To maintain its leading position, Manpower set out several objectives to achieve:

Identify the right contacts to focus sales efforts on the most relevant contacts.

Moving from a transactional approach to a truly personalized advisory strategy, where every interaction brings value.

Foster internal collaboration, by sharing best practices and encouraging cross-selling between its three brands: Manpower, Experis and Talent Solutions.

Efficiently manage large portfolios, up to 350 business entities per salesperson.

Patrice Cailliard emphasizes: "We needed a tool capable of anticipating customer needs while structuring our commercial approach."

But the challenge went beyond simply adopting a tool: "It wasn't just a question of modernizing, but of allowing our teams to adopt a data-driven approach to differentiate themselves and position themselves as a partner to our customers," adds Elsa Amouzgar.

It is in this context that LinkedIn Sales Navigator stood out as the solution capable of supporting Manpower's transformation.

A tailor-made adoption program

Manpower has embarked on a gradual commercial transformation to integrate LinkedIn Sales Navigator as a strategic lever for the teams' daily lives.

The objective: to modernize practices, adapt sales processes to market changes and optimize prospecting. Today, this approach continues to evolve to maximize the impact of the tool and strengthen commercial performance.

A program structured around these 5 key steps

1. Strong executive sponsorship
Leaders are actively supporting this transformation to ensure its adoption at all levels.

2. A gradual deployment
Manpower starts with 130 licenses in 2018, reaching 270 active users in 2024, a testament to growing adoption and a compelling return on investment.

3. Training and support
To develop the use of the tool, Manpower has set up a variety of educational initiatives: master classes, webinars, training and an internal newsletter, Sales Indicators, which shares best practices and feedback from teams.

4. Focus on key features
Manpower leverages Sales Navigator strategically to:

• Accurately target relevant companies and contacts, thanks to the search engine of Sales Navigator and Relationship Explorer
• Map accounts with Relationship Map to secure business opportunities and have an accurate view of who is on buying committees.
• Implement strategic intelligence on key accounts thanks to Account IQ, which also allows them to prepare more efficient and structured meetings.
• Personalize interactions, including InMail and SmartLinks features, which help you stand out to prospects and customers, by offering a more personalized approach.

5. Continuous animation and user engagement
Manpower has created a network of internal "champions" to relay best practices, share successes and maintain a positive dynamic around regular challenges.

"Team buy-in is key to ensuring long-term adoption. At Manpower, we have focused on constant support and initiatives that keep users interested and engaged," explains Elsa Amouzgar.

A concrete impact on sales performance

Thanks to LinkedIn Sales Navigator, Manpower has achieved remarkable results, both in terms of performance and efficiency:

• Expansion of the sales pipeline: 16,300 new prospects identified in 2024.
• Time savings: An average of 1 hour per week per user, automating time-consuming tasks for portfolios of up to 350 accounts (that's a total of 243 hours saved per week among Sales Navigator users).
• Mass adoption: 70% of users regularly activate Sales Navigator to maximize their efficiency.

For Patrice Cailliard, "LinkedIn Sales Navigator is a business accelerator. It refocuses our teams on the essentials: customer contact and identifying opportunities."

This ability to refocus the sales effort on high value-added aspects is also illustrated in the field successes with the signing of numerous contracts on the recruitment activity with prospect contacts that were previously inaccessible.

But the numbers only tell part of the story. The tool also makes it possible to modernize the way Manpower approaches customer relations, by enriching its contact strategies.

"We have broadened our sales strategy to go beyond traditional interlocutors and engage strategic decision-makers such as CFOs, CSR managers or operational directors," says Elsa Amouzgar, Sales and Customer Marketing Director at Manpower France.

This diversification of touchpoints, combined with the exploitation of data, anchors the personalization of approaches in the routines of sales teams.

As Patrice Cailliard summarises, "mastering data and personalising approaches has become essential. Sales Navigator allows us to integrate these practices into our daily sales routines and to transform prospecting into a strategic lever. "

"LinkedIn Sales Navigator has become the new directory for modern sales reps. It's impossible to function without it," concludes Elsa Amouzgar.

These results are a testament to a successful adoption that combines numerical performance and human impact, which is at the heart of Manpower's vision.

Future vision: Evolving collaboration with AI and innovation

The future of business transformation at Manpower is based on continuous evolution, supported by the technological innovations of LinkedIn Sales Navigator.

The integration of AI-based features, such as Account IQ, opens up new opportunities to improve business efficiency and refine strategic approaches.

Deepen the personalization of approaches with AI recommendations

Artificial intelligence allows Manpower's sales teams to further personalize their interactions, based on accurate recommendations tailored to the needs of each prospect.

For example, Account IQ analyzes key information about the targeted companies: strategic priorities, business issues, competitive landscape, purchase intent, etc. This saves sales representatives time in preparing prospect/customer meetings, deepens their customer knowledge and works efficiently on their account plans.

"Sales Navigator's AI enhances the way we approach customers. It helps us anticipate their needs with a precision never achieved before," says Elsa Amouzgar.

Capitalize on the feedback of internal champions to optimize practices

Manpower's internal champions, true relays of expertise, play a central role in sharing best practices and optimizing the use of Sales Navigator.

They share real-world cases, such as using relationship mapping to identify key decision-makers in strategic accounts, or tips for optimizing the use of SmartLinks.

This concrete feedback enriches strategies and strengthens adoption on the ground.

Maintain targeted team support to maximize adoption and performance impact

For Elsa Amouzgar, supporting the teams remains a priority: "Technological innovation is not enough. It is the men and women who bring the tools to life. That's why we invest in training and initiatives to maintain a high level of engagement."

By combining advanced technology and human support, Manpower aims to make this transformation sustainable.

By continuing to innovate, Manpower reaffirms its vision of a commercial future where data and AI are put at the service of customer relations, for a measurable and sustainable impact.