{"id":670,"date":"2022-09-13T18:11:00","date_gmt":"2023-09-07T18:11:12","guid":{"rendered":"https:\/\/www.salesforce.com\/?p=670"},"modified":"2023-10-18T15:29:49","modified_gmt":"2023-10-18T15:29:49","slug":"revenue-intelligence","status":"publish","type":"post","link":"https:\/\/www.salesforce.com\/fr\/blog\/revenue-intelligence\/","title":{"rendered":"Travailler moins et signer plus : quand la Revenue Intelligence \u00e9paule les ventes"},"content":{"rendered":"\n<p><b>Le cerveau humain est dou\u00e9 pour nouer des relations ; il l\u2019est un peu moins pour analyser des montagnes de donn\u00e9es. Pourtant, dans le domaine de la vente, analyser ses performances pass\u00e9es et pr\u00e9dire celles \u00e0 venir est une aide pr\u00e9cieuse \u00e0 la conduite des affaires. C\u2019est ce que Salesforce appelle r<i>evenue intelligence. <\/i>D\u00e9cryptage.<\/b><\/p>\n\n\n\n<p>Pour conduire efficacement son activit\u00e9, un directeur commercial doit se r\u00e9p\u00e9ter constamment trois questions : <\/p>\n\n\n\n<ol class=\"wp-block-list\">\n<li>Mes commerciaux contactent-ils les comptes prioritaires ?<\/li>\n\n\n\n<li>Comment peuvent-ils se concentrer sur les deals les plus prometteurs et les conclurent plus vite ?<\/li>\n\n\n\n<li>Est-ce que nos meilleurs repr\u00e9sentants sont affect\u00e9s aux deals les plus vitaux ?<\/li>\n<\/ol>\n\n\n\n<p>Ces trois interrogations trouveront leur r\u00e9ponse dans la <i>revenue intelligence.<\/i><\/p>\n\n\n\n<div class=\"layout-one wp-block-salesforce-blog-offer\">\n\t<div class=\"wp-block-offer__wrapper\">\n\n\t\t<div class=\"wp-block-offer__content\">\n\t\t\t<h2 class=\"wp-block-offer__title\"><span>Les insights de 7 700 professionnels de la vente<\/span><\/h2>\n\t\t\t\t\t\t\t<p class=\"wp-block-offer__description\">D\u00e9couvrez dans notre dernier rapport leurs tactiques pour augmenter leur productivit\u00e9 et leur efficacit\u00e9.<\/p>\n\t\t\t\n\t\t\t\n\t\t\t\t\t\t\t<div class=\"wp-block-button\">\n\t\t\t\t\t<a class=\"wp-block-button__link\" target=\"_self\" href=\"https:\/\/www.salesforce.com\/fr\/resources\/research-reports\/state-of-sales\/?d=7013y000002RTzSAAW\">Lire le rapport<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\n\t\t<div class=\"wp-block-offer__media\">\n\t\t\t\t\t<\/div>\n\t<\/div>\n\n\t\t\t<div class=\"wp-block-offer__graphics wp-block-offer__contour\"><\/div>\n\t\n\t\t\t<!-- Standard Illustration -->\n\t\t<img decoding=\"async\" class=\"wp-block-offer__graphics wp-block-offer__illustration\" src=\"https:\/\/www.salesforce.com\/fr\/blog\/wp-content\/themes\/salesforce-blog\/dist\/images\/offer-block\/offer-illustration-layout-one.png\" alt=\"\">\n\n\t\t<!-- Small Accent Illustration -->\n\t\t\t\t\t<img decoding=\"async\" class=\"wp-block-offer__graphics wp-block-offer__accent\" src=\"https:\/\/www.salesforce.com\/fr\/blog\/wp-content\/themes\/salesforce-blog\/dist\/images\/offer-block\/offer-accent-layout-one.png\" alt=\"\">\n\t\t\n\t\t<!-- Left Side Illustration -->\n\t\t\n\t\t<!-- Cloud Illustration -->\n\t\t\t\t\t<img decoding=\"async\" class=\"wp-block-offer__graphics wp-block-offer__cloud\" src=\"https:\/\/www.salesforce.com\/fr\/blog\/wp-content\/themes\/salesforce-blog\/dist\/images\/offer-block\/offer-cloud-layout-one.png\" alt=\"\">\n\t\t\n\t<\/div>\n\n\n\n<h2 class=\"wp-block-heading\"><b>Qu\u2019est-ce que la<i> revenue intelligence <\/i>?<\/b><\/h2>\n\n\n\n<p>La <i>revenue intelligence \u2014<\/i> ou l\u2019analyse des donn\u00e9es commerciales, dans la langue de Moli\u00e8re \u2014 est une approche data-driven de la vente. Concr\u00e8tement, une intelligence artificielle analyse vos donn\u00e9es de vente pour en retirer des conseils ou des tendances, afin de mieux prioriser vos actions. <\/p>\n\n\n\n<h2 class=\"wp-block-heading\"> <b>Quels sont les avantages de l\u2019analyse des donn\u00e9es commerciales ?<\/b><\/h2>\n\n\n\n<p>La grande finalit\u00e9 de la revenue intelligence est d\u2019acc\u00e9l\u00e9rer. Mais l\u2019on peut retenir au passage trois avantages cl\u00e9s : <\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><b>1. Vous gagnez en agilit\u00e9 et identifiez de nouvelles opportunit\u00e9s.<\/b><\/h3>\n\n\n\n<p>Respect des objectifs, tenue du pipeline, signaux faibles amenant \u00e0 la signature ou la perte d\u2019un deal, tout passe au crible. Vous comprenez le cheminement des commerciaux les plus aguerris, pour g\u00e9n\u00e9raliser les bonnes pratiques dans l\u2019entreprise. <\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><b>2. Vous pr\u00e9voyez avec pr\u00e9cision vos ventes.<\/b><\/h3>\n\n\n\n<p>Une pr\u00e9vision plus exacte du chiffre d\u2019affaires dans le temps vous rassurent. Vous savez si les deals avancent au bon rythme, et r\u00e9agissez en cons\u00e9quence. <\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><b>3. Vous autonomisez vos \u00e9quipes<\/b><\/h3>\n\n\n\n<p>Le suivi individuel des performances aide les directeurs commerciaux et les managers dans leur coaching. L\u2019IA guide les recrues, les met en confiance et en position de r\u00e9ussite. Leurs conditions de travail gagnent en qualit\u00e9, et les talents vous restent fid\u00e8les.<\/p>\n\n\n<div class=\"wp-block-quote-article\" style=\"\"><div class=\"wp-block-quote-social-wrapper\"><figure class=\"wp-block-quote-article-quote\">\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\">\n<p><span>\u201c<\/span>Nous \u00e9tions cinq \u00e0 passer un temps fou pour analyser les deals, d\u00e9cider lesquels prioriser, et \u00e0 consolider nos performances. D\u00e9sormais, tout est automatis\u00e9 et visualisable dans nos dashboards. Il y a juste \u00e0 aller en r\u00e9union pour se r\u00e9partir les t\u00e2ches !\u201d<\/p>\n<cite>NUNO BARATA<\/cite><\/blockquote>\n<span class=\"citation-role\">MANAGING DIRECTOR, NUMATIC IBERIA<\/span>\n<div class=\"post__social post__social--v2 post__social--blockquote\">\n\n\t\n\t<ul class=\"social-nav social-nav-v2\">\n\t\t\t\t\t<li class=\"social-nav__item\">\n\t\t\t\t<a\n\t\t\t\t\taria-label=\"Partager sur LinkedIn (S&#039;ouvre dans un nouvel onglet)\"\n\t\t\t\t\thref=\"http:\/\/www.linkedin.com\/shareArticle?mini=true&#038;url=https%3A%2F%2Fwww.salesforce.com%2Ffr%2Fblog%2Frevenue-intelligence%2F%3Futm_source%3DLinkedIn%26utm_medium%3Dorganic_social%26utm_campaign%3Dus_cbaw%26utm_content%3Dblog-ctt&#038;title=Travailler%20moins%20et%20signer%20plus%20%3A%20quand%20la%20Revenue%20Intelligence%20%C3%A9paule%20les%20ventes\"\n\t\t\t\t\ttarget=\"_blank\"\n\t\t\t\t>\n\t\t\t\t\t\n<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"21\" height=\"21\" fill=\"none\"><path fill=\"#032D60\" d=\"M16.625 0H4.375A4.375 4.375 0 0 0 0 4.375v12.25A4.375 4.375 0 0 0 4.375 21h12.25A4.375 4.375 0 0 0 21 16.625V4.375A4.375 4.375 0 0 0 16.625 0M7 16.625H4.375V7H7zM5.687 5.89a1.54 1.54 0 0 1-1.53-1.543c0-.852.685-1.544 1.53-1.544.846 0 1.532.692 1.532 1.544S6.534 5.89 5.687 5.89M17.5 16.625h-2.625v-4.903c0-2.947-3.5-2.724-3.5 0v4.903H8.75V7h2.625v1.544c1.222-2.262 6.125-2.43 6.125 2.167z\" \/><\/svg>\n\t\t\t\t<\/a>\n\t\t\t<\/li>\n\t\t\t\t\t<li class=\"social-nav__item\">\n\t\t\t\t<a\n\t\t\t\t\taria-label=\"Partager sur Twitter (S&#039;ouvre dans un nouvel onglet)\"\n\t\t\t\t\thref=\"https:\/\/x.com\/intent\/tweet?text=Travailler%20moins%20et%20signer%20plus%20%3A%20quand%20la%20Revenue%20Intelligence%20%C3%A9paule%20les%20ventes&#038;url=https%3A%2F%2Fwww.salesforce.com%2Ffr%2Fblog%2Frevenue-intelligence%2F%3Futm_source%3DTwitter%26utm_medium%3Dorganic_social%26utm_campaign%3Dus_cbaw%26utm_content%3Dblog-ctt&#038;via=salesforce\"\n\t\t\t\t\ttarget=\"_blank\"\n\t\t\t\t>\n\t\t\t\t\t\n<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"32\" height=\"32\" fill=\"#032D60\" viewBox=\"0 0 32 32\"><path d=\"M17.4 14.8 23 8.3h-1.3L16.8 14 13 8.3H8.5l5.9 8.5-5.9 6.8h1.3l5.1-6 4.1 6h4.5zm-1.8 2.1-.6-.8-4.7-6.8h2l3.8 5.5.6.8 5 7.1h-2z\" \/><\/svg>\n\t\t\t\t<\/a>\n\t\t\t<\/li>\n\t\t\t\t\t<li class=\"social-nav__item\">\n\t\t\t\t<a\n\t\t\t\t\taria-label=\"Partager sur Facebook (S&#039;ouvre dans un nouvel onglet)\"\n\t\t\t\t\thref=\"https:\/\/www.facebook.com\/sharer\/sharer.php?u=https%3A%2F%2Fwww.salesforce.com%2Ffr%2Fblog%2Frevenue-intelligence%2F%3Futm_source%3DFacebook%26utm_medium%3Dorganic_social%26utm_campaign%3Dus_cbaw%26utm_content%3Dblog-ctt\"\n\t\t\t\t\ttarget=\"_blank\"\n\t\t\t\t>\n\t\t\t\t\t\n<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"19\" height=\"19\" fill=\"none\"><path fill=\"#032D60\" d=\"M19 9.5a9.5 9.5 0 0 0-19 0c0 4.742 3.474 8.672 8.016 9.385v-6.639H5.604V9.5h2.412V7.407c0-2.38 1.418-3.696 3.588-3.696 1.04 0 2.127.185 2.127.185v2.338h-1.198c-1.18 0-1.549.733-1.549 1.484V9.5h2.635l-.421 2.746h-2.214v6.639C15.526 18.172 19 14.242 19 9.5\" \/><\/svg>\n\t\t\t\t<\/a>\n\t\t\t<\/li>\n\t\t\n\t\t<li class=\"social-nav__item\">\n\t\t\t<button\n\t\t\t\tclass=\"copy-share js-copy-link\"\n\t\t\t\taria-label=\"Copy link to clipboard\"\n\t\t\t\thref=\"#\"\n\t\t\t\tdata-clipboard-text='\"Travailler moins et signer plus : quand la Revenue Intelligence \u00e9paule les ventes\" https:\/\/www.salesforce.com\/fr\/blog\/revenue-intelligence\/'\n\t\t\t>\n\t\t\t\t\n<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"20\" height=\"10\" fill=\"none\"><path fill=\"#032D60\" d=\"M14.586.406h-3.667V2.24h3.667a2.76 2.76 0 0 1 2.75 2.75 2.76 2.76 0 0 1-2.75 2.75h-3.667v1.833h3.667a4.585 4.585 0 0 0 4.583-4.583A4.585 4.585 0 0 0 14.586.406m-5.5 7.334H5.419a2.76 2.76 0 0 1-2.75-2.75 2.76 2.76 0 0 1 2.75-2.75h3.667V.406H5.419A4.585 4.585 0 0 0 .836 4.99a4.585 4.585 0 0 0 4.583 4.583h3.667zm-2.75-3.667h7.333v1.833H6.336z\" \/><\/svg>\n\t\t\t<\/button>\n\t\t<\/li>\n\t<\/ul>\n<\/div>\n<\/figure><\/div><\/div>\n\n\n<h2 class=\"wp-block-heading\"><b>Comment cela fonctionne dans Salesforce ?<\/b><\/h2>\n\n\n\n<h3 class=\"wp-block-heading\"> <\/h3>\n\n\n\n<h3 class=\"wp-block-heading\"><b>Objectifs de vente <\/b><\/h3>\n\n\n\n<p>Vous \u00eates un manager qui pr\u00e9pare son point commercial. L\u2019\u00e9tat en temps r\u00e9el des deals est consolid\u00e9 dans un dashboard. Les montants pr\u00e9visionnels sont r\u00e9unis et distingu\u00e9s par repr\u00e9sentant. L\u2019IA apporte une explication contextualis\u00e9e de chaque changement, et vous aide \u00e0 mieux conseiller vos \u00e9quipes. Lorsqu\u2019un repr\u00e9sentant change le statut (l\u2019\u00e9tape) d\u2019une vente, cette modification se r\u00e9percute sur les pr\u00e9visions. Les managers suivent les performances de chaque repr\u00e9sentant.<\/p>\n\n\n\n<figure data-wp-context=\"{&quot;imageId&quot;:&quot;69ea42be5a8ce&quot;}\" data-wp-interactive=\"core\/image\" data-wp-key=\"69ea42be5a8ce\" class=\"wp-block-image wp-lightbox-container\"><img decoding=\"async\" data-wp-class--hide=\"state.isContentHidden\" data-wp-class--show=\"state.isContentVisible\" data-wp-init=\"callbacks.setButtonStyles\" data-wp-on--click=\"actions.showLightbox\" data-wp-on--load=\"callbacks.setButtonStyles\" data-wp-on-window--resize=\"callbacks.setButtonStyles\" src=\"https:\/\/www.salesforce.com\/fr\/blog\/wp-content\/uploads\/sites\/15\/2023\/09\/revenue-intelligence-one.png?strip=all&#038;quality=95\" alt=\"Image montrant une capture d'\u00e9cran de Salesforce. Les performances de tous les commerciaux d'une entreprises sont regroup\u00e9es dans un tableau unique.\"\/><button\n\t\t\tclass=\"lightbox-trigger\"\n\t\t\ttype=\"button\"\n\t\t\taria-haspopup=\"dialog\"\n\t\t\taria-label=\"Enlarge\"\n\t\t\tdata-wp-init=\"callbacks.initTriggerButton\"\n\t\t\tdata-wp-on--click=\"actions.showLightbox\"\n\t\t\tdata-wp-style--right=\"state.imageButtonRight\"\n\t\t\tdata-wp-style--top=\"state.imageButtonTop\"\n\t\t>\n\t\t\t<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"12\" height=\"12\" fill=\"none\" viewBox=\"0 0 12 12\">\n\t\t\t\t<path fill=\"#fff\" d=\"M2 0a2 2 0 0 0-2 2v2h1.5V2a.5.5 0 0 1 .5-.5h2V0H2Zm2 10.5H2a.5.5 0 0 1-.5-.5V8H0v2a2 2 0 0 0 2 2h2v-1.5ZM8 12v-1.5h2a.5.5 0 0 0 .5-.5V8H12v2a2 2 0 0 1-2 2H8Zm2-12a2 2 0 0 1 2 2v2h-1.5V2a.5.5 0 0 0-.5-.5H8V0h2Z\" \/>\n\t\t\t<\/svg>\n\t\t<\/button><\/figure>\n\n\n\n<h3 class=\"wp-block-heading\"><b>Gestion du pipeline<\/b><\/h3>\n\n\n\n<p>Il faut voir clair dans le pipeline de vente pour prendre les meilleures d\u00e9cisions. La vue consolid\u00e9e du pipeline aide \u00e0 identifier les deals en bonne sant\u00e9 et ceux n\u00e9cessitant une plus grande attention. Un diagramme interactif montre l\u2019\u00e9volution du pipeline dans le temps, avec des explications.<\/p>\n\n\n\n<figure data-wp-context=\"{&quot;imageId&quot;:&quot;69ea42be5b43a&quot;}\" data-wp-interactive=\"core\/image\" data-wp-key=\"69ea42be5b43a\" class=\"wp-block-image wp-lightbox-container\"><img decoding=\"async\" data-wp-class--hide=\"state.isContentHidden\" data-wp-class--show=\"state.isContentVisible\" data-wp-init=\"callbacks.setButtonStyles\" data-wp-on--click=\"actions.showLightbox\" data-wp-on--load=\"callbacks.setButtonStyles\" data-wp-on-window--resize=\"callbacks.setButtonStyles\" src=\"https:\/\/www.salesforce.com\/fr\/blog\/wp-content\/uploads\/sites\/15\/2023\/09\/revenue-intelligence__Screenshot2.png?strip=all&#038;quality=95\" alt=\"\"\/><button\n\t\t\tclass=\"lightbox-trigger\"\n\t\t\ttype=\"button\"\n\t\t\taria-haspopup=\"dialog\"\n\t\t\taria-label=\"Enlarge\"\n\t\t\tdata-wp-init=\"callbacks.initTriggerButton\"\n\t\t\tdata-wp-on--click=\"actions.showLightbox\"\n\t\t\tdata-wp-style--right=\"state.imageButtonRight\"\n\t\t\tdata-wp-style--top=\"state.imageButtonTop\"\n\t\t>\n\t\t\t<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"12\" height=\"12\" fill=\"none\" viewBox=\"0 0 12 12\">\n\t\t\t\t<path fill=\"#fff\" d=\"M2 0a2 2 0 0 0-2 2v2h1.5V2a.5.5 0 0 1 .5-.5h2V0H2Zm2 10.5H2a.5.5 0 0 1-.5-.5V8H0v2a2 2 0 0 0 2 2h2v-1.5ZM8 12v-1.5h2a.5.5 0 0 0 .5-.5V8H12v2a2 2 0 0 1-2 2H8Zm2-12a2 2 0 0 1 2 2v2h-1.5V2a.5.5 0 0 0-.5-.5H8V0h2Z\" \/>\n\t\t\t<\/svg>\n\t\t<\/button><\/figure>\n\n\n\n<h2 class=\"wp-block-heading\"><b>En r\u00e9sum\u00e9 : le commerce ne peut se faire sans donn\u00e9es<\/b><\/h2>\n\n\n\n<p>Gr\u00e2ce \u00e0 l\u2019analyse des donn\u00e9es commerciales, les directeurs peuvent industrialiser une strat\u00e9gie de vente performante, et ne plus perdre de temps \u00e0 r\u00e9unir des donn\u00e9es de vente. Les dashboards interactifs les aident \u00e0 suivre les performances de leurs collaborateurs et les KPI essentiels : taux de conversion, taille des deals, opportunit\u00e9s entrantes&#8230;<\/p>\n\n\n\n<p>En centralisant les donn\u00e9es de vente, les directeurs comprennent quelles activit\u00e9s performent ou non. Ceci les aide \u00e0 g\u00e9n\u00e9raliser les bonnes pratiques, et \u00e0 motiver les collaborateurs en leur offrant une meilleure compr\u00e9hension des clients. De l\u2019or entre les mains !<\/p>\n\n\n\n<div class=\"layout-one wp-block-salesforce-blog-offer\">\n\t<div class=\"wp-block-offer__wrapper\">\n\n\t\t<div class=\"wp-block-offer__content\">\n\t\t\t<h2 class=\"wp-block-offer__title\"><span>Les insights de 7 700 professionnels de la vente<\/span><\/h2>\n\t\t\t\t\t\t\t<p class=\"wp-block-offer__description\">D\u00e9couvrez dans notre dernier rapport leurs tactiques pour augmenter leur productivit\u00e9 et leur efficacit\u00e9.<\/p>\n\t\t\t\n\t\t\t\n\t\t\t\t\t\t\t<div class=\"wp-block-button\">\n\t\t\t\t\t<a class=\"wp-block-button__link\" target=\"_self\" href=\"https:\/\/www.salesforce.com\/fr\/resources\/research-reports\/state-of-sales\/?d=7013y000002RTzSAAW\">Lire le rapport<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\n\t\t<div class=\"wp-block-offer__media\">\n\t\t\t\t\t<\/div>\n\t<\/div>\n\n\t\t\t<div class=\"wp-block-offer__graphics wp-block-offer__contour\"><\/div>\n\t\n\t\t\t<!-- Standard Illustration -->\n\t\t<img decoding=\"async\" class=\"wp-block-offer__graphics wp-block-offer__illustration\" src=\"https:\/\/www.salesforce.com\/fr\/blog\/wp-content\/themes\/salesforce-blog\/dist\/images\/offer-block\/offer-illustration-layout-one.png\" alt=\"\">\n\n\t\t<!-- Small Accent Illustration -->\n\t\t\t\t\t<img decoding=\"async\" class=\"wp-block-offer__graphics wp-block-offer__accent\" src=\"https:\/\/www.salesforce.com\/fr\/blog\/wp-content\/themes\/salesforce-blog\/dist\/images\/offer-block\/offer-accent-layout-one.png\" alt=\"\">\n\t\t\n\t\t<!-- Left Side Illustration -->\n\t\t\n\t\t<!-- Cloud Illustration -->\n\t\t\t\t\t<img decoding=\"async\" class=\"wp-block-offer__graphics wp-block-offer__cloud\" src=\"https:\/\/www.salesforce.com\/fr\/blog\/wp-content\/themes\/salesforce-blog\/dist\/images\/offer-block\/offer-cloud-layout-one.png\" alt=\"\">\n\t\t\n\t<\/div>\n","protected":false},"excerpt":{"rendered":"<p>La Revenue Intelligence est une approche data-driven de la 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