After a long career with Econocom in the ‘Financing & Asset Management’ business, in both commercial and managerial roles, Patrice ELIEN went independent at the beginning of 2012 to become an Econocom Sales Agent. With his in-depth knowledge of both the company and the sector, he agreed to get involved in welcoming new sales agents and developing this business model.
With his deep understanding of the company and the industry, he has been actively involved in welcoming new sales agents and developing this business model.
Why did you want to become an Econocom sales agent when you were Managing Director of one of the Group's businesses?
After spending over ten years in various roles at Econocom, I took on the challenge of leading the Financing & Asset Management division—along with the pressure that came with it! It was an incredibly rewarding and enriching experience.
After ten years or so in various positions within the company, I agreed to take on the management of the Financing & Asset Management business... and the ‘challenge’ (the pressure) that goes with it! It was a fulfilling and rewarding experience.
In 2011, during an internal restructuring, the opportunity arose. I felt it was the right time for me... and. Ttaking the plunge seemed quite natural. In my position as Managing Director, I was regularly called upon to work with our sales agents, and to help recruit some of them.
I could see their determination to win new customers and to succeed. I knew their business well, and envied their independence.
I aspired to a better work-life balance. And I have to admit that I prefer to organise my time myself, rather than have someone organise it for me! Becoming a sales agent is a decision I'm delighted with every day.
You know the Econocom Group inside and out. You're very involved in welcoming new agents and in the onboarding program that's offered to them. Why do you do this?
Because it's a key success factor! Agents play an essential role in the company's growth, and we want to do everything we can to ensure that they succeed.
We attach the same importance to our sales agents as we do to our salaried sales staff. We know that becoming a sales agent requires a real change of mindset, and we are committed to supporting them in this transition phase.
We attach great importance to the onboarding program. For the Financing business that I represent, we founded an association of agents 4 years ago. This mentor does not have a commercial role; he or she is more of a ‘facilitator’ who will be able to answer the many questions that the agent has during the start-up phase, and direct him or her to the right people and resources within the company.
Beyond this mentoring, what does the onboarding program involve?
It's a very comprehensive support program, both human and financial.
From day one, the new agent is accompanied by an Econocom sales manager who will help them to familiarise themselves with the business. He or sheThey will integrate them Sales Agent into a sales team and guide them as they discover Econocom's businesses, processes and tools.
Our primary objective is to ensure that the agent never feels isolated.
A training program is set up with different modules. This first stage is supplemented, during the first year, by a Sales Academy, our in-house sales school. Open to all our sales staff, employees and agents, this school is an excellent opportunity to meet peers and build a network.
Our onboarding programme also includes a financial component. Depending on the profile and situation of each sales agent, a suitable commission plan is proposed to the agent over a period of 12 to 18 months, the time needed to build up a portfolio of customers capable of generating commission.
You've been working as an Econocom sales agent for 12 years. Personally, what do you gain from it?
I get a lot out of it, but if I had to sum it up, I'd say three essential things!
1.Firstly, a great deal of independence in the way I organise my work, with the freedom to manage my diary as I see fit and to telework wherever I want.
This is the ATAWAC principle favoured by agents: AnyTime / AnyWhere / AnyDevice. More than a principle, it's a complete paradigm shift.
2. Secondly, tThe removal of the ceiling on my income. I am solely responsible for my remuneration: when I perform well, I congratulate myself. When I don't do so well, I have no-one to blame but myself!
3. Finally, I aspired to a different life balance. I share this aspiration with many of my colleagues, both employed and self-employed. With the status of sales agent, I've been able to realise it.