Tristan, our Marketing Manager, had the chance to talk to Jean Camphuis, Vendredi's Sales Director, with a generous smile on his face and always the right words.
An interview that feels good, a bit like the famous "feel good movies", with lots of practical advice. Because with Modjo, the dirty ones have a big heart. Come on, let Jean guide you.
For those who prefer video, see above.
My name is Jean, I'm 29 years old and I'm the sales manager of Vendredi, which I joined 6 months ago.
Friday is a great social impact project whose goal is to connect companies with associations and even any type of project with impact. Before this great project, I spent three and a half years in sales at Doctolib, where I set up the Inside sales team. Then I did a stint in an ESAT, a structure that employs people with disabilities. Finally, to create a nice synergy between my two skills, I joined the Vendredi adventure last January.
In fact, I lead two teams:
The prospecting team, which includes two Sales Development Representatives (SDRs). Their objective is very simple: to prospect and qualify companies, to canvass via LinkedIn and by e-mail, with the aim of qualifying companies. In other words, to see who they need to talk to in these companies, whether or not there is any effort to be made there, whether or not it is worth making commercial efforts.
If so, then it's transferred to the Account Executives. This is the second team, there are three of them and they are the ones who have to do product demonstrations and co-construction. Our sales cycles are very long for large groups, so they are specialised in supporting this type of company.
In fact, there are two: listening and understanding! You have to be able to put yourself in your prospect's shoes, and that's why I love Modjo, because the only way to know how the prospect perceives you is to listen to yourself.
I don't know the person on the other end of the phone, there's never an identical call, there's never a repeating pattern. It's not listening to cycles, or listening to scripts. It's listening to the person in front of you.
"Recording, replaying and owning your conversations and those of your colleagues"
As a manager, the best way to optimise my time is like this:
Sales are the moments of silence, of reaction, of being unsettled, the moments when it's soft and when I can take my prospect away.
On a day-to-day basis, all these moments are undetectable, but with Modjo, they can be noted on replay. You can take these clients to the end, which is the signing.
I encourage my team to listen to each other and to each other again.
We all hate listening to ourselves. However, it allows us to understand how the other person listens to us, hears us, perceives us... Our language tics, our wording, our stress... We often hear the famous phrase"I had the impression of..." when we leave an interview, to which I systematically reply: "Go and listen to Modjo again". Go and see how you were perceived and if this impression is real or not.
So I use Modjo for their own replay, and for onboarding my guys: for my SDR trainees, they can already have access to the library of all my calls, they have already worked on their pitch...they know scripts, they have already worked on their pitch...
We then have one session a week where we take up calls and objections that we deal with using Modjo.
For me, being a manager also means knowing how to give your time, both personal time for coaching and professional time for questions such as"where are you in your deals? "or "how can I help you improve your skills?". And Modjo helps me enormously in this respect.
In fact, everyone is autonomous and proactive in their relationship with Modjo.
Each sales person has to listen to Modjo to listen to himself, and then once a week, we have a weekly meeting which allows us to take stock, we share best practices, our worst and best moments... It's a great time in general.
It's simple! When my sales people make very good or very bad calls or even objection calls, we put them into a call library.
Modjo's tool is revolutionary for this because all our sales people arrived at Friday with access to Modjo in order to listen to the calls before their first day. This makes onboarding much quicker, with the aim of listening to all calls within the first two weeks.
They used to shadow existing qualifiers, which is also necessary because it allows them to see where we stand in the office, our attitude, etc., in terms of noise... But there is clearly a question of scripts and a question of reaction. And all that, the more we listen, the better we know how to manage it.
With Modjo, an onboarding is therefore an onboarding divided by two in terms of time.
It already changes the mindset: in fact it's a real question of positive emulation to listen to each other again. Let me explain.
Before Modjo, you couldn't listen to yourself or analyse your calls. But now, it changes everything, you quickly become a much better salesman because you can scan much more quickly on the very good scripts, on the good skills, on the best practices, and you can store this data in a few places, and all the new people will be able to benefit from it.
When I tell you that it creates a nice positive emulation, it's mainly a question of sharing: a good call, we'll listen to it together and it will put us in a good mindset.
Other advantages are that the CSM can replay the SDR call in fast speed, and for the product, we can go and analyse the call sales, see where we have trouble analysing its features...
"In terms of pure ROI, we are accelerating tremendously, both in terms of onboarding and in terms of pure results."
Sales people are more relevant, more effective, much more assertive in their approach and the way they conduct their sales process. And that's certainly thanks to Modjo.
Then, it's silly, but, the unity between us! On Fridays, we are really happy, it's a good moment of cohesion. On the replay of the call together, we are faced with our results, and everyone can give feedback. It's our own TGIF!
For me, the best way to motivate yourself is to talk to your colleague who is motivated, who makes thousands of canvasses and appointments, because he has a good mindset, good tips, good processes, good management of his e-mails, his reminders, etc...
In fact, it's just like at school, you always learn better in a group. A salesman is the same: the best way to motivate yourself and to learn from others.
A very simple piece of advice: listen to yourself again! You know the saying, alone you go faster, together you go further...
I did a demo call with a company and at the end of the demo my prospect clapped live! This is something I was able to share with other sales teams. Fun fact within the fun fact, it was following product redesigns, so I sent the Modjo to the product team saying that it was thanks to them.
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