{"id":45665,"date":"2021-05-20T13:43:18","date_gmt":"2021-05-20T18:43:18","guid":{"rendered":"https:\/\/pros.com\/b2b\/\/?p=45665"},"modified":"2021-05-20T13:43:18","modified_gmt":"2021-05-20T18:43:18","slug":"how-streamlining-your-portfolio-improves-sales-effectiveness","status":"publish","type":"post","link":"https:\/\/pros.com\/b2b\/fr\/blog\/how-streamlining-your-portfolio-improves-sales-effectiveness\/","title":{"rendered":"Comment la rationalisation de votre portefeuille am\u00e9liore l'efficacit\u00e9 des ventes"},"content":{"rendered":"<p>Lorsque vous rationalisez votre portefeuille de produits pour l'aligner sur ce que vos clients ach\u00e8tent r\u00e9ellement, vous lib\u00e9rez une valeur consid\u00e9rable pour votre organisation. La r\u00e9duction de la complexit\u00e9 vous permet de rationaliser les op\u00e9rations et d'accro\u00eetre l'efficacit\u00e9 des ventes, en r\u00e9duisant les frais g\u00e9n\u00e9raux tout en am\u00e9liorant l'exp\u00e9rience du client.<\/p>\n<p>&nbsp;<\/p>\n<p><script src=\"https:\/\/fast.wistia.com\/embed\/medias\/bk3wfnxl8m.jsonp\" async><\/script><script src=\"https:\/\/fast.wistia.com\/assets\/external\/E-v1.js\" async><\/script><\/p>\n<div class=\"wistia_responsive_padding\" style=\"padding: 56.25% 0 0 0; position: relative;\">\n<div class=\"wistia_responsive_wrapper\" style=\"height: 100%; left: 0; position: absolute; top: 0; width: 100%;\">\n<div class=\"wistia_embed wistia_async_bk3wfnxl8m videoFoam=true\" style=\"height: 100%; position: relative; width: 100%;\">\n<div class=\"wistia_swatch\" style=\"height: 100%; left: 0; opacity: 0; overflow: hidden; position: absolute; top: 0; transition: opacity 200ms; width: 100%;\"><img decoding=\"async\" style=\"filter: blur(5px); height: 100%; object-fit: contain; width: 100%;\" src=\"https:\/\/fast.wistia.com\/embed\/medias\/bk3wfnxl8m\/swatch\" alt=\"\" aria-hidden=\"true\" \/><\/div>\n<\/div>\n<\/div>\n<\/div>\n<p>&nbsp;<\/p>\n<h2>Augmenter l'efficacit\u00e9 des ventes Exemple<\/h2>\n<p>Voici un exercice illustratif, bas\u00e9 sur l'exp\u00e9rience d'une soci\u00e9t\u00e9 informatique. Imaginez que vous dirigez une entreprise dont le catalogue de produits comprend 17 000 UGS. Ce vaste portefeuille vous aide \u00e0 stimuler les ventes et \u00e0 couvrir une plus grande partie de votre march\u00e9 potentiel, mais la complexit\u00e9 m\u00eame de la gestion de chacune de ces UGS n\u00e9cessite du temps et des ressources. Dans ce cas, le co\u00fbt de gestion de chaque UGS s'\u00e9l\u00e8ve \u00e0 $2 500. Si l'on multiplie les UGS par le co\u00fbt de gestion, le co\u00fbt total de la gestion de votre portefeuille de produits s'\u00e9l\u00e8ve \u00e0 $42,5 millions.<\/p>\n<p>&nbsp;<\/p>\n<p><strong>\"Comment r\u00e9duire ce co\u00fbt pour maximiser la valeur tout en r\u00e9pondant aux exigences du client ?<\/strong><\/p>\n<p>&nbsp;<\/p>\n<h3>D\u00e9terminer les produits qui g\u00e9n\u00e8rent le plus de revenus<\/h3>\n<p>En analysant vos donn\u00e9es de transaction, vous d\u00e9couvrez qu'environ 80 % de votre chiffre d'affaires provient de la vente de 200 produits. Les 16 800 autres UGS de votre portefeuille de produits g\u00e9n\u00e8rent 20 % du chiffre d'affaires.<\/p>\n<p>En d'autres termes, vous d\u00e9pensez $500 000 pour maintenir les produits qui g\u00e9n\u00e8rent 80 % de votre chiffre d'affaires... et $42 millions pour maintenir les produits qui g\u00e9n\u00e8rent les 20 % restants.<\/p>\n<p>Il est clair qu'il est possible d'am\u00e9liorer le chiffre d'affaires en rationalisant votre portefeuille de produits. Arm\u00e9 de ces donn\u00e9es, vous retournez vers vos organisations de gestion des produits, de d\u00e9veloppement des produits et de cha\u00eene d'approvisionnement et leur montrez que la complexit\u00e9 de votre portefeuille est auto-inflig\u00e9e - et extr\u00eamement co\u00fbteuse. Et maintenant, que faire ?<\/p>\n<p>&nbsp;<\/p>\n<h3>\u00c9laborer une solution fond\u00e9e sur les donn\u00e9es<\/h3>\n<p>Une solution pourrait consister \u00e0 r\u00e9duire le co\u00fbt total de la gestion des UGS en abandonnant la plupart des produits qui ne g\u00e9n\u00e8rent qu'un revenu minime. Mais cette approche risque d'avoir un impact n\u00e9gatif sur l'efficacit\u00e9 de vos ventes et, en fin de compte, sur votre chiffre d'affaires. Lorsque vos clients ont besoin de produits qui ne font plus partie de votre portefeuille, vos repr\u00e9sentants commerciaux ne peuvent pas offrir une solution compl\u00e8te au probl\u00e8me commercial du client. Vous risquez de nuire \u00e0 l'exp\u00e9rience de vos clients et de perdre leur client\u00e8le ou de devenir un fournisseur unique plut\u00f4t qu'un partenaire de confiance.<\/p>\n<p>L\u00e0 encore, le d\u00e9fi consiste \u00e0 r\u00e9duire les co\u00fbts de gestion du portefeuille tout en r\u00e9pondant aux exigences des clients. Voici une meilleure solution :<\/p>\n<p>&nbsp;<\/p>\n<p><strong>\"Alignez vos produits sur le comportement d'achat des clients et utilisez ces informations pour g\u00e9rer votre portefeuille.<\/strong><\/p>\n<p>Voici comment le d\u00e9composer :<\/p>\n<p>&nbsp;<\/p>\n<h4>1) D\u00e9velopper un portefeuille de base qui r\u00e9ponde \u00e0 80 % des besoins de vos clients<\/h4>\n<p>Cela vous permet de concentrer vos op\u00e9rations sur la livraison des produits les plus critiques avec une exp\u00e9rience client exceptionnelle et une coh\u00e9rence dans le monde entier.<\/p>\n<p>D\u00e9sormais, lorsqu'un client ach\u00e8te des articles de votre portefeuille de base, il a la certitude que ces produits sont toujours disponibles dans un d\u00e9lai raisonnable dans n'importe lequel des pays que vous g\u00e9rez. Cela permet \u00e0 votre organisation commerciale de se concentrer sur les opportunit\u00e9s les plus rentables et d'offrir une exp\u00e9rience client particuli\u00e8rement attrayante pour les grandes organisations internationales.<\/p>\n<p>&nbsp;<\/p>\n<h4>2) Utiliser des pr\u00e9visions de ventes rationalis\u00e9es pour am\u00e9liorer la gestion de la cha\u00eene d'approvisionnement<\/h4>\n<p>Lorsque vous proposez une offre de base au lieu de 17 000 UGS, votre cha\u00eene d'approvisionnement peut se concentrer sur un ensemble de produits relativement restreint. Cela am\u00e9liore la capacit\u00e9 de la cha\u00eene d'approvisionnement \u00e0 fournir de mani\u00e8re pr\u00e9visible vos produits de base, car il est plus facile pour elle de g\u00e9rer les pr\u00e9visions et de regrouper les achats de mat\u00e9riaux.<\/p>\n<p>D\u00e9sormais, vous disposez d'un produit coh\u00e9rent dans des centaines de pays et votre cha\u00eene d'approvisionnement est en mesure de pr\u00e9voir une demande r\u00e9guli\u00e8re. R\u00e9sultat : un processus simplifi\u00e9, des frais g\u00e9n\u00e9raux r\u00e9duits, des d\u00e9lais d'ex\u00e9cution plus courts et des accords de niveau de service (SLA) plus performants autour de votre offre principale.<\/p>\n<p>Mais qu'en est-il de tous ces produits qui ne font pas partie de votre offre principale ?<\/p>\n<p>&nbsp;<\/p>\n<h4>3) D\u00e9velopper un second mod\u00e8le de gestion pour le portefeuille \u00e9tendu<\/h4>\n<p>Plut\u00f4t que d'investir une \u00e9nergie consid\u00e9rable dans la recherche, l'approvisionnement et la gestion de 16 800 UGS qui ne g\u00e9n\u00e8rent que 20 % du chiffre d'affaires, utilisez une approche de gestion \u00e0 moindre co\u00fbt pour cette cat\u00e9gorie de produits. Vos clients peuvent toujours acheter des produits de cette gamme \u00e9largie, mais ils doivent s'attendre \u00e0 payer plus cher pour ces articles sp\u00e9cialis\u00e9s et \u00e0 b\u00e9n\u00e9ficier d'un d\u00e9lai de livraison plus long. Au lieu de 10 jours, ces achats peuvent prendre 30 jours. Pour r\u00e9duire encore les frais g\u00e9n\u00e9raux, il convient d'analyser ces articles du portefeuille \u00e9largi en vue de les \u00e9liminer ou de les modifier.<\/p>\n<p>&nbsp;<\/p>\n<h2>Am\u00e9liorez vos ventes en rationalisant votre portefeuille \u00e0 l'aide d'une approche fond\u00e9e sur les donn\u00e9es<\/h2>\n<p>En suivant cette approche fond\u00e9e sur les donn\u00e9es pour rationaliser votre portefeuille, vous changez l'orientation de votre organisation et vous pouvez r\u00e9duire les frais g\u00e9n\u00e9raux, ce qui favorise la rentabilit\u00e9. Pour l'entreprise r\u00e9elle sur laquelle est bas\u00e9 cet exemple, cette approche a permis d'am\u00e9liorer l'ex\u00e9cution et d'augmenter la part de march\u00e9, tout en am\u00e9liorant consid\u00e9rablement l'exp\u00e9rience client, en particulier en ce qui concerne l'assistance aux clients internationaux.<\/p>\n<p>N'est-il pas temps d'examiner de plus pr\u00e8s l'ad\u00e9quation entre votre portefeuille de produits et ce que vos clients ach\u00e8tent r\u00e9ellement ?<\/p>\n<p>D\u00e9couvrez comment la rationalisation du processus de vente peut\u00a0<a class=\"hooked\" href=\"https:\/\/pros.com\/b2b\/fr\/learn\/blog\/how-cpq-improves-customer-experience\/\" data-internal=\"standard\">am\u00e9liorer l'exp\u00e9rience du client<\/a>ce qui se traduit par une augmentation de la satisfaction et de la valeur de la dur\u00e9e de vie.<\/p>","protected":false},"excerpt":{"rendered":"<p>When you streamline your product portfolio to align with what your customers are actually buying, it unlocks massive value for your organization. Reducing complexity allows you to streamline operations and increase sales effectiveness, lowering overhead while improving the customer experience. &nbsp; &nbsp; Increasing Sales Effectiveness Example Here\u2019s an illustrative exercise, based on a computer company\u2019s [&hellip;]<\/p>\n","protected":false},"author":10,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"inline_featured_image":false,"footnotes":""},"categories":[36],"tags":[],"class_list":["post-45665","post","type-post","status-publish","format-standard","hentry","category-blog"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v26.7 (Yoast SEO v27.4) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>Sales Portfolio Management | Streamline Product Portfolios | PROS<\/title>\n<meta name=\"description\" content=\"Learn how to improve sales by streamlining your operations with PROS. 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Our solutions help your organization lower overhead and improve the customer experience.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/pros.com\/b2b\/fr\/blog\/how-streamlining-your-portfolio-improves-sales-effectiveness\/\" \/>\n<meta property=\"og:site_name\" content=\"PROS B2B\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/www.facebook.com\/PROSInc\" \/>\n<meta property=\"article:published_time\" content=\"2021-05-20T18:43:18+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/fast.wistia.com\/embed\/medias\/bk3wfnxl8m\/swatch\" \/>\n<meta name=\"author\" content=\"japaricio\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:creator\" content=\"@PROS_Inc\" \/>\n<meta name=\"twitter:site\" content=\"@PROS_Inc\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\\\/\\\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\\\/\\\/pros.com\\\/b2b\\\/\\\/blog\\\/how-streamlining-your-portfolio-improves-sales-effectiveness\\\/#article\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/pros.com\\\/b2b\\\/blog\\\/how-streamlining-your-portfolio-improves-sales-effectiveness\\\/\"},\"author\":{\"name\":\"japaricio\",\"@id\":\"https:\\\/\\\/pros.com\\\/b2b\\\/#\\\/schema\\\/person\\\/77111117db6df6a006fec5f4ba778994\"},\"headline\":\"How Streamlining Your Portfolio Improves Sales Effectiveness\",\"datePublished\":\"2021-05-20T18:43:18+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\\\/\\\/pros.com\\\/b2b\\\/blog\\\/how-streamlining-your-portfolio-improves-sales-effectiveness\\\/\"},\"wordCount\":814,\"commentCount\":0,\"publisher\":{\"@id\":\"https:\\\/\\\/pros.com\\\/b2b\\\/#organization\"},\"image\":{\"@id\":\"https:\\\/\\\/pros.com\\\/b2b\\\/\\\/blog\\\/how-streamlining-your-portfolio-improves-sales-effectiveness\\\/#primaryimage\"},\"thumbnailUrl\":\"https:\\\/\\\/fast.wistia.com\\\/embed\\\/medias\\\/bk3wfnxl8m\\\/swatch\",\"articleSection\":[\"Blog\"],\"inLanguage\":\"fr-FR\",\"potentialAction\":[{\"@type\":\"CommentAction\",\"name\":\"Comment\",\"target\":[\"https:\\\/\\\/pros.com\\\/b2b\\\/\\\/blog\\\/how-streamlining-your-portfolio-improves-sales-effectiveness\\\/#respond\"]}]},{\"@type\":\"WebPage\",\"@id\":\"https:\\\/\\\/pros.com\\\/b2b\\\/blog\\\/how-streamlining-your-portfolio-improves-sales-effectiveness\\\/\",\"url\":\"https:\\\/\\\/pros.com\\\/b2b\\\/\\\/blog\\\/how-streamlining-your-portfolio-improves-sales-effectiveness\\\/\",\"name\":\"Sales Portfolio Management | Streamline Product Portfolios | PROS\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/pros.com\\\/b2b\\\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\\\/\\\/pros.com\\\/b2b\\\/\\\/blog\\\/how-streamlining-your-portfolio-improves-sales-effectiveness\\\/#primaryimage\"},\"image\":{\"@id\":\"https:\\\/\\\/pros.com\\\/b2b\\\/\\\/blog\\\/how-streamlining-your-portfolio-improves-sales-effectiveness\\\/#primaryimage\"},\"thumbnailUrl\":\"https:\\\/\\\/fast.wistia.com\\\/embed\\\/medias\\\/bk3wfnxl8m\\\/swatch\",\"datePublished\":\"2021-05-20T18:43:18+00:00\",\"description\":\"Learn how to improve sales by streamlining your operations with PROS. 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