{"id":113145,"date":"2025-06-23T11:47:54","date_gmt":"2025-06-23T09:47:54","guid":{"rendered":"https:\/\/www.akeron.com\/vulki\/?post_type=library&#038;p=113145"},"modified":"2025-06-23T11:48:52","modified_gmt":"2025-06-23T09:48:52","slug":"podcast-topliners-episode-2-objectifs-motivation","status":"publish","type":"library","link":"https:\/\/www.akeron.com\/vulki\/fr\/publications\/podcast-topliners-episode-2-objectifs-motivation\/","title":{"rendered":"Topliners \u2013 \u00c9pisode 2 \u2013 Objectifs et motivation des commerciaux : les moteurs de la performance"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"113145\" class=\"elementor elementor-113145\" data-elementor-post-type=\"library\">\n\t\t\t\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-2c023cb2 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"2c023cb2\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-17c86b55\" data-id=\"17c86b55\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-5cf009ad elementor-widget elementor-widget-text-editor\" data-id=\"5cf009ad\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<style>\/*! elementor - v3.15.0 - 20-08-2023 *\/\n.elementor-widget-text-editor.elementor-drop-cap-view-stacked .elementor-drop-cap{background-color:#69727d;color:#fff}.elementor-widget-text-editor.elementor-drop-cap-view-framed .elementor-drop-cap{color:#69727d;border:3px solid;background-color:transparent}.elementor-widget-text-editor:not(.elementor-drop-cap-view-default) .elementor-drop-cap{margin-top:8px}.elementor-widget-text-editor:not(.elementor-drop-cap-view-default) .elementor-drop-cap-letter{width:1em;height:1em}.elementor-widget-text-editor .elementor-drop-cap{float:left;text-align:center;line-height:1;font-size:50px}.elementor-widget-text-editor .elementor-drop-cap-letter{display:inline-block}<\/style>\t\t\t\t<h4 data-start=\"758\" data-end=\"808\"><strong>Une discussion directe sur l\u2019alignement entre objectifs, motivation et performance commerciale<\/strong><\/h4><p data-start=\"379\" data-end=\"735\">Dans ce deuxi\u00e8me \u00e9pisode de <em data-start=\"407\" data-end=\"418\">Topliners<\/em>, le podcast d\u2019Akeron en partenariat avec <strong data-start=\"460\" data-end=\"471\">B SMART<\/strong>, <strong data-start=\"473\" data-end=\"490\">Laurence Yvon<\/strong>, Directrice des Op\u00e9rations France chez Akeron, \u00e9change avec <strong data-start=\"551\" data-end=\"572\">Fr\u00e9d\u00e9ric Bonneton<\/strong>, CEO de <strong data-start=\"581\" data-end=\"595\">MCR Groupe<\/strong>, sur une question centrale :<\/p><p data-start=\"379\" data-end=\"735\"><strong data-start=\"627\" data-end=\"735\">Comment structurer des objectifs commerciaux qui donnent du sens et stimulent l\u2019engagement des \u00e9quipes ?<\/strong><\/p><h4 data-start=\"742\" data-end=\"795\"><strong>Une probl\u00e9matique simple, des leviers complexes<\/strong><\/h4><p data-start=\"796\" data-end=\"1030\">Un bon plan de r\u00e9mun\u00e9ration repose sur des objectifs bien construits. Mais dans les faits, leur d\u00e9finition peut rapidement devenir source de tensions : surcharge, flou, manque d\u2019alignement strat\u00e9gique ou absence de lisibilit\u00e9 terrain.<\/p><p data-start=\"1032\" data-end=\"1235\">Dans cet \u00e9pisode, les intervenants analysent les conditions d\u2019un pilotage efficace, les pratiques \u00e0 \u00e9viter et les moyens de renforcer l\u2019adh\u00e9sion autour d\u2019une culture de la performance claire et partag\u00e9e.<\/p><h4 data-start=\"1293\" data-end=\"1335\"><strong>Ce que vous apprendrez dans cet \u00e9pisode<\/strong><\/h4><ul data-start=\"1337\" data-end=\"2126\"><li data-start=\"1288\" data-end=\"1371\"><p data-start=\"1290\" data-end=\"1371\">Pourquoi la d\u00e9finition des objectifs est cl\u00e9 dans le pilotage de la performance<\/p><\/li><li data-start=\"1372\" data-end=\"1453\"><p data-start=\"1374\" data-end=\"1453\">Comment \u00e9viter les effets contre-productifs li\u00e9s \u00e0 des objectifs mal calibr\u00e9s<\/p><\/li><li data-start=\"1454\" data-end=\"1536\"><p data-start=\"1456\" data-end=\"1536\">Comment adapter les objectifs aux profils commerciaux et aux contextes clients<\/p><\/li><li data-start=\"1537\" data-end=\"1617\"><p data-start=\"1539\" data-end=\"1617\">Quels sont les leviers de motivation les plus efficaces au-del\u00e0 du financier<\/p><\/li><li data-start=\"1618\" data-end=\"1691\"><p data-start=\"1620\" data-end=\"1691\">En quoi la clart\u00e9 et la reconnaissance renforcent la dynamique d\u2019\u00e9quipe<\/p><\/li><\/ul><h4 data-start=\"2300\" data-end=\"2313\"><strong>Pour qui ?<\/strong><\/h4><p data-start=\"2315\" data-end=\"2444\">Ce podcast s\u2019adresse \u00e0 toutes les entreprises confront\u00e9es \u00e0 des enjeux de performance commerciale, et plus particuli\u00e8rement aux :<\/p><ul><li data-start=\"2447\" data-end=\"2485\">Directions commerciales et g\u00e9n\u00e9rales<\/li><li>Directions financi\u00e8res\u00a0<\/li><li data-start=\"2488\" data-end=\"2535\">Responsables RH, Comp &amp; Ben, Sales Operations<\/li><li data-start=\"2538\" data-end=\"2601\">Managers de proximit\u00e9, consultants et experts en transformation<\/li><\/ul><div>\u00a0<\/div><p data-start=\"2608\" data-end=\"2666\">\ud83c\udfa7 <strong data-start=\"2611\" data-end=\"2664\">\u00c9couter l\u2019\u00e9pisode sur votre plateforme pr\u00e9f\u00e9r\u00e9e :<\/strong><\/p><ul data-start=\"2667\" data-end=\"2789\"><li data-start=\"2667\" data-end=\"2683\"><p data-start=\"2669\" data-end=\"2683\"><a href=\"https:\/\/www.deezer.com\/fr\/show\/1001889511\">Deezer<\/a><\/p><\/li><li data-start=\"2684\" data-end=\"2707\"><p data-start=\"2686\" data-end=\"2707\"><a href=\"https:\/\/podcasts.apple.com\/fr\/podcast\/topliners-objectifs-et-motivation-des-commerciaux-les\/id1814868888?i=1000712242831\" rel=\"noopener\" data-start=\"2686\" data-end=\"2705\">Apple Podcasts<\/a><\/p><\/li><li data-start=\"2708\" data-end=\"2732\"><p data-start=\"2710\" data-end=\"2732\"><a href=\"https:\/\/podcastaddict.com\/episode\/https%3A%2F%2Faudio.ausha.co%2FyvV21dhnxWRQ.mp3%3Ft%3D1749548255&amp;podcastId=5882248\">Podcast Addict<\/a><\/p><\/li><li data-start=\"2733\" data-end=\"2789\"><p data-start=\"2735\" data-end=\"2789\"><a href=\"https:\/\/www.bsmart.fr\/video\/28959-topliners-06-juin-2025\" target=\"_new\" rel=\"noopener\" data-start=\"2735\" data-end=\"2789\">bsmart.fr<\/a><\/p><\/li><\/ul>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-e69890a elementor-widget elementor-widget-spacer\" data-id=\"e69890a\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<style>\/*! 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