{"id":119523,"date":"2025-07-01T07:57:00","date_gmt":"2025-07-01T05:57:00","guid":{"rendered":"https:\/\/www.akeron.com\/vulki\/becoming-a-top-performing-company-in-your-industry\/"},"modified":"2025-12-17T11:23:20","modified_gmt":"2025-12-17T10:23:20","slug":"devenir-une-entreprise-leader-dans-son-secteur","status":"publish","type":"post","link":"https:\/\/www.akeron.com\/vulki\/fr\/devenir-une-entreprise-leader-dans-son-secteur\/","title":{"rendered":"Devenir une entreprise leader dans son secteur"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"119523\" class=\"elementor elementor-119523 elementor-3548\" data-elementor-post-type=\"post\">\n\t\t\t\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-3b2b6f15 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"3b2b6f15\" 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-69deae47\" data-id=\"69deae47\" 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-50585561 elementor-widget elementor-widget-text-editor\" data-id=\"50585561\" 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<h3><span class=\"TextRun SCXW212370323 BCX8\" lang=\"EN-GB\" xml:lang=\"EN-GB\" data-contrast=\"none\"><span class=\"NormalTextRun SCXW212370323 BCX8\">Processus cl\u00e9s et outils selon la recherche de la SDA Bocconi<\/span><\/span><span class=\"EOP SCXW212370323 BCX8\" data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true}\">\u00a0<\/span><\/h3><p data-start=\"54\" data-end=\"392\">Assurer une croissance rentable du chiffre d\u2019affaires est devenu un d\u00e9fi de plus en plus complexe dans tous les secteurs \u00e9conomiques ces derni\u00e8res ann\u00e9es. Si la croissance post-pand\u00e9mie semblait d\u2019abord amorcer une reprise, la rentabilit\u00e9 globale reste sous pression en raison de la hausse des prix des mati\u00e8res premi\u00e8res et de l\u2019\u00e9nergie.<\/p><p data-start=\"394\" data-end=\"610\">Pour toute entreprise confront\u00e9e \u00e0 cette difficult\u00e9, adopter une approche commerciale rigoureuse est essentiel, \u00e0 la fois pour limiter les inefficacit\u00e9s et pour mieux tracer le chemin vers des objectifs \u00e0 long terme.<\/p><p data-start=\"612\" data-end=\"842\">Dans la r\u00e9alit\u00e9, cependant, les actions commerciales de nombreuses entreprises restent davantage r\u00e9actives que proactives. Le r\u00e9sultat ? Une croissance des ventes limit\u00e9e, voire n\u00e9gligeable, par rapport \u00e0 leur v\u00e9ritable potentiel.<\/p><p data-start=\"844\" data-end=\"1016\">Malgr\u00e9 ce contexte, certaines entreprises r\u00e9ussissent \u00e0 naviguer dans l\u2019incertitude et g\u00e9n\u00e8rent des performances commerciales bien sup\u00e9rieures \u00e0 la moyenne de leur secteur.<\/p><p data-start=\"844\" data-end=\"1016\">Gr\u00e2ce \u00e0 une recherche r\u00e9cente men\u00e9e par le Commercial Excellence Lab (CEL) de la SDA Bocconi, il est d\u00e9sormais possible d\u2019identifier et de r\u00e9sumer les caract\u00e9ristiques cl\u00e9s qui distinguent ces \u00ab Top Performers \u00bb du reste du march\u00e9.<\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-5addaba elementor-widget elementor-widget-spacer\" data-id=\"5addaba\" data-element_type=\"widget\" data-widget_type=\"spacer.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-column .elementor-spacer-inner{height:var(--spacer-size)}.e-con{--container-widget-width:100%}.e-con-inner>.elementor-widget-spacer,.e-con>.elementor-widget-spacer{width:var(--container-widget-width,var(--spacer-size));--align-self:var(--container-widget-align-self,initial);--flex-shrink:0}.e-con-inner>.elementor-widget-spacer>.elementor-widget-container,.e-con-inner>.elementor-widget-spacer>.elementor-widget-container>.elementor-spacer,.e-con>.elementor-widget-spacer>.elementor-widget-container,.e-con>.elementor-widget-spacer>.elementor-widget-container>.elementor-spacer{height:100%}.e-con-inner>.elementor-widget-spacer>.elementor-widget-container>.elementor-spacer>.elementor-spacer-inner,.e-con>.elementor-widget-spacer>.elementor-widget-container>.elementor-spacer>.elementor-spacer-inner{height:var(--container-widget-height,var(--spacer-size))}<\/style>\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<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-11e39a1 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"11e39a1\" 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-228ee4d\" data-id=\"228ee4d\" 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-7e5119f elementor-widget elementor-widget-text-editor\" data-id=\"7e5119f\" data-element_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<p><b><span data-contrast=\"none\">Le SDA Bocconi Commercial Excellence Lab Research<\/span><\/b><span data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true}\">&nbsp;<\/span><\/p>\n<p data-start=\"54\" data-end=\"351\">R\u00e9alis\u00e9e il y a seulement quelques mois, l\u2019\u00e9tude du Commercial Excellence Lab (CEL) offre un aper\u00e7u clair de l\u2019\u00e9tat actuel des processus de gestion de la performance commerciale. Elle s\u2019appuie sur une enqu\u00eate men\u00e9e aupr\u00e8s d\u2019un large \u00e9chantillon intersectoriel de 330 entreprises op\u00e9rant en Italie.<\/p><p data-start=\"353\" data-end=\"639\">Dans le cadre large de cette \u00e9tude, cet article se concentre sur les \u00e9l\u00e9ments distinctifs des entreprises les plus performantes, d\u00e9finies comme celles ayant obtenu, au cours des trois derni\u00e8res ann\u00e9es, des r\u00e9sultats commerciaux significativement sup\u00e9rieurs \u00e0 la moyenne de leur secteur.<\/p><p data-start=\"641\" data-end=\"676\">Nous analyserons plus pr\u00e9cis\u00e9ment :<\/p><p>\n\n\n<\/p><ul data-start=\"678\" data-end=\"886\">\n<li data-start=\"678\" data-end=\"769\">\n<p data-start=\"680\" data-end=\"769\">Comment ces entreprises performantes hi\u00e9rarchisent les diff\u00e9rents processus commerciaux ;<\/p>\n<\/li>\n<li data-start=\"770\" data-end=\"886\">\n<p data-start=\"772\" data-end=\"886\">Les caract\u00e9ristiques des syst\u00e8mes d\u2019information qu\u2019elles utilisent pour soutenir la prise de d\u00e9cision commerciale.<\/p><\/li><\/ul><ol>\n<\/ol>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-b359120 elementor-widget elementor-widget-spacer\" data-id=\"b359120\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\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<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-da6e6af elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"da6e6af\" 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-172e899\" data-id=\"172e899\" 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-213ba8b elementor-widget elementor-widget-text-editor\" data-id=\"213ba8b\" data-element_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<h3 data-start=\"54\" data-end=\"84\">Processus commerciaux cl\u00e9s<\/h3><p data-start=\"86\" data-end=\"428\">Si des facteurs exog\u00e8nes influencent ind\u00e9niablement la performance (comme la hausse de la demande pour les produits d\u00e9sinfectants durant la pand\u00e9mie), les facteurs endog\u00e8nes sont tout aussi d\u00e9terminants. Il s\u2019agit notamment des choix d\u00e9lib\u00e9r\u00e9s d\u2019investissement \u2013 ou de non-investissement \u2013 dans certains leviers, processus et ressources cl\u00e9s.<\/p><p data-start=\"430\" data-end=\"627\">Concernant plus pr\u00e9cis\u00e9ment les processus commerciaux, l\u2019\u00e9tude met en \u00e9vidence l\u2019importance relative (sur une \u00e9chelle de 1 \u00e0 10) que les entreprises les plus performantes attribuent \u00e0 chacun d\u2019eux.<\/p><p data-start=\"629\" data-end=\"897\">Les donn\u00e9es r\u00e9v\u00e8lent une tendance nette : parmi les six processus critiques pour le pilotage de la performance commerciale, deux se d\u00e9marquent clairement \u2013 la planification commerciale et la gestion des incitations\/r\u00e9compenses \u2013 tous deux avec une note sup\u00e9rieure \u00e0 8.<\/p><p>\u00a0<\/p><p data-start=\"899\" data-end=\"1114\">Pour mieux comprendre ce qui distingue les entreprises les plus performantes du reste de l\u2019\u00e9chantillon, l\u2019\u00e9tude mesure \u00e9galement les \u00e9carts absolus d\u2019importance per\u00e7ue entre les deux groupes sur ces m\u00eames processus.<\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-3fe2a58 elementor-widget elementor-widget-spacer\" data-id=\"3fe2a58\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\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<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-7736bda elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"7736bda\" 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-3976d90\" data-id=\"3976d90\" 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-40417f2 elementor-widget elementor-widget-text-editor\" data-id=\"40417f2\" data-element_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<p>Graphique 1 : Quelle importance accordez-vous \u00e0 chacune des activit\u00e9s suivantes pour votre entreprise ?<\/p><p>\u00c9chelle de 1 = pas du tout important \u00e0 10 = extr\u00eamement important<\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-33b0746 elementor-widget elementor-widget-image\" data-id=\"33b0746\" data-element_type=\"widget\" data-widget_type=\"image.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-image{text-align:center}.elementor-widget-image a{display:inline-block}.elementor-widget-image a img[src$=\".svg\"]{width:48px}.elementor-widget-image img{vertical-align:middle;display:inline-block}<\/style>\t\t\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"800\" height=\"534\" src=\"https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/12\/ChatGPT-Image-Dec-4-2025-10_42_23-AM-1024x683.png\" class=\"attachment-large size-large wp-image-119260\" alt=\"\" srcset=\"https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/12\/ChatGPT-Image-Dec-4-2025-10_42_23-AM-1024x683.png 1024w, https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/12\/ChatGPT-Image-Dec-4-2025-10_42_23-AM-300x200.png 300w, https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/12\/ChatGPT-Image-Dec-4-2025-10_42_23-AM-768x512.png 768w, https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/12\/ChatGPT-Image-Dec-4-2025-10_42_23-AM.png 1536w\" sizes=\"(max-width: 800px) 100vw, 800px\" \/>\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-de4d4f7 elementor-widget elementor-widget-text-editor\" data-id=\"de4d4f7\" data-element_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<div class=\"relative basis-auto flex-col -mb-(--composer-overlap-px) [--composer-overlap-px:28px] grow flex\"><div class=\"flex flex-col text-sm @w-xl\/main:pt-header-height\"><article class=\"text-token-text-primary w-full focus:outline-none [--shadow-height:45px] has-data-writing-block:pointer-events-none has-data-writing-block:-mt-(--shadow-height) has-data-writing-block:pt-(--shadow-height) [&amp;:has([data-writing-block])&gt;*]:pointer-events-auto scroll-mt-[calc(var(--header-height)+min(200px,max(70px,20svh)))]\" dir=\"auto\" data-turn-id=\"request-WEB:3d940ae1-dc9a-4d6f-accc-29aad6da813e-15\" data-testid=\"conversation-turn-32\" data-scroll-anchor=\"true\" data-turn=\"assistant\"><div class=\"text-base my-auto mx-auto pb-10 [--thread-content-margin:--spacing(4)] @w-sm\/main:[--thread-content-margin:--spacing(6)] @w-lg\/main:[--thread-content-margin:--spacing(16)] px-(--thread-content-margin)\"><div class=\"[--thread-content-max-width:40rem] @w-lg\/main:[--thread-content-max-width:48rem] mx-auto max-w-(--thread-content-max-width) flex-1 group\/turn-messages focus-visible:outline-hidden relative flex w-full min-w-0 flex-col agent-turn\"><div class=\"flex max-w-full flex-col grow\"><div class=\"min-h-8 text-message relative flex w-full flex-col items-end gap-2 text-start break-words whitespace-normal [.text-message+&amp;]:mt-1\" dir=\"auto\" data-message-author-role=\"assistant\" data-message-id=\"1946abbd-ee05-4fdd-8781-bc43217641df\" data-message-model-slug=\"gpt-4o\"><div class=\"flex w-full flex-col gap-1 empty:hidden first:pt-[1px]\"><div class=\"markdown prose dark:prose-invert w-full break-words light markdown-new-styling\"><p data-start=\"54\" data-end=\"116\">Deux processus se d\u00e9marquent comme \u00e9tant les plus importants :<\/p><ul data-start=\"118\" data-end=\"206\"><li data-start=\"118\" data-end=\"154\"><p data-start=\"120\" data-end=\"154\"><strong data-start=\"120\" data-end=\"152\">La planification commerciale<\/strong><\/p><\/li><li data-start=\"155\" data-end=\"206\"><p data-start=\"157\" data-end=\"206\"><strong data-start=\"157\" data-end=\"206\">La gestion des incitations et des r\u00e9compenses<\/strong><\/p><\/li><\/ul><p data-start=\"208\" data-end=\"492\" data-is-last-node=\"\" data-is-only-node=\"\">Un r\u00e9sultat particuli\u00e8rement marquant r\u00e9side dans l\u2019importance nettement sup\u00e9rieure que les entreprises les plus performantes accordent \u00e0 la gestion des r\u00e9compenses et des incitations pour les \u00e9quipes commerciales, avec un \u00e9cart de plus d\u2019un demi-point par rapport au reste du march\u00e9.<\/p><\/div><\/div><\/div><\/div><\/div><\/div><\/article><\/div><\/div>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-b63afae elementor-widget elementor-widget-spacer\" data-id=\"b63afae\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\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<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-265623c elementor-widget elementor-widget-text-editor\" data-id=\"265623c\" data-element_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<div class=\"flex flex-col text-sm @w-xl\/main:pt-header-height\"><article class=\"text-token-text-primary w-full focus:outline-none [--shadow-height:45px] has-data-writing-block:pointer-events-none has-data-writing-block:-mt-(--shadow-height) has-data-writing-block:pt-(--shadow-height) [&amp;:has([data-writing-block])&gt;*]:pointer-events-auto scroll-mt-[calc(var(--header-height)+min(200px,max(70px,20svh)))]\" dir=\"auto\" data-turn-id=\"request-WEB:3d940ae1-dc9a-4d6f-accc-29aad6da813e-16\" data-testid=\"conversation-turn-34\" data-scroll-anchor=\"true\" data-turn=\"assistant\"><div class=\"text-base my-auto mx-auto pb-10 [--thread-content-margin:--spacing(4)] @w-sm\/main:[--thread-content-margin:--spacing(6)] @w-lg\/main:[--thread-content-margin:--spacing(16)] px-(--thread-content-margin)\"><div class=\"[--thread-content-max-width:40rem] @w-lg\/main:[--thread-content-max-width:48rem] mx-auto max-w-(--thread-content-max-width) flex-1 group\/turn-messages focus-visible:outline-hidden relative flex w-full min-w-0 flex-col agent-turn\"><div class=\"flex max-w-full flex-col grow\"><div class=\"min-h-8 text-message relative flex w-full flex-col items-end gap-2 text-start break-words whitespace-normal [.text-message+&amp;]:mt-1\" dir=\"auto\" data-message-author-role=\"assistant\" data-message-id=\"20583529-9fb2-47e4-a912-953af21c7608\" data-message-model-slug=\"gpt-4o\"><div class=\"flex w-full flex-col gap-1 empty:hidden first:pt-[1px]\"><div class=\"markdown prose dark:prose-invert w-full break-words light markdown-new-styling\"><p data-start=\"64\" data-end=\"212\" data-is-last-node=\"\" data-is-only-node=\"\">Graphique 2 : Valeur de l\u2019\u00e9cart entre l\u2019importance attribu\u00e9e par les entreprises Top Performers et celle attribu\u00e9e par le reste de l\u2019\u00e9chantillon<\/p><\/div><\/div><\/div><\/div><\/div><\/div><\/article><\/div>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-07498cb elementor-widget elementor-widget-image\" data-id=\"07498cb\" data-element_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 loading=\"lazy\" decoding=\"async\" width=\"800\" height=\"534\" src=\"https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/12\/ChatGPT-Image-Dec-4-2025-10_32_11-AM-1024x683.png\" class=\"attachment-large size-large wp-image-119263\" alt=\"\" srcset=\"https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/12\/ChatGPT-Image-Dec-4-2025-10_32_11-AM-1024x683.png 1024w, https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/12\/ChatGPT-Image-Dec-4-2025-10_32_11-AM-300x200.png 300w, https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/12\/ChatGPT-Image-Dec-4-2025-10_32_11-AM-768x512.png 768w, https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/12\/ChatGPT-Image-Dec-4-2025-10_32_11-AM.png 1536w\" sizes=\"(max-width: 800px) 100vw, 800px\" \/>\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<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-6cd46c2 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"6cd46c2\" 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-973558a\" data-id=\"973558a\" 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-83a2392 elementor-widget elementor-widget-text-editor\" data-id=\"83a2392\" data-element_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<p data-start=\"655\" data-end=\"681\"><strong>Le message est clair<\/strong> : Motiver efficacement les forces de vente \u00e0 travers une politique de r\u00e9mun\u00e9ration variable adapt\u00e9e est essentiel pour g\u00e9n\u00e9rer des r\u00e9sultats commerciaux positifs.<br data-start=\"847\" data-end=\"850\" \/>Les entreprises qui aspirent \u00e0 devenir des Top Performers doivent accorder une attention beaucoup plus soutenue \u00e0 ce levier strat\u00e9gique.<\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-786ae2a elementor-widget elementor-widget-text-editor\" data-id=\"786ae2a\" data-element_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<p><b><span data-contrast=\"none\">Capacit\u00e9s de gestion des processus<\/span><\/b><\/p><p data-start=\"91\" data-end=\"288\">Une fois l\u2019importance de chaque processus \u00e9tablie, la question suivante s\u2019impose : <strong data-start=\"174\" data-end=\"288\">dans quelle mesure les entreprises, en particulier les Top Performers, g\u00e8rent-elles r\u00e9ellement ces processus ?<\/strong><\/p><p data-start=\"290\" data-end=\"403\">L\u2019\u00e9tude apporte un \u00e9clairage int\u00e9ressant, r\u00e9v\u00e9lant \u00e0 la fois des r\u00e9sultats attendus et d\u2019autres plus surprenants.<\/p><p data-start=\"405\" data-end=\"841\">Comme on pouvait s\u2019y attendre, il existe une forte corr\u00e9lation entre la performance commerciale d\u2019une entreprise au cours des trois derni\u00e8res ann\u00e9es et sa capacit\u00e9 \u00e0 piloter efficacement ses processus. Des r\u00e9sultats commerciaux m\u00e9diocres vont syst\u00e9matiquement de pair avec une gestion des processus elle aussi m\u00e9diocre.<br data-start=\"724\" data-end=\"727\" \/>\u00c0 l\u2019inverse, les Top Performers expriment une satisfaction nettement plus \u00e9lev\u00e9e quant \u00e0 leur capacit\u00e9 de gestion.<\/p><p data-start=\"843\" data-end=\"974\">Autre enseignement clair : <strong data-start=\"870\" data-end=\"974\">toutes les entreprises, y compris les Top Performers, disposent d\u2019importantes marges de progression.<\/strong><\/p><p data-start=\"976\" data-end=\"1285\">Fait notable, <strong data-start=\"990\" data-end=\"1062\">m\u00eame les processus consid\u00e9r\u00e9s comme critiques par les Top Performers<\/strong>, tels que la planification commerciale et la gestion des incentives, ne sont que <strong data-start=\"1144\" data-end=\"1181\">mod\u00e9r\u00e9ment bien g\u00e9r\u00e9s en pratique<\/strong>. Cela souligne un <strong data-start=\"1200\" data-end=\"1230\">besoin fort d\u2019am\u00e9lioration<\/strong>, y compris chez les entreprises les plus performantes.<\/p><p>Graphique 3 : Selon vous, dans quelle mesure votre entreprise g\u00e8re-t-elle efficacement chacune des activit\u00e9s suivantes ?<\/p><p>\u00c9chelle de 1 = tr\u00e8s mal \u00e0 10 = tr\u00e8s bien<\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-0fe0bf8 elementor-widget elementor-widget-image\" data-id=\"0fe0bf8\" data-element_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 loading=\"lazy\" decoding=\"async\" width=\"800\" height=\"534\" src=\"https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/12\/ChatGPT-Image-Dec-4-2025-10_24_31-AM-1024x683.png\" class=\"attachment-large size-large wp-image-119256\" alt=\"\" srcset=\"https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/12\/ChatGPT-Image-Dec-4-2025-10_24_31-AM-1024x683.png 1024w, https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/12\/ChatGPT-Image-Dec-4-2025-10_24_31-AM-300x200.png 300w, https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/12\/ChatGPT-Image-Dec-4-2025-10_24_31-AM-768x512.png 768w, https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/12\/ChatGPT-Image-Dec-4-2025-10_24_31-AM.png 1536w\" sizes=\"(max-width: 800px) 100vw, 800px\" \/>\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-2a25264 elementor-widget elementor-widget-spacer\" data-id=\"2a25264\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\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<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-96f107c elementor-widget elementor-widget-spacer\" data-id=\"96f107c\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\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<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-16812b8 elementor-widget elementor-widget-text-editor\" data-id=\"16812b8\" data-element_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<p><b><span data-contrast=\"none\">Syst\u00e8mes d&rsquo;information utilis\u00e9s par les Top Performers<\/span><\/b><span data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true}\">\u00a0<\/span><\/p><p>Pour conclure cette analyse, abordons un th\u00e8me devenu central dans le pilotage des entreprises : <strong data-start=\"211\" data-end=\"263\">l\u2019approche pilot\u00e9e par les donn\u00e9es (data-driven)<\/strong>.<\/p><p data-start=\"266\" data-end=\"698\">Si ce sujet est largement d\u00e9battu, son importance est souvent consid\u00e9r\u00e9e comme acquise, sans \u00eatre syst\u00e9matiquement d\u00e9montr\u00e9e par des donn\u00e9es empiriques. Cela devient particuli\u00e8rement probl\u00e9matique dans les domaines commerciaux, o\u00f9 la barri\u00e8re culturelle reste forte : l\u2019intuition et l\u2019exp\u00e9rience des commerciaux et des responsables des ventes sont encore fr\u00e9quemment per\u00e7ues comme les facteurs d\u00e9cisifs pour atteindre les objectifs.<\/p><p data-start=\"700\" data-end=\"840\">Or, l\u2019\u00e9tude montre que l\u2019approche la plus efficace <strong data-start=\"751\" data-end=\"788\">n\u2019oppose pas donn\u00e9es et intuition<\/strong>, mais repose bien <strong data-start=\"807\" data-end=\"839\">sur une combinaison des deux<\/strong>.<\/p><p>Graphique 4 : \u00c0 quel stade de d\u00e9veloppement se situent actuellement vos syst\u00e8mes de reporting, de planification et de pilotage commercial ?<br \/>L\u00e9gende<\/p><p><img decoding=\"async\" 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lVMaNGzdKZTKlurqaIiIiTMameF5T84O1+tXnviOPOXHecHFxobNnzxrFk7V7iqm+Nyy3ubnJEvGNX3l8m7u\/m6uPmC5nan6x1rfy+Jf\/W05eB\/GaYpzIx0Jd2lxOfu6LFy+Su7u7tFA2dW7DMSAy15fy+Ub+7GNubNblPmgtzs2VTWRt\/iAT9w+xncQ+tBazth5vrg51HavWYrKu9x5LcxD783sitoYSEZo2bYoXXngB\/\/znP3H06FEcP34cQ4YMqbU9xxwPDw8IggB7e3s4OjrKk2txc3ODo6MjHB0dodPpoFarodPpAAD29vby7EaIyGjbh6gu57Szs5O2Z9SFk5MTXF1dpf8XlZaW4urVqygvL0f37t0h1PxSpF6vR3Z2NrRaLYKDg3H+\/HkcOnQI+\/fvh06nQ9++fQ3ObszR0VEqt3gtw203rVu3Ro8ePaR\/i9uL\/P39gZqtGG5ubtDr9bh9+zY6d+6MoKAgHD58GMeOHcOhQ4fQpUsX\/OUvf5HOIRK3qXXr1g1KpRJKpRLdunWT0sVfn9y0aRMUCgXs7e2xY8cOFBUV4fbt21I+ABgwYADi4+Nx584djB07Fs7Ozli2bBlKSkpw9epVtGrVCt7e3gAAV1dXODk5IT8\/3+gX4by8vICarblqtRpeXl5o0qSJtA1EVJdymWK4lUWn0+Hrr79Gu3btsHjxYnh6emLkyJG4c+eO1NZz5syBIAhwcXHByZMna5XbkqqqKpNxXBfm4tEUMUZtae\/BgwfXGjOoQz+I22pcXFwgCAK6d++O8vJygzNZJ\/alGIOCIMDDwwMw+N4d6tgGpojHODo6ws3NzWKs3G9\/wWB7mLhFysPDA9euXZNnq7e69LMhlUoFBwcHwKBNDLfY\/pHzTX5+PgoKCnDt2jXpXvPKK68AslgQJScn469\/\/Svs7OygUCjM\/sphbm4ubty4AR8fn1o\/6GGtfqK63HdEYvuK98uKigqUlZUZ5bF2TzGnLnNTRkYGgoKCpO1vc+bMMUoXmbu\/i9t+xTZydnZGhw4dpHRzDOeXuvatnK11ENvc0liob5uL53ZwcIBKpUJJSUmtbdglJSW4dOmS0bisK3PPPvKxWZf7oK1xbo21+QMG9w+xnUS2xqy1463VwdaxamtMWrr32DoHsT+\/J2IhiJpBMHToUFy4cAF\/\/\/vf0bhxY\/Tp00ee7Q\/1n\/\/8BwBw48aN+\/4Z\/KqqKty+ffuB7dd2dHSEp6cnXFxckJKSgpycHOm\/xYsXQ6jZP25vb4+EhAScPXsWffr0sfgrjqWlpaisrAQRSQtyS7+w165dOwDAsWPHAADl5eXIy8uDUqmEs7MzHBwcMGjQIOTm5mL16tW4cuUKXnnlFTRr1kx2JkjlOnHiBPR6PYjI6Acxnn76aQDApEmTjOqamZmJZ599VsqHmth65513cOfOHXz99dcQBAEJCQkoKyuDp6cncnJycPHiRaDmzyQUFRVBq9WicePGRuexRV3KJcrKypK+iyB+x0bUu3dvnD17Fr\/99hs6dOiArVu3IiUlRWrrxYsXG13nxIkTtR4oDZWVlUnfw718+TLy8vLkWR4aMUYfZHubs3DhQixatAjDhw\/H5cuXkZiYaHTjtoXYl4YxKI6D1q1by3LXX1FREVAz3vLy8uDk5ARnZ2cp\/dq1aygtLYVer8evv\/5qcGT97NixAzNmzEDHjh2RkZGB1NRUuLu7y7PVW337+d69e9Ji\/cqVKwBgcm4QPcr5RqvVwsXFBX5+fjh37pzRmJs0aZLBmf67OImMjER2djb279+Pa9eu4eWXXzbKI9JqtXB2dsb58+elcSmyVr\/7IY+5xo0bQ61WG+Wxdk8xx9a56c6dO4iKikJKSgpWr16NnJwczJw50+BM1j311FOAQRsVFxcjMzNTlsuyuvStXFFRkc11ENvc0liob5vLz92kSZNabwI4OjrCw8MDOQbj0lZ1ffapy33wQcV5XecPQ7bGrDkPqg6i+4lJ1HEOYn9+T8xCEAC6d+8OFxcX7Nq1Cy+++CI8PT3lWf4Q4rtACxcuxPjx4zFkyBCzX3q21WuvvQYXFxds3bpVngR3d3c4ODhg586diI6Oxt\/\/\/nd5llocHR0RFhaGgoICvPnmm0hMTERiYiLmz5+PnJwcAJDeIT958iRKSkowYsQICBY+kTx58iSGDBmC4cOHY9WqVWjevDkCAgLk2SRDhgxBy5YtsXDhQoSHh6Nv37744YcfEBQUhM6dOwMAQkJCoNPp8M0338DFxQXBwcHy0wAAOnbsCJ1Ohx07diA0NBSDBw82ekerS5cu8PPzw6pVq\/DZZ5\/h3\/\/+N1asWIGvvvqq1g3whx9+QL9+\/bBhwwbcuHEDSqUSLVq0gIuLC8aMGQO9Xo\/IyEhER0cjJCQEhYWFGDlyZL0m8LqUS61Wo2XLlsjMzMSYMWMQHh6OhQsXSul5eXkYMGAAPvvsM5w+fRoqlQoqlQoajQb9+vVD8+bN8cEHH2Dt2rVITk7GwoULcfDgQaNPxgyJD03Tp0\/H+PHjERkZCb1eL8\/20Dg6Oj7w9jZHfDc8KysLhw8fxty5c3Hv3j0p3ZYx1r17d3Tr1s0oBpcuXQpfX1\/07t1bnt2kTz\/9FAqFAgcPHpQnScTxEhoaivT0dHTt2hUtW7aEi4sLnJ2dcejQIURHRyM0NBQ7duwwOvaZZ54BACxbtgzjx4\/H9u3bjdJNEd\/Rz8\/PR0pKCubNm1fv+Ux8Z7usrAzTpk3DW2+9hWvXrtWrn3NzczFkyBBER0djzpw5UCgUGDx4sDyb5FHON1qtFoMHD8aZM2cwZcoU\/Otf\/8L333+Pjz\/+uNYnaeKnJqWlpTh16hSWLl2KvXv3GuURtWjRAj169JDq\/uqrr+K5557Dvn37bKpffYnnDAsLQ3p6Onr06FHrTUFr9xRTfZ+RkWHz3FRdXY2qqiro9Xqkp6dj8+bNWLFihVEZrOnVqxdUKpVUn4EDB+Lnn3+WZ7OoLn0rV5c6vPnmm4iOjkZYWBgKCwvx4osv1npj1VqbmyOee+TIkSgsLESfPn2kT4pETZo0QWBgoDQux48fj8DAQCQkJJjty\/o++9TlPvig4ryu84chW2PWnAdVB9H9xCTqOAexP78naiHo6emJF198EQDw8ssvPzY\/zTx48GBMnToV+fn5WL9+PV566SW89dZb8mx14urqikaNGhltcxF17twZ48aNQ1FRETZs2GDzu3cTJ07Epk2bkJ+fjwkTJmDChAn49ddfpb\/75uDggDFjxgA1E\/Xzzz8vO4OxPn36QKfTYfv27dBoNNiwYQP8\/Pzk2SRPP\/00Dh48iC5dumD79u1ISUnB8OHDsWHDBulPDrRp00b6pLdv377Sg6zcU089hdWrV6NFixbYt28fmjVrho8\/\/lhK12q12L9\/P15++WUsXboU4eHhSEhIMLmwVavVSEtLw4QJEzBjxgw89dRTWLJkCZo1a4ZRo0Zh06ZNKC8vx4YNG1BUVIT4+HhMmTJFfhqb1KVczZo1Q1xcHHx9fbF\/\/378\/vvvWL58ufTpjFKpREVFBebMmYNXXnkFly9fRkJCArp37w4\/Pz8kJyejU6dO+OCDDzBq1Ch8++23Fm9ar7\/+OsLDw3H+\/Hls3rwZb7zxBgYNGiTP9lA96PY254033kDPnj2RmJiId999F++8847RDgNbxpirqyu+++47hIeHY9++fdi3bx969uyJXbt22fSJoPgJno+Pj8ntiKjZzhQbG4vff\/8dx44dQ8+ePbF8+XI4ODigTZs2SEhIgKurK3bs2IFbt25h1apVRvNicHAwQkJCcPXqVaxfv77Wp0qmDBo0CBEREUhLS8Mbb7yB4OBgvPbaa\/JsNhEEAdOnT0erVq3w888\/Y+fOnbh79269+rlz58548cUXsXHjRlRWVuLLL7\/ESy+9JM8meZTzjSAI+Oyzz\/D555\/jxIkTeOWVVzB58mRcuXKl1ifNTz31FD788EMQEWbMmIHMzEysW7fO5N\/fVCqV+Nvf\/obhw4fj3LlzWL16NfLz89G8eXOb6ldfU6ZMwe+\/\/46ff\/7ZKObkLN1TzPW9rXOTs7Mz5s+fD1dXV8TGxmLnzp345ptvai2OLPH398eiRYugVCrx3XffoUePHpgwYYI8m0V16Vs5jUZjUx1atmyJefPmISkpCefPn0dERATmzZtn8r5gqc1NUalUePPNN5GUlIQzZ85YPPe7776LadOm4fr16\/jqq6\/w22+\/oXXr1mb7sr7PPnW5Dz6oOK\/r\/GHI1pg150HVQXQ\/MYk6zkHsz0+geuw93NXpRZTnPrgtY13jP8HTo+\/v75ixB2Pjxo0YPXo05s6di48++kieDNRsT+zVqxe6deuGvXv31msiY6yhy8vLQ48ePTB69GizY43996fQxe\/WHDt2jP9G2EMUFxeHmJgYxMbGYtasWfJk9oSJjo7Ghg0bsHv3bps\/\/fqz4fmDMcueqE8E2cOTlJSE8PBwjBs3Ds2bN0d4eLg8C2PsAXJzc8PFixd5EcgYY4yxPwQvBBkA4NSpU9i+fTu8vb2xfft2i1s8GWOMMcYYY0823hrKGGOMMcYYYw0MfyLIGGOMMcYYYw0MLwQZY4wxxhhjrIHhhSBjjDHGGGOMNTD1+o7ghW+2yF+6b\/X9jmBlZSU+\/PBDfP7556iurkZAQAB27doFFxcXAEBGRgaCgoLQo0cPfPPNN2jcuLH8FEyGf0K8\/uoab0\/az3vXtX51tW7dOkyYMAFr1qzB2LFj5cmMMcYYY+wBqdcngk+PHvnA\/6uv48ePIz4+HlqtFuPGjcOkSZOkRSAA2NnZwcvLC56enjb\/AfrLly8jJiYGly9flic9MraUwZY81qSlpSEmJgaFhYXyJFYP9Ym3J8mDrJ+p2FOr1XjmmWeg1WqN8jLGGGOMsQerXgvBx8nt27eh1+vRt29frF27FiNHGi8qvb29kZKSgoSEBJsfXPfu3YslS5bg1q1b8qRHxpYy2JLHEiLCmjVrsHnzZpSXl8uTWT3UJ96eJA+qfuZib8SIEUhPT0dISIhRfsYYY4wx9mA99gvB0tJSTJ8+HSqVCoIgQKfTYevWrSAiHD9+HOPHjwcAbNiwAYIgYM+ePUbHp6amwtHREYGBgSgpKUFcXBxcXV2xceNGtG\/fHoIgQKvVIikpCQCwcuVKvP322ygrK0PXrl3h6OiI1NRUVFZWIiEhAc7OzrXKgZotfn5+fjhw4ADat28PLy8vXL9+HRkZGejVqxcEQYCdnR1GjBiB3NxcAEBycjI6duwIQRAgCAI6duyI1NRUs2UwZC6PvJzOzs5ISEhAZWWl0fF6vR7vv\/8+li5diqtXr6JVq1ZSmUV3797Fs88+W6uNICu7SqXC9OnTUVpaKqUbktezT58+yMvLs1pWsU2\/\/vpraLVaCIKAXr164dixY1KbOjs7Y9OmTQCA69evw8vLC6+\/\/jree+892NnZwc7ODu+99x527twpneO5557Df\/7zH6Bma\/H99qsgCOjUqRPOnj1bK96uXLmCoUOHSvHr7OyML7\/8ElVVVQYtZJq8bPL2EWP5wIED6NWrF5ycnJCamors7GwEBQVJZRP\/i46Oxt27d\/Hhhx\/Czc0NQk1MRkZGoqCgwOic5saHvH7R0dEmr1NVVYXVq1ejTZs20utBQUG4fPmyxdiLi4uDIAiIi4sDrIx\/mImR9u3bIy0tTWpHxhhjjDFmAj3GqquraerUqQSA\/Pz8KCoqipycnEihUNCuXbsoOzubZs6cSQCoZ8+etG3bNsrOzjY6x8mTJ0mtVlPv3r2puLiYYmNjCQApFAoaNmwY9e\/fnwBQhw4d6MaNG3T48GHy8fEhpVJJsbGxtHPnTrp16xYtX76cANDAgQNp\/fr11LlzZ1KpVJSSkkJERFFRUdJ5HR0dacSIEXTp0iXy8\/MjtVpN8fHxFBMTQwqFgkaOHEm3b9+m3r17k0qlos8\/\/5wWLFhAwcHBlJmZabYMhszlEcvp6elJUVFR5OnpSQAoPj7e6PjKykr67rvvSKPRkEajoVWrVlFiYiKVlZVZbaPff\/+dmjdvTh4eHrRy5UoaO3YsAaC5c+caXYOIpLz29vYUFhZGw4cPp1dffZUqKyutllVsU7VaTaNHjyYfHx8CQAAoICBAKlfbtm0pNzeXcnJypHP4+PjQ6NGjSa1WEwDp+uI5xo8fT0R0X\/0KgEJCQigqKoqGDh1KhYWFteKtsLCQhg4dSjNnzqSVK1eSh4cHKRQKOnTokNH5d+\/ebdBq\/2WtfcR+srOzI3t7ewoICKCrV69SaGgoqdVq2rVrF\/3jH\/8glUpFAwYMoOLiYiIiWrBgAQ0fPpzWr19PAwcOJAD09ttvG53TXN\/L63fs2DHatm0b\/eMf\/6C+ffsalW\/r1q3Ut29fWrNmjRQjoaGhVFxcbDX2YmNjrY5\/MhEj\/v7+Un+Wl5dLbckYY4wxxow91gvB3Nxcatu2Lbm7u9PFixeJiCgpKYkEQaBhw4ZRZWUl7d69mwBQVFSU\/HAiCwvBSZMmUXV1NRUUFFDXrl3J09OTcnJyqLi4mHr37k1qtZpOnjxJREQlJSUUHBxMDg4O9MsvvxAR0ZEjR0ipVNLs2bOJDB5IJ06cSPfu3SMiosTERAJAERERVF1dTZWVlTRs2DByd3en06dPU+\/evQkAjRw5ks6cOUPV1dVERCbLIGcqj1hOpVJJR44cISKi06dPk0ajoa5du1JBQYHROcSFk1h3kbU2SkhIIAC0YMECIiIp3dQ1xLxiO4lsKavYpkuWLCEyaE+xL4uKiiggIEBqA7E+Go2GTp8+TURE48ePlxYWRES\/\/PILOTg4UO\/evSkvL++++lWMQUPyeJNbsGABwWDhZ24haEv7iP0UHBxMhYWFRER08+ZNevbZZ6W+Etvk2WefpZs3bxpdgwzaQxw\/1vreXP127dpFCoWC+vTpY7LeWVlZpNPppOOsxV5sbKxN418eIxcvXiR3d\/da5WOMMcYYY8Ye662h+fn5KCgogI+Pj\/TjES1atICDgwNu3ryJiooK+SE28\/DwgCAIsLe3h6OjozzZSGlpKa5evYry8nJ0794dgiCgZ8+e0Ov1yM7ONso7ePBg2NvbAwAuXLgAANi0aRMUCgXs7e2xY8cOFBUV4e7du1i1ahX8\/f2xZcsW+Pn54cUXX6x1vroQy9mqVSt4e3sDAFxdXeHk5IT8\/Pw6t5e5NsrIyAAAzJkzB4IgwMXFBSdPnjR5jbNnzwIA\/P39jV6vS1m9vLwAAFqtFmq1Gl5eXmjSpIm0tVHOyckJrq6uAIBnnnkGANChQwcAgEKhgCAIwH3067lz5wAA3bp1s\/o9OfFXNsWtjXPmzJFnMaku7dOnTx80a9YMANCsWTN06NABubm5+Pnnn\/Hzzz8jNzcXbdu2haOjo7TV0sXFBYIgoHv37ia\/H2qu7025cuUKZsyYAW9vb6xevRpNmjSRtrXqdDoIggAPDw9cu3ZNfqhFdRn\/Yow4ODhApVJJrzPGGGOMMdMe64WgVquFi4sLzp8\/j\/z8fADAjRs3UF5ejubNmz\/wn643x9HREZ6ennBxcUFKSgpycnKk\/xYvXizPLnn66acBAJMmTTI6JjMzE88++yzatWuHo0ePIjMzEwMGDMDRo0fxj3\/8Q34am4nlzMnJwcWLFwEAt27dQlFREbRa7QNrr3bt2gEAFi9ebFSvEydO1Pq1R3EhduzYMaPXH1VZLalvv4p1OnHiBPR6vTxZUlRUhKioKKSkpGD16tXIycnBzJkz5dlMqm\/7KJVKfPTRR2jRogWGDx+OkSNHIjQ0FMuXL0fjxo2xcOFCLFq0CMOHD8fly5eRmJh4XwunO3fuYPz48bhy5QrWrl0rLch27NiBGTNmoGPHjsjIyEBqairc3d3lh1v0oMb\/nTt3an1HljHGGGOsoXvsF4IRERHIzc3FkCFDEB0djREjRkAQBERFRVn9NKY+HB0dodPpUFZWhmnTpuGtt97CtWvXEBYWhoKCArz55ptITExEYmIi5s+fj5ycHPkpJF26dIGfnx9WrVqFzz77DP\/+97+xYsUKfPXVV7h79y5Gjx6NWbNm4fjx49KnVK1atTJZBvFTOJGpPNeuXcOYMWOg1+sRGRmJ6OhohISEoLCwECNHjoSzs7PROZo0aQJPT09cvXoVEydOxPTp0236BdJ+\/fqhefPm+OCDD7B27VokJydj4cKFOHjwYK1P6Hr16gWVSoWFCxciPDwcI0aMwNChQ0FEdSrrw6BWq+vVrx07doROp8OOHTsQGhqK6Oho+Pv7G\/3QDgBUV1ejqqoKer0e6enp2Lx5M1asWGGUxxxHR8d6t8+qVatw+\/Zt\/P3vf8fWrVsRHh6OoqIiEJG0IMrKysLhw4cxd+5c3Lt3T34KmxARVq5ciX\/+858IDAxEbm4utm\/fjsOHD0vnzM\/PR0pKCubNmyf9SBJsjL0HMf6TkpKg0WgQFRVlcdHOGGOMMdbQPNYLQUEQMHv2bHz++efIzMzEhg0b0KRJE2zatOmh\/fFtQRAwffp0tGrVCj\/\/\/DN27tyJu3fvYuLEidi0aRPy8\/MxYcIETJgwAb\/++isaNWokP4VEq9Vi\/\/79ePnll7F06VKEh4cjISEBgiBAqVRCoVAgPj4eo0aNwo8\/\/oiYmBgMHTrUbBkMmcszatQobNq0CeXl5diwYQOKiooQHx+PKVOmGB0PAE2bNsU777wDBwcH7Nu3D4cPH7bp1yz9\/PyQnJyMTp064YMPPsCoUaPw7bff1loEomZL6IYNG9CiRQts374d27dvR6tWraBUKutU1oelPv361FNP4dtvv4Wfnx\/27duHDRs2wNnZGQ4ODkb5NBoN5s+fD1dXV8TGxmLnzp345ptvoNFojPKZU5\/2qaqqgp+fH+7evYspU6YgPDwc4eHh8PHxwdatW\/HGG2+gZ8+eSExMxLvvvot33nkHffr0kZ\/GJmVlZUhMTAQAHDhwAMOHD0d4eDg++ugjvPTSS4iIiEBaWhreeOMNBAcH47XXXpOOtSX2HsT4V6vVaNSokbRVmDHGGGOM\/ZdA4u+wM8aeeFu2bEFkZCQ2btyIkSNHQhAEpKamIigoCC+\/\/DK+\/vpr+SGMMcYYY6wBeqw\/EWSM1c2dO3dQXV2NQ4cO4cKFCzh48CDi4+NRUlKCAQMGyLMzxhhjjLEGij8RZOxPpLS0VPpj7eL3Af38\/DBv3jz8z\/\/8j\/RdVMYYY4wx1rDxQpAxxhhjjDHGGhjeGsoYY4wxxhhjDQwvBBljjDHGGGOsgeGFIGOMMcYYY4w1MLwQZIwxxhhjjLEGhheCjDHGGGOMMdbA8EKQMcYYY4wxxhoYXggyxhhjjDHGWAPDC0HGGGOMMcYYa2B4IcgYY4wxxhhjDYxARCR\/0ZqqzBPyl+6bXdtu8pcYY4wxxhhjjD0E9VoIlsf2ARXny1+uN\/vQD2HfbZj8ZcYYY4wxxhhjDwFvDWWMMcYYY4yxBoYXgowxxhhjjDHWwPBCkDHGGGOMMcYaGF4IMsYYY4wxxlgDwwvBOpo1axYaN26M5ORkeZLNbt26hW7duqFbt264deuWPPmRSE1NhaOjIwIDA1FSUiJPfqSio6MhCAL27Nlj8t8PCxFh+fLlUKvVEAQB3t7euHDhgjwb+wOVlJQgMDAQXl5euH79ujz5ofozjPX7jfHr16\/Dy8vrD2n\/P4vKykq89957sLOzgyAI6NmzJwoKCqT0devWwc7ODuvWrTM6jpn3qO4Rf0Z1jbcnra0zMjKg0+kQHh6OiooKefJ9exD3BcYeJ4\/9QjAuLg6CIEj\/qVQqDBo0CGfPnpVnfSScnZ3h7e0NjUYjTzKpoqICCxcuRFJSkvSanZ0d3Nzc0KZNGzRq1Mgo\/8NgqgwMuHTpEubPnw9BEDB69GhMnToVbdq0kWdjdfBnirUncazLcYz\/8Y4fP474+HhotVqMGzcOkyZNgouLi5SuVqvxzDPPQKvVGh1nyeXLlxETE4PLly\/Lkx4ZW8qQlpaGmJgYFBYWypNs9iDOwf5PfeLtSWJnZwcvLy94enpCqVTKk+vEVOzV9b7A2OPusV8Iirp06YKJEyeiU6dO2LdvHzp37vyHvEMVExODM2fOoFOnTvIkky5cuIBPP\/0Up06dkl7TaDTYu3cvtm3bhiZNmhjlfxhMlYEBt2\/fRlFREbp164Zly5ZhypQp933jaOj+TLH2JI51OY7xP97t27eh1+vRt29frF27FiNHjjRKHzFiBNLT0xESEmL0uiV79+7FkiVL\/pBPmUXWykBEWLNmDTZv3ozy8nJ5sk0exDmYsfrE25PE29sbKSkpSEhIuK+5zlzs1fW+wNjj7olZCIaHh2PVqlU4ceIEtmzZAr1ejwULFuDOnTsAgOTkZHTs2FH61HD69OkoLS2tlSYIAjp27IjU1FSTaX369EFeXh7i4uLg6uqKAwcOoFevXnByckJqamqtbRLR0dFo2bIlFi9eDK1WC0EQMHz4cOTm5uL06dMIDQ1FYWEhYmJiIAgC4uLiTG63MiyHnZ0dRowYgdzcXMBgG2dsbCwiIyOlPO+99x4qKytRUVGB8PBwtGjRAr\/99ltNi\/2XuTKImjZtiilTptQ6JwCUlpZi+vTpUKlUUrslJyejvLwc\/fv3h0KhwP79+wEAd+7cgb+\/Pxo1aoSjR49K5weAK1euYOjQodJ5nJ2d8eWXX6Kqqsoonznycuh0OmzduhVEhG+\/\/RaCIODTTz8FABw8eBAKhQKurq44d+4c9Ho9wsLC4OjoKPU5AFy8eBHjxo1DWVkZkpOT0bRpU8TFxaGyshIJCQlwdnaWypqQkCC1ibm4MGStvtHR0fDz88PXX38txUz79u2RlpZmdB5RamoqAgICpK1lOp0Oe\/fuhfgnQDMyMtCrVy8INTHcqVMnnD17tlZdVCoV5s2bB71ej+joaKM2EWNS3Cpsrp6W6mYp1iyNT0PyrYyjRo2q9UmApXPJx\/OfbazLyfvYMF7NxbghsXyDBw\/GO++8Azs7O6jVaqOYBwCtVosvvvhCisHIyEhp7pWXwXB8iud\/\/fXXjbZHWjre3JjbuHEj2rdvD6FmvBw6dEhqI5VKhbi4OOj1ekA2JurTxtbGnCFL89Px48cxfvx4AMCGDRuM4kkk7noR+8ZUfbVarfRJ88qVK\/H222+jrKwMXbt2lcaxvB1N9cPkyZOl8RUdHQ1YaSv5mBHHk7kyiPR6Pd5\/\/30sXboUV69eRatWraQxIC+nvL9tOQcAODg44NSpU9DpdFJMGM6hluYJOXk9xbnBUt\/CzFzeq1cvHDt2TGpTZ2dnbNq0CTATe2q1GsuWLcOyZcukeW\/QoEG4ceMGYGJ81KdfBYP7gjzeLM3p1sjLJu9Lc3NrWlqaUXuL\/8XFxVktj6k2N+x7sY3Fe5k4jxv+Fx0djaqqKqxevRpt2rSRXg8KCsLly5ctxp78vlCfGJHHKmN\/KKqHss9eotLZzz6w\/+79sl1+CUlsbCwBoNjYWOm1GzduUIcOHahp06aUlpZGv\/\/+OzVv3pw8PDxo5cqVNHbsWAJAc+fOpeLiYurduzepVCr6\/PPPacGCBRQcHEyZmZnScfb29hQWFkbDhw+nV199lSorK6Xr2tnZkb29PQUEBFBeXh5FRUURANq9ezcRkfRvJycnioqKIj8\/PwJAU6dOpaysLIqIiCAAFBERQdu2baOzZ89STk4OeXp6kqenJ+Xk5NQqR0BAAAGgPn36UHFxMZ08eZLUajUBIH9\/fxo9ejSp1WoSBIF+\/PFHKikpoeDgYFKpVJSSkmLQekTZ2dkmy2DtnNXV1TR16lQCQGPHjqWVK1eSh4cH6XQ6yszMpM2bNxMAmjRpElVXV1NKSgqpVCrq168flZWVGZWhsLCQhg4dSjNnzpTOo1Ao6NChQ0QGbShv0927dxuVw8\/Pj6KiosjJyYkUCgXt2rWLzp49Sy4uLjRw4EAqLy+n2bNnk0ajIaVSSTt27KDs7Gzy8vKirl27UkFBgVSmW7duUUJCAimVSvLx8aFvvvmGzp49S8uXLycA5OnpSVFRUeTp6UkAKD4+nsggHuVxYcjW+qrVaho9ejT5+\/sTAKkOcpmZmRQcHEwLFiyg+Ph4UqvVpNVqKT09nfLy8qSYCwkJoaioKBo6dCgVFhYa1WXcuHEUFBREW7dulcqgVqvp5MmTRERSTPbu3ZuKi4vN1tNS3czFmqXxKSfGkXwsyMeKqXM1hLEuZylezcW4IbF8MDG+Dhw4YJTu4+ND48aNI3d3dwJAK1asMCrDwIEDaf369dS5c2dpLqrL8abqQAZjTqFQ0LBhw6TxIpZ52LBhpFAopPuBOCbUajXFx8dTTEwMKRQKGjlyJFVWVtrUxpbGnCFr81N2djbNnDmTAFDPnj1p27ZtlJ2dbXQO+T1OXt\/+\/fsTAOrQoQPduHGDDh8+TD4+PqRUKik2NpZ27txJt27dsqkfFAoFCYJALVq0oOXLl1tsq9u3b5sdT+bKIKqsrKTvvvuONBoNaTQaWrVqFSUmJlJZWZnV\/rblHNbmUEvzhJx8TIpzw7179yz2LZmYy318fKTYDAgIkPqubdu2lJubWyv2xNhFzbwSEREhjY+EhAQiG8eXuX6FifuCPN4szemGdRTnQUPW+tLU3Jqenk7PPvsseXp60tGjR+mLL74gADR58mS6d++ezeUx1\/diG4v3smPHjtG2bdvoH\/\/4B\/Xt29eofFu3bqW+ffvSmjVrpBgJDQ2l4uJiq7Fny\/OJLeVl7I\/2RC4ExQc+8UE2ISGBANCCBQuIiKigoIC6du1KXbt2paysLOrduzcBoJEjR9KZM2eourqaiEg6bvbs2dK5ReJ1g4ODqbCwUHpdPimK\/964cSMREV28eJHc3d2lm7ap8ssfDuXlKCsro379+pFSqaQjR45IE5uvry\/l5uYSEdHs2bONyiFOoKaYKoO1c+bm5lLbtm1Jp9NRVlYWERFt3LhRqmtubi75+vpKx8+dO5dg8HBnyYIFC0y2oal\/i+Vwd3enixcvEhFRUlISCYJAw4YNkx5W3N3d6cyZMzRw4ECKioqigIAAmjx5Mv34448kCAJNnjzZqAxk0AbiDUNcUIvtTkR0+vRp0mg00kLSXFxYYq6+S5YsITKIGbEcllRXV1NERIQU+4mJiQSAhg0bRpWVlVI+U3UxFGXjQtBaPeV1MxVrlsan4eKcDI4Xx4KYVz5WTJ2roYx1kak+lserPMblxPIZji9xnE+ePFlK12g0dPr0aaP02NhYqQwODg70yy+\/EBHRkSNHSKlU0uzZs20+3lIdxHYV33RKS0ujpk2bkpeXF2VnZ0tjQmwjcUxERERQdXU1VVZW0rBhw6Q61qWNycSYM2RtfqqsrKTdu3cTAIqKijI6ViSPG3l95WNAfv8jg1iw1g8KhYK2b\/+\/+62ltjp9+rTZ8WSqDHLy2CcbY9baOciGOdTSPCG\/hnxMimzpW3k5xPYUy1FUVEQBAQFSO8ljT2wPANLCYceOHVK83G+\/yu8LZCLe5ORzunweFNnSl6bm1vPnz1Pz5s2lNhLbZOjQoXT37l2ja5CF8pjre3Nz3q5du0ihUEhvusllZWWRTqeTjrMWe7Y8n5iKEXl5GfujPTFbQw1VVFTgxo0baNy4MdRqNTIyMgAAc+bMgSAIcHFxwcmTJ5Gfnw87OzusWrUK\/v7+2LJlC\/z8\/PDiiy8iOztb+sEZf39\/2RX+T58+fdCsWTP5y7U4OTkBNdtVVCoVSkpKam11MUcsv1gOBwcHuLm5Qa\/X4\/bt21I+Nzc3ODo6AgbXE9nb29tUTjlz58zPz0dBQQGuXbsGDw8PCIKAV155BQCQnZ0NrVaL4OBgnD9\/HocOHcL+\/fuh0+nQt29f6RyijIwMBAUFSVsn5syZI89illgOHx8f6cvtLVq0gIODA27evAmlUokXX3wRubm5+PHHH\/Hrr7+ib9++eO655\/C\/\/\/u\/OHToEIgIL730kvzUtZSWlkrbQLy9vQEArq6ucHJyQn5+vtEvkFmKC1vr6+XlBRjEjDnJycn461\/\/Cjs7OygUCmmbEQCcO3cOANCtWzej70OUlJTg0qVLRnWxpKqqyuRWIHk9ba2bIUvjU\/6rbpcuXQIMxoKzszM6dOggpVs6V0MZ66K6xKs1KpUKDg4OgMH1xK2b4muurq5G6TAoQ3l5Obp37w6h5lcx9Xo9srOzbT7eljqI85BWq4WzszPatGmDZs2aQRAEo9gXfxV106ZNUCgUsLe3x44dO1BUVGRzG1sac4aszU916QM5sb729vZSOc2xtR9at26NHj16SP+21FZ37941O57qqy79bQtzc6ileUJ+DXNzQ136ViyHVquFWq2Gl5cXmjRpAqFmu62cGHuOjo7Q6XRQq9XQ6XRAzb1cVN9+NXdfMKU+czrq2JeGc6ubmxu8vb1x9uxZ\/Pbbb\/jpp59QVlYGb29vqFQqm8tjru9NuXLlCmbMmAFvb2+sXr0aTZo0kba1iluLPTw8cO3aNfmhFtUnRmwpL2OP0hO3ECQifPXVVzh79iy6deuGNm3aoF27dgCAxYsXIycnR\/rvxIkT0Gq1aNeuHY4ePYrMzEwMGDAAR48exT\/+8Q8888wzAIBjx47JrlJ3RUVFQM3PxRcVFaFJkyZGE7olYvnFcpSXlyMvLw9KpRLOzs6y3KZVVlYaPbjdL61WCxcXF\/j5+eHcuXNG7Tpp0iQINd\/zsbe3R0JCAs6ePYs+ffrU+kXCO3fuICoqCikpKVi9ejVycnIwc+ZMozyWiOU4f\/488vPzAQA3btxAeXk5mjdvjsaNG2PAgAFQKpXYv38\/hJrvsTz\/\/PO4dOkSfvrpJ3h5eaFLly7yU9fi6OgIT09P5OTk4OLFi4BBf2q1WjRu3Fh+SC33W1+5S5cuITIyEtnZ2di\/fz+uXbuGl19+WUoXY\/jEiRPS96NQUxcPDw+jusiVlZVJbXr58mXk5eXJsxipb92sjU9DTz31FGAwFoqLi5GZmSmlWztXQxjrogcRr6J79+5JP4hw5coVALBpUSyWwcXFBSkpKUZ9snjxYnn2Wh5kHURPP\/00AGDSpElG5cnMzMSzzz4rz16LtTFnyJb56VGobz9Yaytz46m+HkZ\/m2JtnjBkbm54HPq2vv1q7r4gV985HffRl82aNUNsbCyKiooQEBCAWbNmYdq0aZg\/f\/59lcecO3fuYPz48bhy5QrWrl0rLch27NiBGTNmoGPHjsjIyEBqairc3d3lh1v0oGLkzp07Nr+ZyNiD9sQsBLdt24bx48ejffv2mDVrFjQaDebPnw8HBwf069cPzZs3xwcffIC1a9ciOTkZCxcuxMGDB1FeXo7Ro0dj1qxZOH78OARBAAC0atUKvXr1gkqlwsKFCxEeHo4RI0Zg6NCh9fq7em+++Saio6MxcuRIFBYWok+fPnB1dZUm5GXLlmH8+PHYvn27\/FAMGTIELVu2lMrRt29f\/PDDDwgKCkLnzp3l2WspLS3FgAEDoNVqa\/1QCwxuCpbKIKfVajF48GCcOXMGU6ZMwb\/+9S98\/\/33+Pjjj1FWVgYA6Ny5M4KCgnDy5EmUlJRgxIgRUvuKqqurUVVVBb1ej\/T0dGzevBkrVqwwymOJVqtFREQEcnNzMWTIEERHR0vXiYqKglKphK+vL9q1a4cffvgBzs7O0Ol06NixI4qKivDzzz+ja9eucHNzk5+6FkdHR4wZMwZ6vR6RkZGIjo5GSEgICgsLMXLkSJse1O+3vnJEhKqqKpSWluLUqVNYunQp9u7dK6V37NgROp0OO3bsQGhoKKKjo+Hv74\/i4mIEBgZKdRk\/fjwCAwORkJAAGCy4pk+fjvHjxyMyMtLiAwNsrJupWLM0PuXvlsvH5MCBA\/Hzzz9L6ZbO1RDGuqEHEa8iw\/E1Z84cKBQKDB48WJ6tFkdHR4SFhaGgoABvvvkmEhMTkZiYiPnz5yMnJ0eevZYHWQdRly5d4Ofnh1WrVuGzzz7Dv\/\/9b6xYsQJfffWVTQt2a2POkC3z04MmfopUVlaGadOm4a233sK1a9fq1Q+W2uru3btmx5OpMoifwomaNGkCT09PXL16FRMnTsT06dNRUVFRp\/42dQ5zv1JqyNI8YW3OEecGtVr9yPtWrr7jy9x9Qf63QG2Z082p79i9d+8eFi1aBDc3N6xbtw6bNm1C7969UVBQcF\/lMYWIsHLlSvzzn\/9EYGAgcnNzsX37dhw+fBj37t0Daj7VS0lJwbx586QfSYKNsfcgxn9SUhI0Gg2ioqKs3oMZexiemIVgamoqvvrqK2RnZ2PChAk4ffo0unfvDgDw8\/NDcnIyOnXqhA8++ACjRo3Ct99+Czs7OyiVSigUCsTHx2PUqFH48ccfERMTg6FDh8Lf3x8bNmxAixYtsH37dmzfvh2tWrWyafAaUqlUePPNN5GUlIQzZ84gIiIC8+bNgyAICA4ORkhICK5evYr169dL7xoZevrpp3Hw4EF06dIF27dvR0pKCoYPH44NGzbY9JPzdnZ2cHZ2hpOTE9RqtTzZpjLICYKAzz77DJ9\/\/jlOnDiBV155BZMnT8aVK1ekbQ0ODg4YM2YMUPNA8fzzz8vO8t+tffPnz4erqytiY2Oxc+dOfPPNNzb\/DR5BEDB79mx8\/vnnyMzMlNpk06ZN0oOqq6srunfvDiJC586d4erqCp1OBw8PD6BmW4qtfTpq1Chs2rQJ5eXl2LBhA4qKihAfH48pU6bIs5p0v\/WVe+qpp\/Dhhx+CiDBjxgxkZmZi3bp10t+ke+qpp\/Dtt9\/Cz88P+\/btw4YNG+Ds7AwHBwe8++67mDZtGq5fv46vvvoKv\/32G1q3bg0AeP311xEeHo7z589j8+bNeOONNzBo0CDZ1Y3ZUjdTsWZpfMr5+\/tj0aJFUCqV+O6779CjRw9MmDBBSrd0roYw1uXuN15FnTt3xosvvoiNGzeisrISX375pU3bqQFg4sSJ2LRpE\/Lz8zFhwgRMmDABv\/76q81\/N\/FB1UGk1Wqxf\/9+vPzyy1i6dCnCw8ORkJBQ600qc6yNOUO2zE8PmiAImD59Olq1aoWff\/4ZO3fuxN27d+vVD5baytJ4MlcGQ02bNsU777wDBwcH7Nu3D4cPH0ZVVVWd+tvcOayxNE\/ImZsb7O3tH3nfmlKffrV0XzBky5xuSV36UlRVVYUuXbrg6tWrGDt2LMLDw\/Hyyy\/j6aefRnp6+n2VR66srAyJiYkAgAMHDmD48OEIDw\/HRx99hJdeegkRERFIS0vDG2+8geDgYLz22mvSsbbE3oMY\/2q1Go0aNZK2zjP2qAlk6vewrSiP7QMqrv2QU1\/2oR\/Cvtsw+ctPhOjoaGzYsAG7d++2eeD\/mWzcuBGjR4\/G3Llz8dFHH8mTGfvT+DOO9evXr0vfjTp27Bhatmwpz8IYYw\/MRx99hIULF+LAgQN48cUXAQC7du3Cyy+\/jM8++wyzZs2SH8IYe4iemE8E2eMlKSkJ4eHhGDduHJo3b47w8HB5FsYYY4wxSUFBASoqKnDw4EFcvHgRe\/bsweLFi2Fvb49evXrJszPGHjJeCLJ6OXXqFLZv3w5vb29s374dfn5+8iyMMcYYY5LZs2cjLCwM8+fPx9NPP43Q0FDcu3cP\/\/rXv\/DCCy\/IszPGHjLeGsoYY4wxxhhjDQx\/IsgYY4wxxhhjDUy9PhHEvf\/+vakHSmX8a1aMMcYYY4wxxh6O+i0EGWOMMcYYY4w9sXhrKGOMMcYYY4w1MLwQZIwxxhhjjLEGhheCjDHGGGOMMdbA8EKQMcYYY4wxxhoYXggyxhhjjDHGWAPDC0HGGGOMMcYYa2B4IcgYY4wxxhhjDQwvBBljjDHGGGOsgeGFIGOMMcYYY4w1MLwQZIwxxhhjjLEGhheCjDHGGGOMMdbA8EKQMcYYY4wxxhoYXggyxhhjjDHGWAPDC0HGGGOMMcYYa2AEIiL5i9b8b2Gy\/KX79pymt\/wlxhhjjDHGGGMPQb0WgksuvoMSfaH85Xrr7xbFC0HGGGOMMcYYe0R4ayhjjDHGGGOMNTC8EARQUlKCwMBAeHl54fr167h16xa6deuGbt264datW\/LsVt3v8bZ6VNcRpaamwtHREdHR0fIkwER6RkYGdDodwsPDUVFRIc8umTVrFho3bozk5Ae\/5fhhio6OhiAI2LNnjzzpibBu3TrY2dlh3bp18qSHLi0tDe3bt4cgCLCzs8OmTZvkWR46W+PzYRLHTGBgIEpKSuTJj9QfEc9xcXEQBAFxcXEm\/80ahuvXr8PLy0u6Bz+OoqOj4ejoiNTUVOAR37cep3niSZWdnY1evXpBEAQIgoC5c+capT\/K\/mTscfLYLwTFBwPxP5VKhenTp6O0tFSe9YGxs7ODm5sb2rRpg0aNGsmTa1m7di3Wrl0r\/buux9fXo7pOfdnZ2cHLywuenp5QKpWAibYCAGdnZ3h7e0Oj0Ri9\/qBcvnwZMTExuHz5sjzJZmlpaYiJiUFh4YPbEv1HU6vVeOaZZ6DVauVJD5Ver8cnn3yC9PR09O\/fH9OmTUNQUJA82wNVUVGBhQsXIikpSXrNVHw+TKbKwBqGP+P8YUlDqG9d7lsNoT0ed8uXL8eRI0fg7++PN954AyNHjjRKr0t\/ih6HfrWlDKaeuxgTPfYLQVGXLl0wbtw4tGzZEosWLcKsWbNQj6832kSj0WDv3r3Ytm0bmjRpIk82kpeXh\/j4ePz000\/Sa3U5\/n48quvUl7e3N1JSUpCQkAClUmmyrQAgJiYGZ86cQadOnYxef1D27t2LJUuW1PtTUyLCmjVrsHnzZpSXl8uTn1gjRoxAeno6QkJC5EkPVUVFBW7evAm1Wo1PPvkECQkJaNmypTzbA3XhwgV8+umnOHXqlPSaPD4fNlNlYH9+f9b5w5yGUl9b71sNpT0ed9nZ2QCA2bNnY9myZWjfvr1Ruq39KXoc+tWWMph77mJM9MQsBMPDw7F27Vrs27cPGo0Ghw4dwq1btxAXFwdXV1ccOHAAvXr1gpOTE1JTU1FaWorp06dDpVJBEAR07NhR+sifiLB8+XKo1WoIgoBRo0YZvZtiaptKRkaG0baCTp06ITk5GcOGDUN6ejo2bNgAQRAQHR1tdPylS5fQv39\/NGrUCEePHgUAlJeXG71mqazi9rWBAwfW2hIiL6e4fSQ2NhaRkZHStrv33nsPlZWVRscCwN27d\/Hhhx\/Czc1NyhsZGYmCggIAwJ07d6TzqNVqLF261Oh4a+mG21kuXLhgsq1gYkuavD10Oh22bt0KIpLq\/Prrr+O9996DnZ0dBEFAZGQk7ty5Y3R9AFi5ciXefvttlJWVoWvXrtLWnsrKSiQkJMDZ2RmCIMDZ2RkJCQm12kmv1+P999\/H0qVLcfXqVbRq1cooLhwcHHDq1CnodDoIgoD27dsjLS1NOj45ORkdO3aEYOXTbLGt3njjDalNtVqtVG8xfcmSJVK9xe1z5q7x5ZdfQhAEfPTRR9J1DF+Tb8Oz1iZifrGf5Fuq5f3WpEkTzJw502jbZUVFBWbMmIHk5GSpTwIDA3HkyJFa244Nr2dLv8vLr1KpMG\/ePKSlpSE0NBSFhYWIiYmR6mxqu5VhW9rZ2WHEiBHIzc0FDPrI1vFl6PTp0ybLIGratCmmTJli8pzydhXnh7y8PLRv3x7Ozs74\/fffAQCXLl1C69at0bp1a1y6dEk6PwBcuXIFQ4cOlc7j7OyML7\/8ElVVVUb5YOKahn0pb2d5nBiyNsdYY+laP\/\/8M+zt7REZGQkiwrlz5+Dq6gqFQoGDBw8CAObMmQNBELB7927pnLa0m3y+79WrFzIyMgCDedcwbvbs2VOrT2Fl\/rBUNzlr7Sg\/lxj7er2+Vl06deqEs2fP1trKDzNjbvLkydL9Mjo6GlVVVVi9ejXatGkjnTMoKAiXL1+2WF95TBne5wzduHHDav8YiouLg729PRYtWiRtN3\/hhRek\/jL3jCBvM8P7DAAkJSVBq9VK\/Z+VlWV0Xfl9y1Q7nz592mx7GLI2\/4vqM08Ynt\/S3CU\/Xt4e0dHR8PPzw9dff23ULseOHZPq7ezsbLTN39y9CQb9snHjRqnftFqttGPCUpyZIm9\/wzH76aefYuPGjQCAIUOGmOwDeX+aqq94f69vnNfnPk5E2Lp1q\/SMYWdnh6CgIFy8eNFsGUTXr183+9wlL6e8v1nD8cQsBOXUajXs7OwAAAUFBRg4cCCOHTuGTp06oXXr1pgzZw4WLVqEV155BStXrkRRUREiIyNx6dIlHDt2DNOmTYNer0dYWBgKCwvx22+\/yS8hyc\/Px\/\/8z\/\/gyJEjCAkJQVRUFJ566il4eXlJW9p69uyJbdu24c033zQ6tnHjxnj55Zdx7949\/PDDDwCAs2fP4siRIwgKCkKnTp0slrW8vBzFxcUoKCgw+cBmynvvvYfMzEyMHj0ajRs3RlxcnMkbbqNGjdC4cWMEBgZi\/fr16N+\/PzZt2oQFCxYAAP72t79h06ZN8PT0RHh4OP75z3+irKxMOt5auqFGjRpZbSvULNLF9mjXrh2ioqJQUlKCiIgIo+8urVy5Et9\/\/z3GjBkDd3d3bNq0CVu2bDE6FwD4+vqibdu2UCqViI2NxaZNm\/DUU09h7dq1mDFjBpycnBAVFQUnJyfMmDEDf\/\/73+WnQNeuXaHRaKDRaLBq1SqsWLFC2j5SXl6OTz\/9FMHBwfD390d6ejrmzJmDiooKnDlzBmFhYSgqKsLKlSvxyiuvYNGiRVi4cKH8EpIVK1bg6tWrUly+9dZbOHv2rJQ+ffp0xMXFwc3NDV26dLF4jeDgYLi4uGD\/\/v24c+cOSkpKsH37dmg0GoSFhRldFzXbR2xtE1P++c9\/YtGiRVI8hYSEQKPRoHHjxlIepVKJ0NBQ+Pj4SH3y0Ucf2by12VK\/G5Z\/3LhxCAgIQPv27dGiRQs8\/\/zzAICIiAhs27YNQ4YMkZ0ZUltmZGQgLCwMPXr0wD\/+8Q8pBkW2ji9DLi4uFsuwd+9enDt3rtY5DceDfH4oKyvDiBEjUFhYiMOHDwMAjh8\/jmvXriE0NBRt2rSRzo+aHQSCIGD69OlYuXIlmjZtiqlTp+LIkSNG+WClL+sSJ9bmGGssXcvX1xft2rVDWloabt26hV9\/\/RVFRUVo1qwZfvnlF5SUlODf\/\/433N3d0bFjR+mcbm5uFttNrVYbzfchISE4cuQIhg4dKn2qUBfm5g9LdZOz1o7mYr+goMDkvUun08kvYdayZcswadIkNGnSBC+88ALs7OzQrFkz+Pj4YM2aNRg7diwOHz6M6dOno6KiwmR9mzVrZjaO5Qu7Fi1aWOwfeVyjZsE9c+ZMdOzYEQEBATh27Bjeeecd6VMS+TOCh4eH1GY9evTA+vXrodVqERUVhWPHjuHSpUuYOHEibty4gZCQEDg5OeHQoUPyy0rMPSO0atXKZHuI9w85a\/N\/feYJw\/Y1N3fZet89e\/Ys3nzzTfTv3x8+Pj44cuQIXnjhBRAR+vfvj8LCQnzwwQfIy8uzeG8SFRQUSAuu\/v3748aNG5gxYwZu3rxpNc4MydtfPmaDg4Px4osvAgBmzpxpsQ8MGdZXfn831a+2xnld7uM5OTnSDrjly5djxowZaNasGTQajckyGNbL3HOXrf3NGgiqh79feJs+TR\/3wP779fZh+SUksbGxBIC6dOlCUVFR5OTkRADo\/fffp+rqaik9ODiYCgsLiYgoNzeX2rZtSzqdjrKysoiIaOPGjQSANm7cKB0ze\/ZsIiIqKCigrl27kqenJ+Xk5FBOTg55enpK\/05MTCQANGzYMKqsrDQq3+7duwkARUVFSa\/Jj8\/MzCSdTkfPP\/88FRYWStffuHGj1bISERUXF1N5ebl0fpH8OidPniS1Wk2+vr6Um5tLRESzZ88mALR792754bX88ssv5ODgQFFRUVRcXEy9e\/cmpVJJR44cISKiI0eOkFKptCmdiKTy9O7dm4qLi022FRFRVFSUVEaxPdzd3enixYtERJSUlESCINCwYcPo6tWr5OnpSRqNhk6fPk1k0F6xsbFG56Watuvduzep1Wo6efIkERGVlJRQcHCwUdlPnz5NGo2GunbtSgUFBUbnkLezSCz3kiVLiIjo4sWL5O7uLtU3ISGBANCCBQuIDOLM1DXEtjJME\/tuxYoVUrpGo6Hjx49Lx1m6Rn5+Po0cOZJUKhWlpKRI5xDjWIzD2NhYm9pEzC\/Gkti2Yrvs2rWLAJC7uzutW7eOSkpKpHIaMtUnYtkMY8PwemIfmOt3U+U3ZFhXkTw+xbYU54WysjLq16+fdM77HV+WymDunNbmB7GP+vXrR0VFRTRy5EgSBIF+\/PFH6RrmLFiwwKjshuPQXF+aamd5nFhiOMeQiTapS0zeunWLxowZI6VPnjyZBgwYQC+\/\/DINHDiQfv31V3JxcaGBAwfWmj8ttZt8vq+urqZJkyZJbS7Gohg3ZHAfMDUHmZo\/rNWtLu1o6lwieV0M2TrmFAoFbd++3ehYQ1lZWaTT6aT2MFVfa3EsP8ZS\/8iJZZbfz11cXOjs2bNSuuEzgthmDg4O9MsvvxAZ3L9mz54t9afYbpWVlTRs2DCjOctwvFhqZ3ndTLF1\/q\/vPGHr8ebuu5WVlbXud2KdxX4vKiqigIAAqY0s3ZsM7yeTJk2i6urqWs9hcvI4MyRvf\/mYJVl\/mSJPl9dXfn831a+29kNd7uNnzpwhLy8vUigUNHXqVLp69ap0nKkyyJl67rKlv1nD8cR8IpiamooNGzZAoVDg888\/x+zZsyEIgpTep08fNGvWDKh5d6igoADXrl2Dh4cHBEHAK6+8AtTsExffmfH39wdqviTcoUMH6Vxy586dAwB069atXt8latOmDUJDQ5GamoqUlBQkJSVBp9OhR48eVssKAE2aNDH6VMUaNzc3ODo6AgCcnJzkyRJxa4CLiwsEQUD37t2ld1DLysqQk5ODVq1awdvbG6j5TlWrVq1sSq8vsT18fHykHzFp0aIFHBwccPPmTdy9exeoqZerq6v0\/3VRWloqbaUQy+7q6gonJyfk5+fXerfRGi8vL6Bmm6hKpZJeF7eliNvTXFxccPLkSYvXcHR0hL29PWBQL8Nty506dTKKVUvX0Ov1iI6ORmVlJfbu3YuDBw+irKwMYWFhteK4Pm1CREafUg8YMADx8fG4c+cOxo4dC2dnZyxbtqzeW01MfQJurt9LSkpw6dIlo\/LXldiW4rzg4OAANzc36PV63L59W8pn6\/iqC3PntDY\/eHt74\/nnn8fx48dx6NAhHDlyBN27d0e3bt2kc4gyMjIQFBQkbQWaM2eOPIvEXF+WlJTUKU4szTHWWIvJu3fv4qWXXoJer8f+\/ftx9OhRPPfcc+jXrx9+++03pKSkoKCgAL169ao1f1pqtwsXLgAG870gCPDw8AAM5mQ5U9s5LbFWt7q0o6XYr+u9y9SYa926NXr06CH9W9xSKW5V8\/DwwLVr14yOkbMWx3KW+scccdzY29vD0dERFRUVRjtUDJ8RxPYvLy9H9+7dIQgCevbsCb1ej+zsbGn7odhuSqXS4rXr2s7mWJv\/6ztP2Hq8ufuuYTyK9zutVgu1Wg0vLy80adIEQs22RZGle5Ph+cTyiv0mqkuc1WfM2src\/d0UW\/uhLvdxZ2dnfP3112jXrh0WL14MT09PjBw50uRXYWxVl\/5mf35PzEIwNjYWRITbt2\/j3XffhYODgzyLRKvVwsXFBX5+fjh37hxycnKk\/yZNmoSnnnoKAHDs2DEAQHFxMTIzM2Vn+T\/PPPMMAODEiRPQ6\/XyZKsEQcCgQYNQVVWFFStW4Ndff5W2uFgrK2pu9A9jYC5cuBCLFi3C8OHDcfnyZSQmJkoTnVqtRqtWrZCTk4OLFy8CNRPZjRs3bEqvL7E9zp8\/j\/z8fKDmOyPl5eVo3ry5zVsILXF0dISnp6dR2W\/duoWioiJotdpaD4311a5dOwDA4sWLjfr1xIkTZn+ps7S0FJWVlSAi6TsplrawWLvGc889Bx8fH+zZswdbtmyBr6+vyV\/orEub\/Oc\/\/wFq+kW8AaPmAeydd97BnTt38PXXX0MQBCQkJEj9aItr166htLQUer0ev\/76qzzZLEdHR3h4eBiVv67EthTnhfLycuTl5UGpVMLZ2VmW+9GwNj84ODhgzJgxKCwsxJdffolr167h5Zdflh54RXfu3EFUVBRSUlKwevVq5OTkYObMmUZ5DJnry7KyMpvjBFbmGGtsickXXngB7u7u+Oc\/\/4lr164hICAAfn5+uHfvHpKSkqBWq\/HSSy\/JT22x3Z5++mnAYL43HIutW7eWzpGVlSV93ym15k8K2MqWuhmy1I6WYt+We1ddx9yOHTswY8YMdOzYERkZGUhNTYW7u7s8mxFrcSxnqX\/MKSoqAmrm0Ly8PDRu3BhqtVqeDTBofxcXF6SkpBiVZ\/HixdL2U8MYsPQjT7a0sy3qOv+L6tq+ctbuu\/J4tIW1e5M1dYkzW8fsw1bffrDWVr1798bZs2fx22+\/oUOHDti6dStSUlLkp7HZw+hv9uR6YhaCdaHVajF48GCcOXMGU6ZMwb\/+9S98\/\/33+Pjjj1FWVoZevXpBpVJh4cKFCA8Px8CBA\/Hzzz\/LTyPp2LEjdDodduzYgdDQUERHR8Pf3x\/Xr1+Hu7s7HBwcsHPnTkRHR5v8fgcAvPDCC+jevTt2796NkpIShIaGQqj5crSlsv72229o1aoVAgMD7+sdIFPEd7GzsrJw+PBhzJ07F\/fu3QNqPoUMDAyEXq9HZGQkoqOjERYWJr0LbS3dFFvaSqvVIiIiArm5uRgyZAiio6MxYsQICIKAqKioOr\/b6ujoCJ1Oh7KyMkybNg1vvfUWrl27hjFjxhiVPSQkBIWFhRg5cmSth\/4mTZrA09MTV69excSJEzF9+nSbfoG0X79+aN68OT744AOsXbsWycnJWLhwIQ4ePGj0zqmhkydPYsiQIRg+fDhWrVqF5s2bIyAgQJ5NYu0a4vehTp8+jbS0NPTp0wdubm7y08DR0dFqm4jvjC5cuBDjx4\/HkCFDpB9SAYAffvgB\/fr1w4YNG3Djxg0olUq0aNHCppuKi4sLnJ2dcejQIURHRyM0NBQ7duyQZzNLHo\/jx49HYGAgEhISAIMHtWXLlmH8+PHYvn277Az\/\/RGBli1bSvNC37598cMPPyAoKAidO3eWZ68lOzsbrVu3RkhIiMk3bmwpg5y1+QEAgoKC4Ovrix9\/\/BEajcbkr8BWV1ejqqoKer0e6enp2Lx5M1asWCHPJjHXly4uLlbjxJClOcYaW2KyVatW+Otf\/4rjx4+jsrISbdq0wTPPPIOmTZti37596NChA9q2bSs\/NWCh3cRPnsT5fvDgwVi6dCl8fX3Ru3dvqNVqtGzZEpmZmRgzZgzCw8Mtfu\/X1PxRUVFhtW6GLLWjpdi3dO+q75gTPzXMz89HSkoK5s2bZzQPmKqvnZ2d1TiWM9c\/5ojjNiwsDOnp6ejRo4fJ7xOiJrbCwsJQUFCAN998E4mJiUhMTMT8+fORk5NTq90GDx5s8W+dyvMbtrOp9jB3\/6jr\/C+yZZ6w5EHfd2HDvckaa3FmyNqYfRhM9Wt94hxW2urmzZsYMGAAPvvsM5w+fRoqlQoqlQoajcZkGeSxZeq562H0N3uCyfeK2uKP+I6gqe9ekIX0srIy+vzzz0mj0RAAUigUNHDgQLp9+zZVV1fTsmXLyMHBgRQKBc2cOZMmTJgg7bM2te\/68OHD5OfnRwAIAPXv359u375N9+7dk\/aiA6ApU6aYPJ4Myip+V9CWsp4\/f55atWpFAwYMqLUvXn4d+XeeSPadD7msrCzq2bMnAaAWLVrQli1bqE+fPtJe8sLCQoqIiJDS165dS76+vjany8tjqq3IxN58sT0cHBwIALVq1Yq2bNlC1dXVtepMVr6fQ0R04sQJatWqFQEgnU5Hp06dIr1eT5s2baIWLVoQANJoNBQfH0\/37t2TH05ERN9\/\/71Uns6dO1NeXl6tcotlM2z\/M2fOSG0MgLRaLW3ZskV29v9rqz59+tCIESOkNk1MTDRKN\/X9CGvXEI8Vvysoko8da21SUlJCU6dOJYVCIX1f4a233pL64qeffiKtViuVw8\/PT\/r+jSFT3xGsrq6mLVu2SNf29\/enVatWkVKpNPq+kqV+LykpoWnTppG9vb1UfrEdCgsLKSQkhFAzvpYuXWqyTc+cOUP+\/v5SvuHDh9P169eJzPSB4fgSv2MkfqdEztYyyMespflBNHfuXIKZ7yiJEhMTpfbt2bMn7dq1izQaTa3vxOzevdtiX1qLE0PW5hh5DMr\/bcu1xGMCAgKoqKiIysvLaeDAgQSAJk+eLOUzxVy7ZWVlUXh4uFT\/nj170vnz56X0w4cPk6+vLwEgX19fWrNmDbm7u5udg0zNH7bUTWStHS3Fvrl7V33GHMnmfQcHB1q8eDG99tprRjFsqr6W4tjctcz1jyGx\/9955x2pT3r27Cl9R0seUyKx\/cV7AwDq3r07XbhwgUg2XiIiIujjjz82+x1BstDOZKY9DNVn\/q\/LPFGX403dd8lEfcVzijFoal63dG+S94t4vBgDtsSZIWtjVl5+OXm6\/N+m7u+m+rWu\/SAy11Y3b96kwMBA6XWNRkNLliwhvV5vtgyGzD13Wetv1nAIVI8v8Cy5+A5K9Ob\/eGVd9XeLwnOah\/OuDWNPgtTUVPTq1QvdunXD3r17H8u\/C8ks++KLL\/DFF1\/gyJEj0vbzR4GI8OGHH+KTTz7B5s2ba\/2hZGYat9vjzdb+iYuLQ0xMDGJjYzFr1ix58hOB53\/G2B\/lT7k1lDHGHrW3334b2dnZj3QRuHbtWgwePBiffPIJ\/Pz88P\/+3\/+TZ2EmcLs93rh\/GGPs0eCFIGOMPaF++ukn7Nu3D\/7+\/vjuu+9s+hEGxu32uOP+YYyxR4O3hjLGGGOMMcZYA8OfCDLGGGOMMcZYA8MLQcYYY4wxxhhrYHghyBhjjDHGGGMNTL2\/I\/jfP0nyYAS4DuXvCDLGGGOMMcbYI1KvheAf7fr16\/D39wcAHDt2DC1btpRnYRbMmjULixcvxg8\/\/IDevS0vwJ\/Ev2+0bt06TJgwAWvWrMHYsWPlyffl1q1b6N+\/PwBg\/\/79cHV1lWdhjDHGGGPssffYbw2tqKjAwoULkZSUJE9i9eTs7Axvb29oNBp50p+CWq3GM888c98\/OW4q9uzs7ODm5oY2bdqgUaNGRvkZY4wxxhh7Ujz2C8ELFy7g008\/xalTp+RJrJ5iYmJw5swZdOrUSZ70pzBixAikp6cjJCREnlQnpmJPo9Fg79692LZt2xPx6ShjjDHGGGOmPNYLwdOnTyM0NBSFhYWIiYmBIAiIi4uT0rVaLb744gvY2dlBEARERkbizp07AIDKykokJCTA2dkZgiBAp9Nh69atMLUTtrS0FNOnT4dKpYIgCHB2dsZXX30FAMjIyECvXr0gCAIEQUCvXr2QkZEB1GxR9fLywuuvv4733nsPdnZ2sLOzw3vvvYedO3dCq9VCEAQ899xz+M9\/\/gMAiIuLg6urKzZu3Ij27dtDEAS0b98ehw4dQmRkJARBgEqlQlxcHPR6vcnydezYEcnJyUDN1k1HR0csWbJEKkNcXFyt+qtUKsybNw96vR7R0dEQBAF79uxBVVUVVq9ejTZt2kh1DAoKwuXLl6X2sUReNsN2Fttn8uTJWL58OdRqNaKjo0FEWL58uVQ28T9HR0ekpqYiNTUVAQEBUr\/qdDrs3bvX6JyGbS7I+j4uLg5CTayI7WPqOleuXMHQoUON+v3LL79EVVWV2dgTr+\/l5YXr168DVmJEvH5sbKzUv2KMVFZWGrUlY4wxxhhjjww9xrKzsykiIoIAUEREBG3bto3Onj1LOTk55OnpSQDIx8eHxo0bR+7u7gSAVqxYQUREy5cvJwA0cOBAWr9+PXXu3JlUKhWlpKQYXaO6upqmTp1KAMjPz48mTpxIAQEBdPToUcrLyyM\/Pz8CQCEhIRQSEkIAyNfXl7KysmqVY\/To0aRWqwkA2dvbU1hYGPn4+BAAGj9+PBERxcbGEgBSKBQ0bNgw8vf3p5pf3iE\/Pz8aNmwYKRQKatq0KaWlpRmVb+zYsbRy5Ury8PAgnU5HmZmZdPLkSVKr1WRnZ0eCIFDLli3pxx9\/lOrv6elJ48aNo6CgINq6dSsREUVFRREA2r17NxERbd26lfr27Utr1qyhsWPHEgAKDQ2l8vJy6fy9e\/em4uJii20XFRVFTk5OpFAoaNeuXVL7KBQKEgSBWrRoQcuXL6dDhw6RQqGg8PBwysjIoIEDB5KdnR3t27ePqqurKTMzk4KDg2nBggUUHx9ParWatFotpaen12pzU30vtnFsbCzdunWLdu7cSdu2baOEhARq1KiR1H+FhYU0dOhQmjlzptSuCoWCDh06ZDX2PD09KScnx2qMiO0HgPz9\/aUYEQSBfvzxR6P2ZIwxxhhj7FF5rBeCJHuoF4kP4xqNhk6fPk1ERBs3bpTylZSUUHBwMDk4ONAvv\/xCRERHjhwhpVJJs2fPls5DRJSbm0tt27Yld3d3unjxolFaYmIiAaBhw4ZRZWUlVVdX06RJkwgAbdy40WQ5xo8fb1TeX375hRwcHKSFlFifSZMmUXV1NaWlpVHTpk3Jy8uLsrOzqbq6WlqA7N69WyqfTqejrKwsIoO6bty4UVpoaDQaOn78OBGRVH+lUklHjhwxqNF\/yReChrKyskin00nltbQQNNV2SUlJJAgCDRs2jK5evSotBLdv3y4dt3btWqM2Ettk7dq1Uh6R2B5qtZpOnjxpss0N+57MxExxcTH16dNHWqSasmDBAqN2MXUe+ULQWoyI7efr60u5ublERDR79myz7c8YY4wxxtij8FhvDbXGyclJ+tVGJycn6fXS0lJcvXoV5eXl6N69OwRBQM+ePaHX65GdnW1wBiA3Nxc3btyAj49PrR8XuXDhAgCgW7duUCqVEAQBHh4eAGB0HsNyPPPMMwCADh06AAAUCgUEQZDyijw8PCAIArRaLZydndGmTRs0a9YMgiBAqVRK+fLz81FQUIBr165Jx7zyyiuArAydOnWSrllSUoJLly6hVatW8Pb2lvKYIm4h1el0Uv2uXbsmz2aSWDbDtmvRogUcHBxw8+ZN3L17FwDQunVr9OjRQzquffv2UKlU+Omnn\/Cf\/\/wHP\/30ExQKBdq2bQsASE5Oxl\/\/+lfY2dlBoVBg06ZN0rEic31vChFh2bJlOHjwID777DMMHjwYqNnSGRQUJG0NnTNnjvxQq2yNETc3Nzg6OgI2lJcxxhhjjLGH7YleCJrj6OgIT09PuLi4ICUlBTk5OdJ\/ixcvNsorLsTOnz+P\/Px8o7Snn34aAHDixAno9XoQEbKysoCaxc2joNVq4eLiAj8\/P5w7d86oLpMmTZJnB2rq7+HhgZycHFy8eFGebGTHjh2YMWMGOnbsiIyMDKSmpsLd3V2ezSSxbIZtd+PGDZSXl6N58+Zmf1Wze\/fuePfdd5GYmIh27dohLS0NmzZtQu\/evXHp0iVERkYiOzsb+\/fvx7Vr1\/Dyyy\/LT1En3333Hd577z2EhYVh+vTpEAQBd+7cQVRUFFJSUrB69Wrk5ORg5syZ8kOtehAxUllZKX2\/kTHGGGOMsUfhsV8Iip+wLVu2DOPHj8f27dvlWWpxdHREWFgYCgoK8OabbyIxMRGJiYmYP38+cnJyjPK2aNECPXr0QG5uLoYMGYJXX30Vzz33HPbt24fu3bujW7du2LFjB0JDQzF48GAsXboUvr6+Vv\/+3oOi1WoxePBgnDlzBlOmTMG\/\/vUvfP\/99\/j4449RVlYmzw4AaNKkCQIDA6HX6xEZGYnx48cjMDAQCQkJ8qyoqqoCaj7dS0lJwbx585CbmyvPZpJWq0VERITUdtHR0RgxYgQEQUBUVJTRJ5uGLl68iJUrV2LIkCHYtm0bFi9eDGdnZ5SVlYGIUFVVhdLSUpw6dQpLly7F3r175aew2ZUrV\/Dee+\/B3t4e\/v7+2LVrF7Zv345r166hqqoKer0e6enp2Lx5M1asWGF0rC2xd78xUlpaigEDBkCr1eLo0aPyZMYYY4wxxh6Kx34hGBwcjJCQEFy9ehXr16+v9amdORMnTsSmTZuQn5+PCRMmYMKECfj1119rfUqlVCrxt7\/9DcOHD8e5c+ewevVq5Ofno3nz5nB1dcV3332H8PBw7Nu3D\/v27UPPnj2xa9cumz\/tuV+CIOCzzz7D559\/jhMnTuCVV17B5MmTceXKFahUKnl2ybvvvotp06bh+vXr+Oqrr\/Dbb7+ZLPOgQYMQERGBtLQ0vPHGGwgODsZrr70mz2aSIAiYPXs2Pv\/8c2RmZmLDhg1o0qQJNm3aJG2\/NMXR0RHt27fH7t27ER4ejvDwcPTr1w\/BwcFwcXHBhx9+CCLCjBkzkJmZiXXr1tXqN1udOnUK\/\/nPf3D37l2888470vUuXryI+fPnw9XVFbGxsdi5cye++eYbo7+taEvs3W+M2NnZwdnZGU5OTlCr1fJkxhhjjDHGHgqBTP09BcYekjt37qBfv36wt7fHrl274OLigqqqKrz22mvYvHkzfvrpJ3Tp0kV+GGOMMcYYY+wBeuw\/EWR\/LpWVlSguLsaVK1dw+PBh\/Oc\/\/8HKlSuxb98+\/OUvf5G+c8cYY4wxxhh7ePgTQfbIJScnY9KkSThz5gxQs1V01KhR+Pjjj23+oRrGGGOMMcZY\/fFCkDHGGGOMMcYaGN4ayhhjjDHGGGMNDC8EGWOMMcYYY6yB4YUgY4wxxhhjjDUwvBBkjDHGGGOMsQaGF4KMMcYYY4wx1sDwQpAxxhhjjDHGGhheCDLGGGOMMcZYA8MLQcYYY4wxxhhrYHghyBhjjDHGGGMNjEBEJH\/RmnW\/V8tfui9eTsD\/8+Q1KWOMMcYYY4w9CvVaCL71zyrcrpC\/Wn\/j\/yLwQpAxxhhjjDHGHhFefTHGGGOMMcZYA8MLQcYYY4wxxhhrYHghyBhjjDHGGGMNDC8E71NGRgZ0Oh3Cw8NRUVH\/L07OmjULjRs3RnJysjzpgXpU1wGAkpISBAYGwsvLC9evX5cn10q\/desWunXrhm7duuHWrVvy7JJ169bBzs4O69atkyc9Fq5fvw4vLy+z9a6v1NRUODo6IjAwECUlJfLkOiMiLF++HGq1GoIgwNvbGxcuXJBnqyU6OhqCIGDPnj3ypAcuLi4OgiAgLi5OnvTIpaWloX379hAEAXZ2dti0aZM8y0Nn6xj5ozzK2PgjWJs\/9+zZ89jEqzUPYx59UPfDx8HDaJ\/H3ZM6fp+kcWfIlmeFxykOH\/QziDXW4tHafHw\/Hvd77YP02C8ExQdB8T+VSoXp06ejtLRUnvUPYWdnBy8vL3h6ekKpVMqTTUpLS0NMTAwKCwul15ydneHt7Q2NRmOU90F7VNepDzs7O7i5uaFNmzZo1KgRYKat1Go1nnnmGWi1WoOjH5zLly8jJiYGly9flic9Mo+iDJcuXcL8+fMhCAJGjx6NqVOnok2bNkZ5TLV\/Q6TX6\/HJJ58gPT0d\/fv3x7Rp0xAUFCTP9kBVVFRg4cKFSEpKkl4zNUb+KA0xNh7n+bOuHsY8Wp\/7oSVr167F2rVr5S8\/cKbm24fRPg2BLX1mS55H6XGey\/6oODR1\/3ncPMj5WB6Tj9O99mF77BeCoi5dumDcuHFo2bIlFi1ahFmzZqEeP3j6wHl7eyMlJQUJCQk23fiICGvWrMHmzZtRXl4uvR4TE4MzZ86gU6dORvkftEd1nfrQaDTYu3cvtm3bhiZNmphtqxEjRiA9PR0hISFGxz8oe\/fuxZIlS\/7Qd4EeRRlu376NoqIidOvWDcuWLcOUKVOMYthc+zdEFRUVuHnzJtRqNT755BMkJCSgZcuW8mwP1IULF\/Dpp5\/i1KlT0mvyMfJHaaix8TjPn3X1MObRut4PLcnLy0N8fDx++uknedIDZ2q+fRjt82dnS5\/ZkudRetznsj8qDk3dfx43D2o+NhWTj8u99lF4YhaC4eHhWLt2Lfbt2weNRoNDhw7h1q1biIuLg6urKw4cOIBevXrByckJqampKC0txfTp06FSqSAIAjp27Ch9fJybm4sRI0bAzs4OgiDAzc0Nf\/vb3wCg1nHOzs746quvpI\/ElyxZgvfeew92dnaIi4ur9VF5XFwc7O3tsWjRImkb2QsvvICMjAzo9Xq8\/\/77WLp0Ka5evYpWrVpJWwIMPwL\/8ssvIQgCPvroI6n+hq9VVlYiISEBzs7OEAQBOp0OW7duBRGhoqIC4eHhaNGiBX777TfpeJHhdcRtCa+\/\/rpUJ0EQEBkZiTt37sgPRVVVFVavXo02bdpIn9AGBQVJ76LKtxqOGjXK6B02a+mG2ySysrLMtpV8u6C8zwzbAzV19vPzw9dffw2tVgtBENC+fXukpaVJ1xatXLkSb7\/9NsrKytC1a1c4OjoiNTUVAJCcnIyOHTtCqNkaOGLECOTm5spPIWnatCk+\/PBD2NnZQa1W48svv0RVVRVgpcyWyiCed8qUKVI53nvvPVRWVhpc+b\/kceLs7IyEhARUVlbi4sWLGDduHMrKypCcnIymTZsabauxFKsA4ODggFOnTkGn05lsT8O2svQp\/t27d\/Hhhx\/Czc1Nqk9kZCQKCgqM8l27dk0aT7169ZJizlId9+\/fD4VCgVGjRkGv1wNArdcyMjLQq1cvi31aUVGBGTNmIDk5WeqTwMBAHDlyBI6OjoiOjpbyirEpbmWxJfYM20oQBPTp0weHDx9GaGgoCgsLERMTA6Em3k1tJbIUl+L8FBsbi8jIyFoxQ0TYunWr1I92dnZGY9qUhxUb4hz31ltvSWP3o48+giCbC2EwVwwePBjvvPOONMbEvhfTJ0+eLM05Yj8Z9rkYTxkZGSgvL0f\/\/v3RqFEjHD16FABqvSbfqpSdnS2dS6vV1trCJB\/nhvchuejoaLRs2RKLFy+WYmX48OFSX4qxdODAAbRv315qc2vXMBVfeXl5RvOotTgw12dypu6Hrq6u2LhxozR+tVqt9CmDvOxNmjTBzJkzcfnyZQwbNgzp6enYsGEDBEFAdHS02X4Vr2tpLMqvJd7bzc238vuMpbkGNox1S88dhqxdx1qbGvr2228hCAI+\/fRTAMDBgwehUCjg6uqKc+fOQa\/XIywszOgeY2n8Wpqvr1+\/brLPDFnKY25cmmJt3FlrQ5GluUweL\/LnCkNXrlzB0KFDjWLL8H4vL49KpcK8efOk+5JWq8UXX3xh8hlMHofyconjXT5XwcT8Ze5YudOnT5u8\/4gsPYPYeg2YyGuqjZVKJX766SdpTI0aNUp6PpDPx\/Lzya9tai48deqUyZg0vNdeunTpvtrW1rH\/h6F6mHRQTxF7H9x\/\/7xSJb+EJDY2lgBQbGwsERGdPn2aNBoNde3alQoKCqR0Ozs7sre3p4CAAMrNzaWpU6cSABo7diytXLmSPDw8SKfTUWZmpnRMVFQUrVmzhvr27Utbt26l6upq6Tg\/Pz+aOHEiBQQE0NGjR+nkyZOkVqvJzs6OBEGgli1b0o8\/\/ii93rt3byouLpbObW9vT2FhYRQQEEAAaNCgQVRUVETfffcdaTQa0mg0tGrVKkpMTKSysjKKiooiALR79246e\/Ysubi40PPPP0+FhYVUXFxMvXv3Jo1GQ6dPn6bly5cTABo4cCCtX7+eOnfuTCqVilJSUqikpISCg4Olf8sZXicnJ4c8PT0JAPn4+NC4cePI3d2dANCKFSvkhxIR0datW6lv3760Zs0aGjt2LAGg0NBQKi8vp5SUFFKpVLXq7unpSTk5OVbTxfJ4enrS1atXzbaVYUzI+ywqKoqcnJxIoVDQrl27iAzqrFarafTo0eTv7y+1X3l5uVH9Dh8+TD4+PqRUKik2NpZ27txJt27dot9\/\/52aN29eq+x9+vSh4uJio3MYtqufnx+NHj2a1Go1KRQKOnDggNUymyuDGGsAyN\/fXzqvIAj0448\/GpWBiKQ48fT0pKioKKlM8fHxdOvWLUpISCClUkk+Pj70zTff0NmzZ6VjKysrzba\/tfYU28rDw4NWrlwpxcncuXONyidasGABDR8+nNavX08DBw4kAPT2228TGYx\/sd3Faw0aNIjKysos1vHGjRvUoUMHadxXV1fTmDFjSBAESkpKory8PPLz8yO1Wk3x8fEUExNDCoWCRo4cSZWVlVL5KisrKSkpyahPDh06RMePHye1Wk1RUVFSXrG8u3fvJrIh9uRxNXz4cHr11Vfp8uXLFBERQQAoIiKCtm3bRmfPnjUaIzk5ObWOl8eltZjJzs4mLy8vatmyJS1fvpxmzpxJQ4cOpcLCQqlOcg8rNjIzM0mn05Gvry\/l5uZSYWEhPf\/889K8Z0g+xgzH0IEDB6R0hUJBgiBQixYta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https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/12\/ChatGPT-Image-Dec-4-2025-11_01_06-AM-1.png 1536w\" sizes=\"(max-width: 800px) 100vw, 800px\" \/>\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-06dc00a elementor-widget elementor-widget-text-editor\" data-id=\"06dc00a\" data-element_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<p>L\u2019\u00e9tude met en \u00e9vidence les niveaux de maturit\u00e9 des syst\u00e8mes d\u2019information commerciaux au sein des entreprises et les \u00e9carts sont significatifs :<\/p><p><strong data-start=\"203\" data-end=\"269\">Pr\u00e8s de la moiti\u00e9 (48 %) des entreprises les plus performantes<\/strong> d\u00e9clarent disposer de syst\u00e8mes pr\u00e9dictifs ou prescriptifs, <strong data-start=\"329\" data-end=\"354\">contre seulement 22 %<\/strong> pour le reste du march\u00e9.<\/p><p>Cela confirme la <strong data-start=\"398\" data-end=\"466\">valeur strat\u00e9gique des syst\u00e8mes avanc\u00e9s, pilot\u00e9s par les donn\u00e9es<\/strong>, pour am\u00e9liorer la performance commerciale et renforcer les processus de prise de d\u00e9cision.<\/p><h3 data-start=\"565\" data-end=\"580\">Conclusions<\/h3><p data-start=\"582\" data-end=\"723\">Cette \u00e9tude met en lumi\u00e8re plusieurs caract\u00e9ristiques communes aux entreprises les plus performantes du march\u00e9, <strong data-start=\"694\" data-end=\"721\">tous secteurs confondus<\/strong> :<\/p><ul data-start=\"725\" data-end=\"1286\"><li data-start=\"725\" data-end=\"882\"><p data-start=\"727\" data-end=\"882\">Une attention renforc\u00e9e port\u00e9e \u00e0 la <strong data-start=\"763\" data-end=\"792\">planification commerciale<\/strong> et \u00e0 la <strong data-start=\"801\" data-end=\"840\">gestion de la r\u00e9mun\u00e9ration variable<\/strong>, comparativement aux autres processus ;<\/p><\/li><li data-start=\"883\" data-end=\"1033\"><p data-start=\"885\" data-end=\"1033\">La reconnaissance que <strong data-start=\"907\" data-end=\"991\">m\u00eame les Top Performers disposent encore de marges de progression significatives<\/strong> sur l\u2019ensemble des processus analys\u00e9s ;<\/p><\/li><li data-start=\"1034\" data-end=\"1286\"><p data-start=\"1036\" data-end=\"1286\">Un engagement clair en faveur de <strong data-start=\"1069\" data-end=\"1129\">l\u2019investissement dans des syst\u00e8mes d\u2019information avanc\u00e9s<\/strong>, qui renforcent leur capacit\u00e9 \u00e0 piloter la performance commerciale et les positionnent durablement au-dessus du march\u00e9 en termes de r\u00e9sultats \u00e0 moyen terme.<\/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-d4879c8 elementor-widget elementor-widget-spacer\" data-id=\"d4879c8\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\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<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>Assurer une croissance rentable du chiffre d\u2019affaires est devenu une t\u00e2che difficile dans tous les secteurs \u00e9conomiques ces derni\u00e8res ann\u00e9es. <\/p>\n","protected":false},"author":16,"featured_media":119252,"comment_status":"closed","ping_status":"open","sticky":true,"template":"","format":"standard","meta":{"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[40],"tags":[329,330],"post_folder":[],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v22.1 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Devenir une entreprise 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