{"id":11898,"date":"2019-11-18T08:38:42","date_gmt":"2019-11-18T08:38:42","guid":{"rendered":"https:\/\/leadsnsales.fr\/uncategorized\/le-plan-dactions-commerciales-de-quoi-parle-t-on\/"},"modified":"2022-01-30T22:07:37","modified_gmt":"2022-01-30T21:07:37","slug":"le-plan-dactions-commerciales-de-quoi-parle-t-on","status":"publish","type":"post","link":"https:\/\/leadsnsales.fr\/en\/gagner-des-clients-en\/le-plan-dactions-commerciales-de-quoi-parle-t-on\/","title":{"rendered":"Le plan d\u2019actions commerciales\u00a0: de quoi parle-t-on\u00a0?"},"content":{"rendered":"<p>[et_pb_section fb_built=&#8221;1&#8243; admin_label=&#8221;section&#8221; _builder_version=&#8221;3.22&#8243; global_colors_info=&#8221;{}&#8221;][et_pb_row admin_label=&#8221;row&#8221; _builder_version=&#8221;3.25&#8243; background_size=&#8221;initial&#8221; background_position=&#8221;top_left&#8221; background_repeat=&#8221;repeat&#8221; global_colors_info=&#8221;{}&#8221;][et_pb_column type=&#8221;4_4&#8243; _builder_version=&#8221;3.25&#8243; custom_padding=&#8221;|||&#8221; global_colors_info=&#8221;{}&#8221; custom_padding__hover=&#8221;|||&#8221;][et_pb_text admin_label=&#8221;Text&#8221; _builder_version=&#8221;4.0.6&#8243; background_size=&#8221;initial&#8221; background_position=&#8221;top_left&#8221; background_repeat=&#8221;repeat&#8221; global_colors_info=&#8221;{}&#8221;]Le plan d\u2019actions commerciales d\u00e9crit, par \u00e9tape, toute la strat\u00e9gie d\u00e9finie par l\u2019entreprise pour atteindre des objectifs sp\u00e9cifiques. Il regroupe et d\u00e9taille l\u2019ensemble de vos actions commerciales et marketing \u00e0 entreprendre sur une p\u00e9riode donn\u00e9e pour atteindre vos objectifs commerciaux.<br \/>\nLe plan d\u2019actions commerciales est n\u00e9cessaire, quelle que soit votre activit\u00e9. On y trouve tous les d\u00e9tails essentiels concernant les \u00e9tapes \u00e0 suivre pour atteindre un ou plusieurs objectifs. Il constitue la feuille de route du dirigeant de l\u2019entreprise. Il demeure donc votre outil et assure la croissance de votre organisation et son d\u00e9veloppement global.<\/p>\n<p>Le Plan d\u2019actions commerciales est diff\u00e9rent du plan d\u2019action du vendeur. Commen\u00e7ons par comprendre son contenu, avant d\u2019aborder celui du plan d\u2019actions du vendeur.<\/p>\n<p>G\u00e9n\u00e9ralement, le plan d\u2019actions commerciales est compos\u00e9 de deux parties\u00a0: la premi\u00e8re\u00a0; la planification strat\u00e9gique, est ax\u00e9e sur les objectifs \u00e0 long terme que le dirigeant souhaite atteindre pour sa soci\u00e9t\u00e9 et la strat\u00e9gie qui sera d\u00e9ploy\u00e9e pour y arriver.<\/p>\n<p>Objectivement, on y distingue :<\/p>\n<ul>\n<li>La vision de l\u2019entreprise \u00e0 5 ou 10\u00a0ans<\/li>\n<li>Les grands objectifs poursuivis \u00e0 3\u00a0ans<\/li>\n<li>Les objectifs \u00e0 court terme (1 an)<\/li>\n<\/ul>\n<p>Ainsi, le Plan d\u2019actions commerciales de l\u2019ann\u00e9e se d\u00e9finit sur une p\u00e9riode pr\u00e9cise d\u2019un an.<\/p>\n<p>La seconde partie d\u00e9veloppe le programme strat\u00e9gique \u00e0 un an dans le d\u00e9tail. On y trouve notamment les objectifs et les moyens financiers ou humains consacr\u00e9s \u00e0 ces objectifs. Par exemple, pour une strat\u00e9gie de conqu\u00eate de nouveaux march\u00e9s, ou de d\u00e9veloppement des partenariats dans diff\u00e9rentes r\u00e9gions, la partie op\u00e9rationnelle pr\u00e9cisera en d\u00e9tail comment s\u2019y prendre pour recruter ses collaborateurs, avec quels moyens\u2026 Cela peut n\u00e9cessiter le recrutement de commerciaux.<\/p>\n<p>Le plan d\u2019actions du vendeur, aussi appel\u00e9 plan de prospection, d\u00e9coule du plan d\u2019actions commerciales et il ne concerne que le vendeur. Il comprend essentiellement les actions de l\u2019ann\u00e9e. Le plan d\u2019actions du vendeur reste donc sp\u00e9cifique \u00e0 un vendeur, qui peut se concentrer sur ses actions de d\u00e9veloppement pour son territoire, lesquelles lui permettent l\u2019atteinte de son objectif.[\/et_pb_text][\/et_pb_column][\/et_pb_row][et_pb_row column_structure=&#8221;1_4,3_4&#8243; use_custom_gutter=&#8221;on&#8221; gutter_width=&#8221;1&#8243; make_equal=&#8221;on&#8221; disabled_on=&#8221;on|on|on&#8221; _builder_version=&#8221;4.14.4&#8243; background_color=&#8221;#d6d6d6&#8243; background_enable_image=&#8221;off&#8221; custom_padding=&#8221;0px||0px||false|false&#8221; disabled=&#8221;on&#8221; global_colors_info=&#8221;{}&#8221;][et_pb_column type=&#8221;1_4&#8243; _builder_version=&#8221;4.0.6&#8243; background_image=&#8221;https:\/\/leadsnsales.fr\/wp-content\/uploads\/2019\/11\/pexels-photo-3184287.jpeg&#8221; global_colors_info=&#8221;{}&#8221;][et_pb_image 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-->.zcwf_lblLeft .zcwf_tooltip_ctn{<!-- [et_pb_line_break_holder] -->    position: absolute;<!-- [et_pb_line_break_holder] -->    background: #dedede;<!-- [et_pb_line_break_holder] -->    padding: 3px 6px;<!-- [et_pb_line_break_holder] -->    top: 3px;<!-- [et_pb_line_break_holder] -->    border-radius: 4px;word-break: break-all;<!-- [et_pb_line_break_holder] -->    min-width: 50px;<!-- [et_pb_line_break_holder] -->    max-width: 150px;<!-- [et_pb_line_break_holder] -->    color: #333;<!-- [et_pb_line_break_holder] -->}<!-- [et_pb_line_break_holder] -->.zcwf_lblLeft .zcwf_ckbox{<!-- [et_pb_line_break_holder] -->    float: left;<!-- [et_pb_line_break_holder] -->}<!-- [et_pb_line_break_holder] -->.zcwf_lblLeft .zcwf_file{<!-- [et_pb_line_break_holder] -->    width: 55%;<!-- [et_pb_line_break_holder] -->    box-sizing: border-box;<!-- [et_pb_line_break_holder] -->    float: left;<!-- [et_pb_line_break_holder] -->}<!-- [et_pb_line_break_holder] -->.clearB:after{<!-- [et_pb_line_break_holder] -->    content:'';<!-- [et_pb_line_break_holder] -->    display: block;<!-- [et_pb_line_break_holder] -->    clear: both;<!-- [et_pb_line_break_holder] -->}<!-- [et_pb_line_break_holder] -->@media all and (max-width: 600px) {<!-- [et_pb_line_break_holder] -->    .zcwf_lblLeft .zcwf_col_lab, .zcwf_lblLeft .zcwf_col_fld {<!-- [et_pb_line_break_holder] -->        width: auto;<!-- [et_pb_line_break_holder] -->        float: none !important;<!-- [et_pb_line_break_holder] -->    }<!-- [et_pb_line_break_holder] -->    .zcwf_lblLeft .zcwf_col_help {width: 40%;}<!-- [et_pb_line_break_holder] -->}<!-- [et_pb_line_break_holder] --><\/style>\n<p><!-- [et_pb_line_break_holder] --><\/p>\n<div class='zcwf_title' style='max-width: 600px;color: black;'>T\u00e9l\u00e9chargez mod\u00e8le PAC<\/div>\n<p><!-- [et_pb_line_break_holder] --><\/p>\n<div class='zcwf_row'>\n<div class='zcwf_col_lab' style='font-size:12px; font-family: Arial;'><label for='First_Name'>Pr\u00e9nom<span 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d\u2019employ\u00e9'>R\u00e9f\u00e9rence d\u2019employ\u00e9<\/option><!-- [et_pb_line_break_holder] --><option value='R\u00e9f\u00e9rence externe'>R\u00e9f\u00e9rence externe<\/option><!-- [et_pb_line_break_holder] --><option value='WebSite Visit'>WebSite Visit<\/option><!-- [et_pb_line_break_holder] --><option value='Partenaire'>Partenaire<\/option><!-- [et_pb_line_break_holder] --><option value='Relations Publiques'>Relations Publiques<\/option><!-- [et_pb_line_break_holder] --><option value='Salon'>Salon<\/option><!-- [et_pb_line_break_holder] --><option value='Formulaire Web'>Formulaire Web<\/option><!-- [et_pb_line_break_holder] --><option value='Moteur de recherche'>Moteur de recherche<\/option><!-- [et_pb_line_break_holder] --><option value='Facebook'>Facebook<\/option><!-- [et_pb_line_break_holder] --><option value='Twitter'>Twitter<\/option><!-- [et_pb_line_break_holder] --><option value='Advertisement'>Advertisement<\/option><!-- [et_pb_line_break_holder] --><option value='Cold Call'>Cold Call<\/option><!-- [et_pb_line_break_holder] --><option value='Employee Referral'>Employee Referral<\/option><!-- [et_pb_line_break_holder] --><option value='External Referral'>External Referral<\/option><!-- [et_pb_line_break_holder] --><option value='Online Store'>Online Store<\/option><!-- [et_pb_line_break_holder] --><option value='Partner'>Partner<\/option><!-- [et_pb_line_break_holder] --><option value='Seminar Partner'>Seminar Partner<\/option><!-- [et_pb_line_break_holder] --><option value='Trade Show'>Trade Show<\/option><!-- [et_pb_line_break_holder] --><option value='Web Download'>Web Download<\/option><!-- [et_pb_line_break_holder] --><option value='Google+'>Google+<\/option><!-- [et_pb_line_break_holder] --><option selected value='Ebook-AEntrepreneur'>Ebook-AEntrepreneur<\/option><!-- [et_pb_line_break_holder] --><option value='Corporama'>Corporama<\/option><!-- [et_pb_line_break_holder] --><option value='Accomp. 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Il regroupe et d\u00e9taille l\u2019ensemble de vos actions commerciales et marketing \u00e0 entreprendre sur une p\u00e9riode donn\u00e9e pour atteindre vos objectifs commerciaux. Le plan d\u2019actions commerciales est n\u00e9cessaire, quelle que soit votre activit\u00e9. On y trouve tous [&hellip;]<\/p>\n","protected":false},"author":8,"featured_media":11618,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_et_pb_use_builder":"on","_et_pb_old_content":"<p><span style=\"vertical-align: inherit;\"><span style=\"vertical-align: inherit;\">The commercial action plan describes, step by step, the whole strategy defined by the company to achieve specific objectives. <\/span><span style=\"vertical-align: inherit;\">It gathers and details all of your commercial and marketing actions to be undertaken over a period of time to reach your commercial objectives. <\/span><\/span><br \/><span style=\"vertical-align: inherit;\"><span style=\"vertical-align: inherit;\">The commercial action plan is necessary, whatever your activity. <\/span><span style=\"vertical-align: inherit;\">It contains all the essential details regarding the steps to be taken to achieve one or more objectives. <\/span><span style=\"vertical-align: inherit;\">It is the roadmap of the company's manager. <\/span><span style=\"vertical-align: inherit;\">It remains your tool and ensures the growth of your organization and its overall development.<\/span><\/span><\/p><p><span style=\"vertical-align: inherit;\"><span style=\"vertical-align: inherit;\">The Business Action Plan is different from the seller's action plan. <\/span><span style=\"vertical-align: inherit;\">Let's start by understanding its content, before approaching that of the seller's action plan.<\/span><\/span><\/p><p><span style=\"vertical-align: inherit;\"><span style=\"vertical-align: inherit;\">Generally, the commercial action plan is composed of two parts: the first; <\/span><span style=\"vertical-align: inherit;\">strategic planning, focuses on the long-term goals the leader wants to achieve for his company and the strategy that will be deployed to achieve it.<\/span><\/span><\/p><p><span style=\"vertical-align: inherit;\"><span style=\"vertical-align: inherit;\">Objectively, we distinguish:<\/span><\/span><\/p><ul><li><span style=\"vertical-align: inherit;\"><span style=\"vertical-align: inherit;\">The vision of the company at 5 or 10 years<\/span><\/span><\/li><li><span style=\"vertical-align: inherit;\"><span style=\"vertical-align: inherit;\">The main objectives pursued at 3 years<\/span><\/span><\/li><li><span style=\"vertical-align: inherit;\"><span style=\"vertical-align: inherit;\">Short-term goals (1 year)<\/span><\/span><\/li><\/ul><p><span style=\"vertical-align: inherit;\"><span style=\"vertical-align: inherit;\">Thus, the Business Action Plan for the year is defined over a specific period of one year.<\/span><\/span><\/p><p><span style=\"vertical-align: inherit;\"><span style=\"vertical-align: inherit;\">The second part develops the strategic program to one year in detail. <\/span><span style=\"vertical-align: inherit;\">It includes objectives and financial or human resources devoted to these objectives. <\/span><span style=\"vertical-align: inherit;\">For example, for a strategy of conquering new markets, or developing partnerships in different regions, the operational part will specify in detail how to recruit its employees, with what means ... This may require the recruitment of salespeople.<\/span><\/span><\/p><p><span style=\"vertical-align: inherit;\"><span style=\"vertical-align: inherit;\">The seller's action plan, also known as the prospecting plan, is derived from the commercial action plan and only concerns the seller. <\/span><span style=\"vertical-align: inherit;\">It essentially includes the actions of the year. <\/span><span style=\"vertical-align: inherit;\">The seller's action plan therefore remains specific to a seller, who can focus on his development actions for his territory, which enable him to achieve his objective. <\/span><\/span><br \/><span style=\"vertical-align: inherit;\"><span style=\"vertical-align: inherit;\">[Chronoforms6 chronoform = form-download-pac]<\/span><\/span><\/p>","_et_gb_content_width":"","_uag_custom_page_level_css":"","footnotes":""},"categories":[3799,3800],"tags":[3801,3802,3803],"class_list":["post-11898","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-gagner-des-clients-en","category-strategie-en","tag-plan-daction-commercial-en","tag-plan-daction-trouver-des-clients-en","tag-plan-dactions-commerciales-en"],"uagb_featured_image_src":{"full":["https:\/\/leadsnsales.fr\/wp-content\/uploads\/2019\/11\/Le-plans.jpg",720,432,false],"thumbnail":["https:\/\/leadsnsales.fr\/wp-content\/uploads\/2019\/11\/Le-plans-150x150.jpg",150,150,true],"medium":["https:\/\/leadsnsales.fr\/wp-content\/uploads\/2019\/11\/Le-plans-300x180.jpg",300,180,true],"medium_large":["https:\/\/leadsnsales.fr\/wp-content\/uploads\/2019\/11\/Le-plans.jpg",720,432,false],"large":["https:\/\/leadsnsales.fr\/wp-content\/uploads\/2019\/11\/Le-plans.jpg",720,432,false],"course_archive_thumbnail":["https:\/\/leadsnsales.fr\/wp-content\/uploads\/2019\/11\/Le-plans-100x60.jpg",100,60,true],"course_single_thumbnail":["https:\/\/leadsnsales.fr\/wp-content\/uploads\/2019\/11\/Le-plans-100x60.jpg",100,60,true],"lesson_archive_thumbnail":["https:\/\/leadsnsales.fr\/wp-content\/uploads\/2019\/11\/Le-plans-100x60.jpg",100,60,true],"lesson_single_thumbnail":["https:\/\/leadsnsales.fr\/wp-content\/uploads\/2019\/11\/Le-plans-100x60.jpg",100,60,true],"1536x1536":["https:\/\/leadsnsales.fr\/wp-content\/uploads\/2019\/11\/Le-plans.jpg",720,432,false],"2048x2048":["https:\/\/leadsnsales.fr\/wp-content\/uploads\/2019\/11\/Le-plans.jpg",720,432,false],"et-pb-post-main-image":["https:\/\/leadsnsales.fr\/wp-content\/uploads\/2019\/11\/Le-plans-400x250.jpg",400,250,true],"et-pb-post-main-image-fullwidth":["https:\/\/leadsnsales.fr\/wp-content\/uploads\/2019\/11\/Le-plans.jpg",720,432,false],"et-pb-portfolio-image":["https:\/\/leadsnsales.fr\/wp-content\/uploads\/2019\/11\/Le-plans-400x284.jpg",400,284,true],"et-pb-portfolio-module-image":["https:\/\/leadsnsales.fr\/wp-content\/uploads\/2019\/11\/Le-plans-510x382.jpg",510,382,true],"et-pb-portfolio-image-single":["https:\/\/leadsnsales.fr\/wp-content\/uploads\/2019\/11\/Le-plans.jpg",720,432,false],"et-pb-gallery-module-image-portrait":["https:\/\/leadsnsales.fr\/wp-content\/uploads\/2019\/11\/Le-plans-400x432.jpg",400,432,true],"et-pb-post-main-image-fullwidth-large":["https:\/\/leadsnsales.fr\/wp-content\/uploads\/2019\/11\/Le-plans.jpg",720,432,false],"gform-image-choice-sm":["https:\/\/leadsnsales.fr\/wp-content\/uploads\/2019\/11\/Le-plans.jpg",300,180,false],"gform-image-choice-md":["https:\/\/leadsnsales.fr\/wp-content\/uploads\/2019\/11\/Le-plans.jpg",400,240,false],"gform-image-choice-lg":["https:\/\/leadsnsales.fr\/wp-content\/uploads\/2019\/11\/Le-plans.jpg",600,360,false],"woocommerce_thumbnail":["https:\/\/leadsnsales.fr\/wp-content\/uploads\/2019\/11\/Le-plans-300x300.jpg",300,300,true],"woocommerce_single":["https:\/\/leadsnsales.fr\/wp-content\/uploads\/2019\/11\/Le-plans-600x360.jpg",600,360,true],"woocommerce_gallery_thumbnail":["https:\/\/leadsnsales.fr\/wp-content\/uploads\/2019\/11\/Le-plans-100x100.jpg",100,100,true]},"uagb_author_info":{"display_name":"Irma Dalmas","author_link":"https:\/\/leadsnsales.fr\/en\/author\/idwlgs\/"},"uagb_comment_info":0,"uagb_excerpt":"Le plan d\u2019actions commerciales d\u00e9crit, par \u00e9tape, toute la strat\u00e9gie d\u00e9finie par l\u2019entreprise pour atteindre des objectifs sp\u00e9cifiques. Il regroupe et d\u00e9taille l\u2019ensemble de vos actions commerciales et marketing \u00e0 entreprendre sur une p\u00e9riode donn\u00e9e pour atteindre vos objectifs commerciaux. Le plan d\u2019actions commerciales est n\u00e9cessaire, quelle que soit votre activit\u00e9. On y trouve tous&hellip;","_links":{"self":[{"href":"https:\/\/leadsnsales.fr\/en\/wp-json\/wp\/v2\/posts\/11898","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/leadsnsales.fr\/en\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/leadsnsales.fr\/en\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/leadsnsales.fr\/en\/wp-json\/wp\/v2\/users\/8"}],"replies":[{"embeddable":true,"href":"https:\/\/leadsnsales.fr\/en\/wp-json\/wp\/v2\/comments?post=11898"}],"version-history":[{"count":2,"href":"https:\/\/leadsnsales.fr\/en\/wp-json\/wp\/v2\/posts\/11898\/revisions"}],"predecessor-version":[{"id":16865,"href":"https:\/\/leadsnsales.fr\/en\/wp-json\/wp\/v2\/posts\/11898\/revisions\/16865"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/leadsnsales.fr\/en\/wp-json\/wp\/v2\/media\/11618"}],"wp:attachment":[{"href":"https:\/\/leadsnsales.fr\/en\/wp-json\/wp\/v2\/media?parent=11898"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/leadsnsales.fr\/en\/wp-json\/wp\/v2\/categories?post=11898"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/leadsnsales.fr\/en\/wp-json\/wp\/v2\/tags?post=11898"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}