr\" role=\"presentation\">D\u00e9tecte les traits de personnalit\u00e9 cl\u00e9s<\/p><\/li><\/ul><h4 dir=\"ltr\">Les inconv\u00e9nients des tests psychom\u00e9triques :\u00a0<\/h4><p>\u00a0<\/p><ul><li dir=\"ltr\" aria-level=\"1\"><p dir=\"ltr\" role=\"presentation\">Ne prend pas en compte le contexte sp\u00e9cifique du poste<\/p><\/li><li dir=\"ltr\" aria-level=\"1\"><p dir=\"ltr\" role=\"presentation\">Prend une image de la personnalit\u00e9 du candidat sur l\u2019instant mais n\u2019indique pas sa capacit\u00e9 d\u2019\u00e9volution<\/p><\/li><\/ul><p dir=\"ltr\">Les tests psychom\u00e9triques permettent de fournir une \u00e9valuation plus objective du candidat dans la mesure o\u00f9 il sera plus \u00e0 m\u00eame d\u2019\u00eatre honn\u00eate dans sa r\u00e9ponse aux questions, car moins biais\u00e9 par la pr\u00e9sence de son recruteur.\u00a0<\/p><p dir=\"ltr\">\u00a0<\/p><p>L\u2019examinateur est \u00e9galement moins sujet aux biais de recrutement car l\u2019examinateur est \u00e9galement moins sujet aux biais de recrutement, gr\u00e2ce \u00e0 l\u2019analyse d\u00e9taill\u00e9e des r\u00e9sultats fournie par les <a href=\"https:\/\/e-testing.fr\/fr\/softskills-tests-de-personnalite\/\">solutions d&rsquo;\u00e9valuation en ligne<\/a>.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-13b8c4d e-flex e-con-boxed e-con e-parent\" data-id=\"13b8c4d\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-39bedf9 elementor-widget elementor-widget-heading\" data-id=\"39bedf9\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">Le test d\u2019appel \u00e0 froid <\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-fa8d0f8 e-grid e-con-boxed e-con e-parent\" data-id=\"fa8d0f8\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-fadfdbf elementor-widget elementor-widget-image\" data-id=\"fadfdbf\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img decoding=\"async\" width=\"300\" height=\"450\" src=\"https:\/\/e-testing.fr\/fr\/wp-content\/uploads\/2025\/08\/evaluation-cold-call.jpg\" class=\"attachment-large size-large wp-image-28716\" alt=\"Commerciale effectuant un d\u00e9marchage t\u00e9l\u00e9phonique\" srcset=\"https:\/\/e-testing.fr\/fr\/wp-content\/uploads\/2025\/08\/evaluation-cold-call.jpg 300w, https:\/\/e-testing.fr\/fr\/wp-content\/uploads\/2025\/08\/evaluation-cold-call-200x300.jpg 200w\" sizes=\"(max-width: 300px) 100vw, 300px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-cd467e1 elementor-widget elementor-widget-text-editor\" data-id=\"cd467e1\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p dir=\"ltr\">Le <strong>test d\u2019appel \u00e0 froid<\/strong>, \u00e9galement appel\u00e9 cold-call, est une situation o\u00f9 le candidat va devoir r\u00e9aliser un appel t\u00e9l\u00e9phonique sans pr\u00e9paration en amont, devant le recruteur.\u00a0<\/p><p dir=\"ltr\">\u00a0<\/p><h4 dir=\"ltr\">Les avantages de l\u2019appel \u00e0 froid :\u00a0<\/h4><ul><li dir=\"ltr\" aria-level=\"1\"><p dir=\"ltr\" role=\"presentation\">Situation 100% r\u00e9elle<\/p><\/li><li dir=\"ltr\" aria-level=\"1\"><p dir=\"ltr\" role=\"presentation\">Teste la gestion du stress<\/p><\/li><li dir=\"ltr\" aria-level=\"1\"><p dir=\"ltr\" role=\"presentation\">\u00c9value l&rsquo;aisance t\u00e9l\u00e9phonique<\/p><\/li><li dir=\"ltr\" aria-level=\"1\"><p dir=\"ltr\" role=\"presentation\">R\u00e9v\u00e8le l&rsquo;authenticit\u00e9<\/p><\/li><\/ul><h4 dir=\"ltr\">Les inconv\u00e9nients de l\u2019appel \u00e0 froid :\u00a0<\/h4><ul><li dir=\"ltr\" aria-level=\"1\"><p dir=\"ltr\" role=\"presentation\">Tr\u00e8s stressant pour le candidat<\/p><\/li><li dir=\"ltr\" aria-level=\"1\"><p dir=\"ltr\" role=\"presentation\">D\u00e9pend de la r\u00e9ceptivit\u00e9 du prospect<\/p><\/li><li dir=\"ltr\" aria-level=\"1\"><p dir=\"ltr\" role=\"presentation\">Difficile \u00e0 standardiser<\/p><\/li><\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-2e5baba e-flex e-con-boxed e-con e-parent\" data-id=\"2e5baba\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-e376e2e elementor-widget elementor-widget-text-editor\" data-id=\"e376e2e\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p dir=\"ltr\">Ce test met \u00e0 l\u2019\u00e9preuve <strong>la capacit\u00e9 d\u2019adaptation et de r\u00e9sistance \u00e0 la pression<\/strong>, de mani\u00e8re plus importante que la simulation de vente car il s\u2019agit d\u2019un prospect r\u00e9el.\u00a0<\/p><p dir=\"ltr\">\u00a0<\/p><p dir=\"ltr\">Cet exercice permet d&rsquo;appr\u00e9hender au mieux le niveau de ma\u00eetrise de la prospection du candidat, en <strong>\u00e9valuant son comportement en situation de stress et ses comp\u00e9tences techniques durant l\u2019appel<\/strong>.<\/p><p dir=\"ltr\">Ce format de test correspond bien aux profils de commerciaux chasseurs.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-11a95c0 e-flex e-con-boxed e-con e-parent\" data-id=\"11a95c0\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-f8d94f5 elementor-widget elementor-widget-heading\" data-id=\"f8d94f5\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">L'\u00e9valuation par les Serious games<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-f63b161 e-flex e-con-boxed e-con e-parent\" data-id=\"f63b161\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-9ae1db1 elementor-widget elementor-widget-text-editor\" data-id=\"9ae1db1\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p dir=\"ltr\">\u00a0L\u2019utilisation de<a href=\"https:\/\/e-testing.fr\/fr\/tests-de-prevention-des-risques-au-travail-2\/\"> serious games<\/a> dans le processus d&rsquo;\u00e9valuation des comp\u00e9tences permet une mise en situation plus ludique et ma\u00eetris\u00e9e.<\/p><p dir=\"ltr\">\u00a0<\/p><h4 dir=\"ltr\">Les avantages des serious games :\u00a0<\/h4><p>\u00a0<\/p><ul><li dir=\"ltr\" aria-level=\"1\"><p dir=\"ltr\" role=\"presentation\">R\u00e9duit le stress du candidat<\/p><\/li><li dir=\"ltr\" aria-level=\"1\"><p dir=\"ltr\" role=\"presentation\">Engagement et motivation \u00e9lev\u00e9s<\/p><\/li><li dir=\"ltr\" aria-level=\"1\"><p dir=\"ltr\" role=\"presentation\">Collecte de donn\u00e9es comportementales<\/p><\/li><li dir=\"ltr\" aria-level=\"1\"><p dir=\"ltr\" role=\"presentation\">Exp\u00e9rience candidat optimis\u00e9e<\/p><\/li><li dir=\"ltr\" aria-level=\"1\"><p dir=\"ltr\" role=\"presentation\">Co\u00fbt d\u2019utilisation faible des serious games sur \u00e9tag\u00e8re<\/p><\/li><\/ul><h4 dir=\"ltr\">Les inconv\u00e9nients de l&rsquo;utilisation de serious games :\u00a0<\/h4><p>\u00a0<\/p><ul><li dir=\"ltr\" aria-level=\"1\"><p dir=\"ltr\" role=\"presentation\">Co\u00fbt de d\u00e9veloppement \u00e9lev\u00e9 des serious games sur mesure<\/p><\/li><li dir=\"ltr\" aria-level=\"1\">Pas adapt\u00e9 \u00e0 tous les profils<\/li><\/ul><p dir=\"ltr\">Les profils commerciaux appr\u00e9cient ce format ludique et engageant. Il leur permet une immersion r\u00e9aliste, sans le stress d&rsquo;une mise en situation r\u00e9elle.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-dd584f8 elementor-widget elementor-widget-heading\" data-id=\"dd584f8\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">Conseil d'expert : l'approche multim\u00e9thodes<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-dc51e3a elementor-widget elementor-widget-text-editor\" data-id=\"dc51e3a\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><strong>La combinaison gagnante repose sur l&rsquo;utilisation de 2 \u00e0 3 m\u00e9thodes compl\u00e9mentaires.<\/strong><\/p><p>Par exemple, vous pouvez combiner un entretien comportemental, une simulation de vente et un test psychom\u00e9trique.<\/p><p>\u00a0<\/p><p>Cette approche multim\u00e9thodes permet <strong>une \u00e9valuation objective des comp\u00e9tences techniques, aptitudes relationnelles, et orientation client, tout en r\u00e9duisant les biais de recrutement.<\/strong><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-8265f6e e-flex e-con-boxed e-con e-parent\" data-id=\"8265f6e\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-f965b5f elementor-widget elementor-widget-heading\" data-id=\"f965b5f\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Pourquoi le recrutement d\u2019un commercial est strat\u00e9gique ? <\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-0d42a93 e-flex e-con-boxed e-con e-parent\" data-id=\"0d42a93\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-e676684 elementor-widget elementor-widget-heading\" data-id=\"e676684\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">L'impact d\u2019un profil commercial sur son organisation<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-3da4dcd e-flex e-con-boxed e-con e-parent\" data-id=\"3da4dcd\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-7ff719d elementor-widget elementor-widget-text-editor\" data-id=\"7ff719d\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p dir=\"ltr\">Un commercial repr\u00e9sente son entreprise. Il est souvent le premier interlocuteur d\u2019une organisation, et influence donc sa perception.\u00a0<\/p><p>\u00a0<\/p><p dir=\"ltr\">Le commercial a pour mission principale le d\u00e9veloppement du chiffre d\u2019affaires de l&rsquo;entreprise. Suivant le type de poste, il peut \u00eatre gestionnaire de portefeuille ou conseiller client\u00e8le.<\/p><p>\u00a0<\/p><p dir=\"ltr\">Ainsi, un profil commercial a de nombreux r\u00f4les :<\/p><p>\u00a0<\/p><ul><li dir=\"ltr\" aria-level=\"1\"><p dir=\"ltr\" role=\"presentation\">Ambassadeur de la marque<\/p><\/li><li dir=\"ltr\" aria-level=\"1\"><p dir=\"ltr\" role=\"presentation\">D\u00e9velopper le chiffre d\u2019affaires<\/p><\/li><li dir=\"ltr\" aria-level=\"1\"><p dir=\"ltr\" role=\"presentation\">Elargir le portefeuille client et le fid\u00e9liser<\/p><\/li><li dir=\"ltr\" aria-level=\"1\"><p dir=\"ltr\" role=\"presentation\">Interlocuteur privil\u00e9gi\u00e9\u00a0<\/p><\/li><li dir=\"ltr\" aria-level=\"1\"><p dir=\"ltr\" role=\"presentation\">N\u00e9gocier avec les clients<\/p><\/li><li dir=\"ltr\" aria-level=\"1\"><p dir=\"ltr\" role=\"presentation\">Veille concurrentielle<\/p><\/li><\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-eab8cbd e-flex e-con-boxed e-con e-parent\" data-id=\"eab8cbd\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-c67b49a elementor-widget elementor-widget-heading\" data-id=\"c67b49a\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">Les effets d\u2019un profil commercial adapt\u00e9 aux besoins de l\u2019entreprise<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-0613445 e-flex e-con-boxed e-con e-parent\" data-id=\"0613445\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-9990a55 elementor-widget elementor-widget-text-editor\" data-id=\"9990a55\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p dir=\"ltr\">Le recrutement du bon profil commercial se traduit en termes de chiffres. Ils permettent <strong>une hausse de la productivit\u00e9 de 6% \u00e0 20%<\/strong>. Bien qu&rsquo;ils ne repr\u00e9sentent en moyenne que 30% des effectifs, <strong>ils produisent 60% du chiffre d\u2019affaires<\/strong>. Selon <a href=\"https:\/\/www.forbes.com\/sites\/groupthink\/2017\/06\/21\/effective-sales-talent-the-elusive-dream\/\">Forbes<\/a>, <strong>les 10% des meilleurs commerciaux pourraient m\u00eame g\u00e9n\u00e9rer jusqu\u2019\u00e0 90% du chiffre d\u2019affaires<\/strong> d\u2019une entreprise.\u00a0<\/p><p dir=\"ltr\">\u00a0<\/p><p dir=\"ltr\">La mani\u00e8re d\u2019aborder la relation avec les prospects et les clients, de leur vendre des produits ou services, diff\u00e8rent selon les profils de vente.<\/p><p dir=\"ltr\">\u00a0<\/p><p dir=\"ltr\">Les profils de vente de type <a href=\"https:\/\/www.close.com\/fr\/blog\/hunter-farmer-sales\">chasseur<\/a> permettent :\u00a0<\/p><ul><li dir=\"ltr\" aria-level=\"1\"><p dir=\"ltr\" role=\"presentation\">une meilleure qualification, g\u00e9n\u00e9ration et prospection de leads\u00a0<\/p><\/li><li dir=\"ltr\" aria-level=\"1\"><p dir=\"ltr\" role=\"presentation\">de bonnes performances dans la n\u00e9gociation et le pitch de vente<\/p><\/li><\/ul><p dir=\"ltr\">Les commerciaux <a href=\"https:\/\/www.close.com\/fr\/blog\/hunter-farmer-sales\">\u00e9leveurs<\/a> apportent :<\/p><ul><li dir=\"ltr\" aria-level=\"1\"><p dir=\"ltr\" role=\"presentation\">une meilleure r\u00e9tention client\u00a0<\/p><\/li><li dir=\"ltr\" aria-level=\"1\"><p dir=\"ltr\" role=\"presentation\">de meilleurs taux de renouvellement des contrats ainsi qu\u2019une bonne capacit\u00e9 de vente additionnelle (upselling, cross-selling)\u00a0<\/p><\/li><\/ul><p dir=\"ltr\">C\u2019est donc \u00e0 vous d\u2019aligner votre recrutement sur les besoins de d\u00e9veloppement de votre entreprise (conqu\u00eate de nouveaux clients, fid\u00e9lisation de clients existants\u2026), en recrutant les types de commerciaux adapt\u00e9s.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-95f36a9 e-flex e-con-boxed e-con e-parent\" data-id=\"95f36a9\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-cf7357e elementor-widget elementor-widget-heading\" data-id=\"cf7357e\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\"> Le co\u00fbt d\u2019un mauvais recrutement commercial<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-6725b25 e-flex e-con-boxed e-con e-parent\" data-id=\"6725b25\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-112891b elementor-widget elementor-widget-text-editor\" data-id=\"112891b\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p dir=\"ltr\">Un recrutement est consid\u00e9r\u00e9 comme rat\u00e9, lorsque le salari\u00e9 quitte l\u2019entreprise moins d\u2019un an apr\u00e8s sa prise de fonction. Ce d\u00e9part pr\u00e9matur\u00e9 peut \u00eatre \u00e0 l&rsquo;initiative du salari\u00e9, pour des raisons d&rsquo;inad\u00e9quation avec ses motivations ou ses attentes, mais \u00e9galement de l\u2019entreprise elle-m\u00eame, dans le cas o\u00f9 le candidat choisi ne r\u00e9pond pas \u00e0 ses besoins et \u00e0 ses objectifs.<\/p><p dir=\"ltr\">\u00a0<\/p><p dir=\"ltr\">D\u2019une mani\u00e8re g\u00e9n\u00e9rale, un mauvais recrutement peut engendrer un <a href=\"https:\/\/www.cci.fr\/actualites\/recrutement-rate-quelles-consequences-et-comment-leviter#:~:text=On%20estime%20le%20co%C3%BBt%20d,entreprise%20et%20le%20poste%20occup%C3%A9.\">co\u00fbt de 20k \u00e0 200k\u20ac<\/a> selon l\u2019entreprise et le poste occup\u00e9. Il est \u00e0 noter que ce co\u00fbt est plus \u00e9lev\u00e9 quand il concerne les profils commerciaux.<\/p><p dir=\"ltr\">\u00a0<\/p><p dir=\"ltr\">\u00c0 ce co\u00fbt financier, s&rsquo;ajoute l\u2019impact sur l&rsquo;image de l\u2019entreprise, sur son organisation, sa productivit\u00e9 ou encore sur le bien-\u00eatre de ses \u00e9quipes.<\/p><p dir=\"ltr\">\u00a0<\/p><p dir=\"ltr\">Il est donc essentiel de d\u00e9finir au mieux les besoins et objectifs de l&rsquo;organisation en amont, d&rsquo;adapter ses processus de recrutement et d&rsquo;\u00e9valuer efficacement les comp\u00e9tences des candidats, afin de faire un choix \u00e9clair\u00e9 et gagnant.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>Comment identifier le bon profil commercial \u00e0 recruter ? Quels sont les types de commerciaux ? Le recrutement d&rsquo;un commercial n\u00e9cessite avant tout de bien conna\u00eetre les diff\u00e9rents profils de vente existants. \u00a0 Des \u00e9tudes en neurosciences\u00a0ont d\u00e9montr\u00e9 que le spectre du profil commercial se divisait en 2 axes principaux, les \u00ab\u00a0commerciaux \u00e9leveurs\u00a0\u00bb et les [&hellip;]<\/p>\n","protected":false},"author":13,"featured_media":28636,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","theme-transparent-header-meta":"","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"set","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"categories":[1],"tags":[125,52],"post_folder":[],"class_list":["post-28642","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-articles","tag-commercial","tag-recrutement"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.5 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Les bonnes pratiques en recrutement commercial<\/title>\n<meta name=\"description\" content=\"Profils commerciaux, m\u00e9thodes d&#039;\u00e9valuation et processus de recrutement : comment identifier le commercial le plus adapt\u00e9 \u00e0 votre structure ?\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" 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