{"id":88494,"date":"2026-03-19T18:46:40","date_gmt":"2026-03-19T18:46:40","guid":{"rendered":"https:\/\/degreed.com\/experience\/?p=88494"},"modified":"2026-03-26T18:21:39","modified_gmt":"2026-03-26T18:21:39","slug":"teksystems-preparation-commerciale-formation-ia","status":"publish","type":"post","link":"https:\/\/degreed.com\/experience\/fr\/blog\/teksystems-preparation-commerciale-formation-ia\/","title":{"rendered":"Comment TEKsystems am\u00e9liore la pr\u00e9paration commerciale gr\u00e2ce \u00e0 l\u2019IA"},"content":{"rendered":"\n<p>Votre \u00e9quipe commerciale ne s\u2019entra\u00eene probablement pas assez avant d\u2019aborder des n\u00e9gociations d\u00e9cisives,<\/p>\n\n\n\n<p>ce qui constitue une opportunit\u00e9 largement sous-exploit\u00e9e.&nbsp;<\/p>\n\n\n\n<p>La croissance de l\u2019entreprise passe d\u2019abord par ses \u00e9quipes commerciales. Plus les nouveaux vendeurs montent rapidement en comp\u00e9tence et commencent \u00e0 alimenter le pipeline, plus l\u2019entreprise obtient des r\u00e9sultats. C\u2019est l\u00e0 que le coaching entre en jeu. D\u2019apr\u00e8s <a href=\"https:\/\/www.kornferry.com\/insights\/featured-topics\/sales-transformation\/ultimate-guide-to-sales-coaching\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">une \u00e9tude Korn Ferry<\/a>, 94&nbsp;% des \u00e9quipes commerciales les plus performantes constatent un impact direct du coaching sur la performance des vendeurs.<\/p>\n\n\n\n<p>En temps normal, pour s\u2019entra\u00eener \u00e0 pitcher et am\u00e9liorer leurs performances, les commerciaux ont besoin de temps avec leurs managers, afin de se mettre en situation et de recevoir des retours. Mais ces managers encadrent souvent de larges \u00e9quipes et sont tr\u00e8s sollicit\u00e9s, ce qui rallonge le d\u00e9lai avant que les nouveaux vendeurs ne soient op\u00e9rationnels.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-accelerer-la-preparation-commerciale-grace-au-coaching-ia-et-aux-mises-en-situation\">Acc\u00e9l\u00e9rer la pr\u00e9paration commerciale gr\u00e2ce au coaching IA et aux mises en situation<\/h2>\n\n\n\n<p>TEKsystems, acteur mondial des services technologiques et du conseil, membre du groupe Allegis, a identifi\u00e9 un levier pour am\u00e9liorer la pr\u00e9paration et la performance commerciales&nbsp;: des exp\u00e9riences de formation dynamiques bas\u00e9es sur l\u2019IA, avec Degreed&nbsp;Maestro.<\/p>\n\n\n\n<p><a href=\"https:\/\/www.linkedin.com\/in\/chris-harry-34646b4\/\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Chris Harry<\/a>, Chief Talent and Learning Officer chez TEKsystems, explique que les trois premi\u00e8res \u00e9tapes du tunnel de vente (prospection, prise de contact et qualification) sont un indicateur cl\u00e9 de la r\u00e9ussite commerciale globale.<\/p>\n\n\n\n<p>\u00ab&nbsp;Dans notre exp\u00e9rience, lorsque les opportunit\u00e9s progressent rapidement jusqu\u2019\u00e0 l\u2019\u00e9tape de qualification, nos chances de remporter le contrat et de r\u00e9pondre au besoin client augmentent de 60&nbsp;%&nbsp;\u00bb, pr\u00e9cise-t-il.<\/p>\n\n\n\n<figure class=\"wp-block-image size-large\"><img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"683\" src=\"https:\/\/explore.degreed.com\/wp-content\/uploads\/2026\/03\/teksystems-degreed-ai-learning_50-1-1024x683.jpg\" alt=\"teksystems-degreed-ai-learning\" class=\"wp-image-88438\"\/><\/figure>\n\n\n\n<p>L\u2019\u00e9quipe TEKsystems a compris qu\u2019am\u00e9liorer les performances sur ces \u00e9tapes du tunnel de ventes pouvait g\u00e9n\u00e9rer un tr\u00e8s bon retour sur investissement (ROI). Elle a lanc\u00e9 un groupe de nouveaux commerciaux, form\u00e9s via des mises en situation pilot\u00e9es par l\u2019IA de Maestro, pour am\u00e9liorer l\u2019efficacit\u00e9 de la formation et r\u00e9duire le temps de mont\u00e9e en comp\u00e9tence.<\/p>\n\n\n\n<p>Pour structurer cette approche, TEKsystems a cr\u00e9\u00e9 des exp\u00e9riences Maestro portant sur quatre comp\u00e9tences fondamentales&nbsp;:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Pitch de pr\u00e9sentation&nbsp;:<\/strong> pr\u00e9senter l\u2019entreprise et ses services<\/li>\n\n\n\n<li><strong>Gestion des objections&nbsp;:<\/strong> r\u00e9pondre aux objections courantes<\/li>\n\n\n\n<li><strong>Questions de d\u00e9couverte<\/strong>&nbsp;: poser les bonnes questions pour comprendre les besoins du client<\/li>\n\n\n\n<li><strong>Simulation d\u2019appel&nbsp;:<\/strong> s\u2019entra\u00eener \u00e0 mener un \u00e9change de A \u00e0 Z avec tous les \u00e9l\u00e9ments<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-quand-le-coaching-ia-renforce-l-accompagnement-humain\">Quand le coaching IA renforce l\u2019accompagnement humain<\/h2>\n\n\n\n<p>Ces exp\u00e9riences n\u2019ont jamais \u00e9t\u00e9 con\u00e7ues pour remplacer le coaching humain. Lorsque les nouveaux commerciaux s\u2019entra\u00eenaient et apprenaient avec un expert, la pr\u00e9paration en amont avec Maestro venait compl\u00e9ter ces \u00e9changes et les rendre plus efficaces. &nbsp;<\/p>\n\n\n\n<p>C\u2019est la combinaison entre des mises en situation avec feedback imm\u00e9diat et un accompagnement humain qui acc\u00e9l\u00e8re la mont\u00e9e en comp\u00e9tence et am\u00e9liore durablement l\u2019efficacit\u00e9 d\u2019une formation cibl\u00e9e.<\/p>\n\n\n\n<p>Chaque exp\u00e9rience de learning avec l\u2019IA s\u2019appuyait sur la pr\u00e9c\u00e9dente. En moyenne, les apprenants ont consacr\u00e9 environ 15&nbsp;minutes \u00e0 chaque exp\u00e9rience Maestro, soit environ une heure de formation par apprenant sur les quatre axes travaill\u00e9s. Et pourtant, cet investissement limit\u00e9 a suffi \u00e0 g\u00e9n\u00e9rer des gains mesurables en termes de confiance en soi et de niveau de pr\u00e9paration.<\/p>\n\n\n\n<figure class=\"wp-block-image size-large\"><a href=\"https:\/\/degreed.com\/experience\/fr\/artificial-intelligence\/\" target=\"_blank\" rel=\" noreferrer noopener\"><img decoding=\"async\" src=\"https:\/\/explore.degreed.com\/wp-content\/uploads\/2026\/02\/Maestro_Blog-CTA_fr_FR-1024x213.png\" alt=\"\" class=\"wp-image-87864\"\/><\/a><\/figure>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-l-impact-et-le-roi-des-experiences-de-formation-avec-l-ia\">L\u2019impact et le ROI des exp\u00e9riences de formation avec l\u2019IA<\/h2>\n\n\n\n<p>Les premiers r\u00e9sultats du pilote ont r\u00e9v\u00e9l\u00e9 un point important&nbsp;: des mises en pratique courtes et cibl\u00e9es peuvent avoir un impact mesurable sur le niveau de pr\u00e9paration commerciale.<\/p>\n\n\n\n<p>Dans le groupe pilote, 25&nbsp;% des participants ont d\u00e9croch\u00e9 un rendez-vous client apr\u00e8s moins de six mois chez TEKsystems. Auparavant, il fallait entre 36 et 40&nbsp;mois aux nouveaux commerciaux pour conclure un contrat de service. Autrement dit, <strong><em>un quart des nouveaux commerciaux a atteint en quelques mois un cap qui n\u00e9cessitait auparavant plusieurs ann\u00e9es<\/em><\/strong>. Pour Chris Harry, c\u2019est un signal fort&nbsp;: les donn\u00e9es montrent que cette pr\u00e9paration suppl\u00e9mentaire permet de g\u00e9n\u00e9rer du chiffre d\u2019affaires plus rapidement.<\/p>\n\n\n\n<p>\u00ab&nbsp;Rien qu\u2019avec ce groupe, le ROI pourrait \u00eatre significatif dans les 12&nbsp;mois suivant le lancement&nbsp;\u00bb, pr\u00e9cise-t-il.<\/p>\n\n\n\n<p>Pourquoi ce mode de formation dynamique assist\u00e9e par l\u2019IA a-t-il eu un impact aussi important&nbsp;?<\/p>\n\n\n\n<p>L\u2019un des principaux b\u00e9n\u00e9fices de cette approche pour les apprenants est la s\u00e9curit\u00e9 psychologique. Beaucoup de nouveaux commerciaux h\u00e9sitent \u00e0 s\u2019entra\u00eener \u00e0 r\u00e9p\u00e9tition devant leurs managers ou leurs pairs. L\u2019apprentissage avec l\u2019IA leur a offert un cadre s\u00e9curis\u00e9 pour tester et ajuster leur approche sans crainte d\u2019\u00eatre jug\u00e9s, avant de se confronter \u00e0 un public plus exigeant.&nbsp;<\/p>\n\n\n\n<p>\u00ab\u00a0Les retours ont \u00e9t\u00e9 vraiment remarquables\u00a0\u00bb, explique <a href=\"https:\/\/www.linkedin.com\/in\/stefanie-kuehn-a94a5013\/\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Stefanie Kuehn<\/a>, Senior Program Manager, Organizational Development chez TEKsystems. \u00ab\u00a0Les commerciaux ont nettement gagn\u00e9 en assurance. Ils ont pu participer \u00e0 des mises en situation dans un environnement rassurant, sans avoir un responsable ou un mentor en train de les observer. Ils ont ainsi pu r\u00e9p\u00e9ter les exp\u00e9riences Maestro autant de fois que n\u00e9cessaire, jusqu\u2019\u00e0 se sentir suffisamment pr\u00eats pour l\u2019appel t\u00e9l\u00e9phonique ou pour mettre leurs comp\u00e9tences \u00e0 l\u2019\u00e9preuve.\u00a0\u00bb<\/p>\n\n\n\n<figure class=\"wp-block-image size-large\"><img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"683\" src=\"https:\/\/explore.degreed.com\/wp-content\/uploads\/2026\/03\/stefanie-uehn-teksystems-degreed-1024x683.jpg\" alt=\"\" class=\"wp-image-88453\"\/><\/figure>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-deployer-les-mises-en-situation-ia-a-grande-echelle\">D\u00e9ployer les mises en situation IA \u00e0 grande \u00e9chelle<\/h2>\n\n\n\n<p>Le secteur est en train de changer. Les \u00e9quipes formation et d\u00e9veloppement s\u2019int\u00e8grent davantage aux diff\u00e9rentes fonctions de l\u2019entreprise, au lieu d\u2019op\u00e9rer comme une entit\u00e9 s\u00e9par\u00e9e. TEKsystems pr\u00e9voit d\u2019\u00e9tendre les mises en situation avec l\u2019IA de Maestro \u00e0 d\u2019autres cas d\u2019utilisation, signe d\u2019une <a href=\"https:\/\/degreed.com\/experience\/fr\/blog\/formation-et-developpement-tendances-2026\/\" target=\"_blank\" rel=\"noreferrer noopener\">approche plus transversale du L&D<\/a>.<\/p>\n\n\n\n<p>\u00ab&nbsp;Les r\u00e9sultats parlent d\u2019eux-m\u00eames&nbsp;\u00bb, d\u00e9clare Stefanie Kuehn. \u00ab&nbsp;Maestro est un excellent outil. Il pr\u00e9sente un tr\u00e8s fort potentiel pour \u00eatre int\u00e9gr\u00e9 bien au-del\u00e0 des seules \u00e9quipes de prospection commerciale.&nbsp;\u00bb<\/p>\n\n\n\n<p>L&rsquo;entreprise cherche d\u00e9sormais \u00e0 \u00e9tendre l\u2019usage de Maestro \u00e0 ses \u00e9quipes de recrutement et de staffing. Elle pr\u00e9voit d\u2019embaucher 500&nbsp;nouveaux recruteurs et d\u2019int\u00e9grer Maestro \u00e0 son onboarding pour renforcer leur confiance en eux avant leurs premi\u00e8res sessions de coaching avec leurs managers.<\/p>\n\n\n\n<p>\u00c0 partir de l\u00e0, l\u2019\u00e9quipe L&D pr\u00e9voit d\u2019\u00e9tendre les exp\u00e9riences de formation Maestro au-del\u00e0 de l\u2019int\u00e9gration, pour les inscrire dans une dynamique quotidienne et continue, ou \u00ab&nbsp;hyperskilling&nbsp;\u00bb comme l\u2019appelle l\u2019entreprise, c\u2019est-\u00e0-dire une mont\u00e9e en comp\u00e9tences acc\u00e9l\u00e9r\u00e9e \u00e0 tous les niveaux.&nbsp;<\/p>\n\n\n\n<p>Au fond, tous les collaborateurs progressent davantage lorsqu\u2019ils ont plus d\u2019occasions de s\u2019entra\u00eener. Et c\u2019est pr\u00e9cis\u00e9ment ce que permettent les exp\u00e9riences de formation pilot\u00e9es par l\u2019IA. Chez TEKsystems, cela s\u2019est traduit par une mont\u00e9e en comp\u00e9tence plus rapide et de meilleures performances commerciales. Et ce n\u2019est qu\u2019un d\u00e9but.<\/p>\n\n\n\n<figure class=\"wp-block-image size-large\"><a href=\"https:\/\/degreed.com\/experience\/fr\/request-demo\/\" target=\"_blank\" rel=\" noreferrer noopener\"><img decoding=\"async\" src=\"https:\/\/explore.degreed.com\/wp-content\/uploads\/2025\/11\/Email-Footers_fr_FR_2.png\" alt=\"Demandez une d\u00e9mo pour en savoir plus.\" class=\"wp-image-87389\"\/><\/a><\/figure>\n","protected":false},"excerpt":{"rendered":"<p>Votre \u00e9quipe commerciale ne s\u2019entra\u00eene probablement pas assez avant d\u2019aborder des n\u00e9gociations d\u00e9cisives, ce qui constitue une opportunit\u00e9 largement sous-exploit\u00e9e.&nbsp; La croissance de l\u2019entreprise passe d\u2019abord par ses \u00e9quipes commerciales. Plus les nouveaux vendeurs montent rapidement en comp\u00e9tence et commencent \u00e0 alimenter le pipeline, plus l\u2019entreprise obtient des r\u00e9sultats. C\u2019est l\u00e0 que le coaching entre [&hellip;]<\/p>\n","protected":false},"author":58,"featured_media":88459,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"inline_featured_image":false,"footnotes":""},"categories":[641],"tags":[],"post_folder":[],"class_list":["post-88494","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-ai-innovation-in-learning"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v27.2 (Yoast SEO v27.3) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>Comment TEKsystems am\u00e9liore la pr\u00e9paration commerciale gr\u00e2ce \u00e0 l\u2019IA - Degreed<\/title>\n<meta name=\"description\" content=\"La pr\u00e9paration commerciale est le moteur du chiffre d\u2019affaires. 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