Managing a few major global accounts is an essential lever for efficiency, which is made more complex by the need to leave flexibility to local markets and a high level of demand on suppliers in terms of service policy and product availability.

Defining the framework for commitments and services has become extremely complex to monitor, with a decisive impact on operating margins.

Striking the right balance between consolidation and market share management is a skilful alchemy sought by sales managers. Less than 10% of sales budgets are earmarked for conquest

Seeking the best impact in terms of business challenges is often a thorn in the side of organizations that do not reinvent themselves quickly enough in response to changes in market share or competition.

Aligning sales plans with corporate strategy maximizes success and return on investment. Transparent communication, relevant indicators and periodic reassessment are essential to maintain this alignment in the face of strategic changes.

Many tools are available to salespeople, but few of them work because of a lack of managerial will and a desire to reshuffle the deck. It's possible for every NY salesperson in Paris to steer development in a given geographical area using digital and/or CRM tools.