Tristan, our Marketing Manager, had the chance to talk to Jean Camphuis, Vendredi's Sales Director, with a generous smile and always the right words.

A feel-good interview, in the style of the famous "feel good movies", with lots of practical advice. Because with Modjo, the dirty ones have a big heart. Let Jean be your guide.

For those who prefer video, see above.

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Who are you and what are you doing on Friday?

My name is Jean, I'm 29 and I'm the sales manager for Vendredi, which I joined 6 months ago.

Friday is a great social impact project whose aim is to connect companies with associations and indeed any type of project with an impact. Before this great project, I spent three and a half years in sales at Doctolib, where I set up the internal sales team. I then 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.

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How is your sales team structured?

In fact, I manage two teams:

The prospecting team, which includes two Sales Development Representatives (SDRs). Their objective is very simple: to prospect and qualify companies, prospecting via LinkedIn and e-mail, with the aim of qualifying companies. In other words, to see who they should be talking to in these companies, whether or not there's any effort to be made, whether it's worth the sales effort.

If so, it's passed on to the account managers. They're the second team, three in number, and they're the ones who have to do product demonstrations and co-construction. Our sales cycles are very long for large groups, so they specialize in supporting this type of company.

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Sales in a nutshell for you?

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 you.

I don't know the person on the other end of the line, there's never an identical call, there's never a repeating pattern. It's not about listening to cycles or listening to scripts. It's about listening to the person in front of you.

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Why choose Modjo?

"Record, replay and own your conversations and those of your colleagues".

As a manager, the best way to optimize my time is as follows:

• Weekly revisions with my team: thanks to personal and professional coaching for each of my employees.
• But above all, to listen back to the calls: today, I can create as many scripts as I like, the most important thing being that my sales reps can make them their own. On the other hand, I can take the time to listen to them. That's where it gets really interesting.

Sales are moments of silence, of reaction, of instability, moments when everything is soft and I can take my prospect with me.

On a day-to-day basis, all these moments are undetectable, but with Modjo, they can be noticed on replay. You can take your customers all the way to the signing.

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As a manager, how do you use Modjo on a daily basis?

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 linguistic tics, our phrasing, 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 whether or not this impression is real.

I therefore use Modjo for their own replay and for the integration of my collaborators: for my SDR trainees, they can already access the library of all my calls, they have already worked on their pitch... They know the scripts, they've already worked on their pitch...

We then have one session a week where we deal with calls and objections, which we handle using Modjo.

For me, being a manager also means knowing how to give of your time, both personal time for coaching and professional time for questions such as"Where are you in your offers? "or "How can I help you improve your skills?And Modjo helps me enormously in this respect.

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How do your teams use Modjo on a daily basis?

In fact, everyone is autonomous and proactive in their relationship with Modjo.

Each sales person has to listen to Modjo in order to listen to himself, and then once a week we have a weekly meeting where we take stock, share best practices, our worst and best moments... In general, it's a good time.

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What does integration with a tool like Modjo look like?

It's so simple! When my sales people make very good or very bad calls, or even opposition calls, we enter them in a call library.

Modjo's tool is revolutionary for this, as all our sales reps arrived on Friday with access to Modjo so they could listen in on calls before their first day. This makes integration much quicker, with the aim of listening to all calls within the first two weeks.

They used to follow the existing qualifiers, which is also necessary because it allows them to see where we are at the office, our attitude, etc., in terms of noise.... But there's clearly a question of scenarios and a question of reaction. And all this, the more we listen, the better we know how to deal with it.

With Modjo, an onboarding is therefore an onboarding divided by two in terms of time.

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What did Modjo change on Friday?

It's already changing people's minds: it's actually a real positive stimulus to listen again. Let me explain.

Before Modjo, you couldn't listen to yourself or analyze your calls. But now that changes everything, you quickly become a much better salesman because you can scan very good scripts, good skills, best practices much faster, and you can store that data in a few places, and all the new people will be able to benefit from it.

When I tell you that this creates a positive emulation, it's above all a question of sharing: a good call, we'll listen to it together and that'll put us in a good frame of mind.

Other advantages are that the CSM can replay the SDR call quickly, and for the product, we can go and analyze sales per call, see where we're having trouble analyzing its features...

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A key result to share?

"In terms of pure ROI, we are accelerating considerably, both in terms of integration and pure results."

Sales people are more relevant, more effective, much more assertive in their approach and in the way they conduct their sales process. And that's certainly thanks to Modjo.

So, it's stupid, but the unity between us! On Fridays, we're really happy, it's a good time to bond. When the call is replayed, we are confronted with our results, and everyone can give their opinion. It's our very own TGIF!

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Do you have any tips for motivating your teams?

For me, the best way to motivate yourself is to talk to your colleague who is motivated, who makes thousands of requests and appointments, because he has a good mindset, good advice, good processes, good management of his e-mails, his reminders, etc....

In fact, just like at school, you always learn best in a group. A salesperson is the same: the best way to motivate yourself and learn from others.

Simple advice: listen to yourself again! You know the saying: alone we go faster, together we go further...

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A final anecdote?

I made a demo call with a company and at the end of the demo, my prospect applauded live! It's something I've been able to share with other sales teams. It was both fun and funny, and followed product redesigns. So I sent the Modjo to the product team, saying it was all thanks to them.