In this new episode of *Les Pieds dans le Plat*, Claudio Vandi welcomes Thibault Lemaître, Head of Account Executive for SMB and Mid-Market at Pennylane.

How do you build a high-performing sales team when the product you're selling is complex and your customers sometimes know almost as much as you do about their industry?

At Pennylane, we don’t just rely on sales talent. To win over particularly demanding CFOs and accountants, our teams must have a deep understanding of our product, grasp our clients’ challenges, and continuously improve. So, how do we foster this level of sales excellence across an entire team? Thibault Lemaître tells us everything!

In particular, we're talking about:

• Why a thorough understanding of the product, the market, and the client's business is essential to building credibility 
• How to Establish Training and Coaching Routines That Help Teams Make Progress Each Week
• Why Pennylane has implemented certifications to objectively assess certain skills and support career development
• How to design career paths that allow employees to advance toward both management and expert roles

Enjoy!

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