{"id":21714,"date":"2025-05-11T10:11:11","date_gmt":"2025-05-11T08:11:11","guid":{"rendered":"https:\/\/www.gathering-tools.com\/controleur-de-gestion-commerciale-comment-bien-collaborer-avec-les-equipes-de-vente\/"},"modified":"2025-08-27T17:11:22","modified_gmt":"2025-08-27T15:11:22","slug":"controleur-de-gestion-commerciale-comment-bien-collaborer-avec-les-equipes-de-vente","status":"publish","type":"post","link":"https:\/\/www.gathering-tools.com\/en\/controleur-de-gestion-commerciale-comment-bien-collaborer-avec-les-equipes-de-vente\/","title":{"rendered":"Commercial Management Controller: How to Collaborate Effectively with Sales Teams"},"content":{"rendered":"<p><\/p>\r\n<h3 data-start=\"39\" data-end=\"291\"><strong data-start=\"39\" data-end=\"158\">The commercial management controller plays a key role in both the operational and strategic steering of the company<\/strong>: setting objectives, developing pricing and margins, analyzing profitability by product and by market, assessing distribution costs\u2026\u00a0They are a vital support for the sales teams \u2014 provided they have the right resources and tools.<\/h3>\r\n<p data-start=\"39\" data-end=\"291\">In this article, we\u2019ll explore the operational role and on-the-ground benefits of effective commercial management control, illustrated with real-world examples from Adidas and Edilians.<\/p>\r\n<p><\/p>\r\n<p><\/p>\r\n<h3 class=\"wp-block-heading\">Using Field Insights to Fuel a Virtuous Cycle<\/h3>\r\n<p><\/p>\r\n<p><\/p>\r\n<p><img fetchpriority=\"high\" decoding=\"async\" class=\"size-medium wp-image-8089 alignleft\" src=\"https:\/\/www.gathering-tools.com\/wp-content\/uploads\/2020\/04\/240_F_305152488_5f7LPuRxoTIJYm1vIhO0sd5hKpZ87nj3-300x200.jpg\" alt=\"collecte donn\u00e9es terrain\" width=\"300\" height=\"200\" srcset=\"https:\/\/www.gathering-tools.com\/wp-content\/uploads\/2020\/04\/240_F_305152488_5f7LPuRxoTIJYm1vIhO0sd5hKpZ87nj3-300x200.jpg 300w, https:\/\/www.gathering-tools.com\/wp-content\/uploads\/2020\/04\/240_F_305152488_5f7LPuRxoTIJYm1vIhO0sd5hKpZ87nj3.jpg 360w\" sizes=\"(max-width: 300px) 100vw, 300px\" \/><\/p>\r\n<p data-start=\"140\" data-end=\"747\">As mentioned in a previous article, the management controller and the sales director have every reason to work hand in hand. Strong collaboration between these two departments helps improve performance management and refine sales forecasting. This benefits not only the management controller, but also the sales team. With access to financial data, the sales department gains valuable insights for launching new products or entering new markets\u2014such as margin calculations, selling prices, cost prices, and available resources.<br data-start=\"667\" data-end=\"670\" \/>So, how can this collaboration be optimized to create a truly virtuous cycle?<\/p>\r\n<p data-start=\"749\" data-end=\"1269\">Sales teams are often reluctant to collaborate with management control, which is seen more as a constraint than an opportunity for performance. And yet, having access to reliable figures is a major asset. That\u2019s why it\u2019s essential to define the right indicators to monitor: customer acquisition costs, churn rate, revenue per sales rep, product margins, sales trends, and more. Simply having access to this financial data is already a driver of progress for sales teams, providing them with concrete, actionable goals.<\/p>\r\n<p><\/p>\r\n<p><\/p>\r\n<p>But to achieve this, the management controller must have access to reliable, concrete, and up-to-date field data.<br data-start=\"211\" data-end=\"214\" \/>To avoid placing a time-consuming burden on the sales management, the collection and consolidation of this information should be automated as much as possible. By simply filling in only the fields that concern them in a form with clear instructions, sales managers and team members can provide the controller with accurate and actionable information.<br data-start=\"564\" data-end=\"567\" \/>In return, they\u2019ll benefit from more relevant and insightful guidance from the management controller.<\/p>\r\n<p><\/p>\r\n<p><\/p>\r\n<h3 class=\"wp-block-heading\">Case Studies: Adidas and Edilians<\/h3>\r\n<p><\/p>\r\n<p><\/p>\r\n<p><img decoding=\"async\" class=\" wp-image-8090 alignright\" src=\"https:\/\/www.gathering-tools.com\/wp-content\/uploads\/2020\/04\/240_F_279424055_9MlvdqnQH6fCK8TlluGAiU1WEI8QALJA-300x169.jpg\" alt=\"contr\u00f4le de gestion\" width=\"344\" height=\"194\" srcset=\"https:\/\/www.gathering-tools.com\/wp-content\/uploads\/2020\/04\/240_F_279424055_9MlvdqnQH6fCK8TlluGAiU1WEI8QALJA-300x169.jpg 300w, https:\/\/www.gathering-tools.com\/wp-content\/uploads\/2020\/04\/240_F_279424055_9MlvdqnQH6fCK8TlluGAiU1WEI8QALJA.jpg 426w\" sizes=\"(max-width: 344px) 100vw, 344px\" \/><\/p>\r\n<p data-start=\"208\" data-end=\"656\">Sales teams often create numerous dashboards to track forecasts, monitor activity, or analyze sales performance. Their tool of choice is usually Excel, a familiar and flexible spreadsheet solution.<br data-start=\"405\" data-end=\"408\" \/>However, Excel is far from ideal when it comes to consolidating data from multiple salespeople or teams. Ensuring the security and reliability of these shared files is a real challenge\u2014yet these are critical factors for any management controller.<\/p>\r\n<p data-start=\"658\" data-end=\"918\">To overcome these limitations, a powerful alternative exists: <strong data-start=\"720\" data-end=\"739\">Gathering Tools<\/strong>. This is the solution adopted by <strong data-start=\"773\" data-end=\"790\">Adidas France<\/strong> and <strong data-start=\"795\" data-end=\"807\">Edilians<\/strong> to support their commercial management control efforts. Let\u2019s take a closer look at the challenges they faced.<\/p>\r\n<p><\/p>\r\n<p><\/p>\r\n<h3 data-start=\"925\" data-end=\"999\"><strong data-start=\"929\" data-end=\"999\">Edilians: Forecasting Needs and the Challenge of Data Traceability<\/strong><\/h3>\r\n<p data-start=\"1001\" data-end=\"1346\">Edilians, a supplier of building materials for the construction sector, needed better visibility into upcoming projects to avoid stockouts on highly specific products.<br data-start=\"1168\" data-end=\"1171\" \/>Previously, sales forecasts were shared orally or via email, then manually entered into Excel files\u2014a time-consuming and error-prone process, with little to no traceability.<\/p>\r\n<p data-start=\"1348\" data-end=\"1739\">With <strong data-start=\"1353\" data-end=\"1372\">Gathering Tools<\/strong>, sales reps now fill out a standardized form every month to share their forecasts with sales directors, who then pass them on to the management controller.<br data-start=\"1528\" data-end=\"1531\" \/>In return, the sales teams receive data on actual revenue vs. targets and forecasts\u2014valuable insights to help organize their activity.<br data-start=\"1665\" data-end=\"1668\" \/>\ud83d\udc49 <em data-start=\"1671\" data-end=\"1739\">Check out the full interview with Sylvain Moreau, CIO at Edilians.<\/em><\/p>\r\n<p><\/p>\r\n<p><\/p>\r\n<h3 data-start=\"1746\" data-end=\"1819\"><strong data-start=\"1750\" data-end=\"1819\">Adidas France: A Need for Reliable, Time-Saving Forecasting Tools<\/strong><\/h3>\r\n<p data-start=\"1821\" data-end=\"2055\">Adidas France aimed to roll out a solution for managing sales projections. Until then, the collection of key business indicators from sales directors relied on exchanging Excel workbooks\u2014leading to errors and version control issues.<\/p>\r\n<p data-start=\"2057\" data-end=\"2328\">With <strong data-start=\"2062\" data-end=\"2081\">Gathering Tools<\/strong>, the company implemented input forms designed to look and function like Excel, ensuring a seamless transition. The result: <strong data-start=\"2205\" data-end=\"2247\">a four-day productivity gain per month<\/strong> for the management controllers, <strong data-start=\"2280\" data-end=\"2325\">with no extra workload for the sales team<\/strong>.<\/p>\r\n<p data-start=\"2330\" data-end=\"2645\">Moreover, data quality and security have been significantly improved through the use of <strong data-start=\"2418\" data-end=\"2439\">blocking controls<\/strong>, which automatically verify the completeness and consistency of mandatory inputs.<br data-start=\"2521\" data-end=\"2524\" \/>\ud83d\udc49 <em data-start=\"2527\" data-end=\"2645\">Discover the full testimonial from Fr\u00e9d\u00e9ric Gaudin, Head of Functional Domains \u2013 Sales &amp; Marketing at Adidas France.<\/em><\/p>\r\n<p><\/p>\r\n<p><\/p>\r\n<p><strong data-start=\"97\" data-end=\"254\">Commercial management control is a true asset to the sales department\u2014provided it delivers data and insights that genuinely support business development.<\/strong><br data-start=\"254\" data-end=\"257\" \/>But to rebuild its image with sales teams and offer them the best possible support, it needs the right tools\u2014<strong data-start=\"366\" data-end=\"458\">tools that ensure reliable field data collection without adding extra work for the teams<\/strong>. And it all starts with <strong data-start=\"485\" data-end=\"504\">Gathering Tools<\/strong>.<\/p>\r\n<p><\/p>\r\n<p><\/p>","protected":false},"excerpt":{"rendered":"<p>The commercial management controller plays a key role in both the operational and strategic steering of the company: setting objectives, developing pricing and margins, analyzing profitability by product and by market, assessing distribution costs\u2026\u00a0They are a vital support for the sales teams \u2014 provided they have the right resources and tools. In this article, we\u2019ll [&hellip;]<\/p>\n","protected":false},"author":5,"featured_media":16403,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"inline_featured_image":false,"footnotes":""},"categories":[106,101,100,102],"tags":[],"enjeu":[96,97],"expertise":[95],"class_list":["post-21714","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-commercial-en","category-data-collection","category-excel-en","category-management-control","enjeu-data-quality-process-automation","enjeu-security-and-privacy","expertise-sales-and-marketing"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.3 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Commercial Management Controller: How to Collaborate Effectively with Sales Teams - Gathering Tools - Improve the reliability and security of Excel processes<\/title>\n<meta name=\"description\" content=\"Le contr\u00f4le de gestion commerciale est un support cl\u00e9 pour les commerciaux. 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