{"id":450,"date":"2016-12-09T00:00:00","date_gmt":"2016-12-08T22:00:00","guid":{"rendered":"http:\/\/doctuug235.235.axc.nl\/blog\/how-to-compensate-your-first-sales-c67ca19f844d\/"},"modified":"2021-03-03T15:00:33","modified_gmt":"2021-03-03T14:00:33","slug":"how-to-compensate-your-first-sales-c67ca19f844d","status":"publish","type":"post","link":"https:\/\/blog.salesflare.com\/de\/wie-sie-ihre-ersten-verkaufe-kompensieren-c67ca19f844d","title":{"rendered":"Wie Sie Ihre ersten Verk\u00e4ufe kompensieren k\u00f6nnen"},"content":{"rendered":"
\n
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Wie Sie Ihre ersten Verk\u00e4ufe kompensieren k\u00f6nnen<\/h1>\n

Michael Humblet - Teil 2\/5<\/h2>\n<\/header>\n
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<\/div>\n
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\"so<\/p>\n

Wir haben Michael Humblet, ehemaliger VP of Sales eines der gr\u00f6\u00dften wachsenden Start-ups in Europa, dazu befragt, wie man seinen ersten Vertriebsmitarbeiter entlohnt.<\/p>\n

<\/figure>\n

Sollte ich mit einer Kommission arbeiten?<\/h3>\n

Das sollten Sie nat\u00fcrlich tun, denn Sie wollen, dass Ihr Vertriebsmitarbeiter motiviert ist, mehr Geld zu verdienen und mehr Gesch\u00e4fte abzuschlie\u00dfen.<\/p>\n

Wie viel Sie fest oder variabel zahlen, h\u00e4ngt davon ab. Der typische J\u00e4ger w\u00fcrde zwischen 50 und 60 Prozent fix bezahlen, der Rest ist variabel. Ein Landwirt w\u00fcrde 60 bis 70 Prozent fix bezahlen. Der Rest w\u00e4re variabel.<\/p>\n

Auf welcher Grundlage zahle ich eine Provision?<\/h3>\n

Sie m\u00fcssen eine Provision f\u00fcr das zahlen, was Sie wollen, f\u00fcr den Effekt, den Sie wollen. Entweder es geht um Einnahmen oder um eine Marge. Da Sie gerade erst anfangen, w\u00fcrde ich Ihnen raten, sich auf die Einnahmen zu konzentrieren und nicht gleich auf die Gewinnspanne zu setzen.<\/p>\n

Sollte ich vom ersten Tag an Provisionen verwenden?<\/h3>\n

Ja, das sollte man, aber man muss es ein bisschen anders machen. Das hei\u00dft, wenn Ihr Verkaufszyklus drei oder sechs Monate dauert, sollten Sie den Weg dorthin messen und eine Provision daf\u00fcr zahlen. Sie w\u00fcrden es auf der Grundlage eines KPI wie der Anzahl der Anrufe oder der Anzahl der Besuche tun. So fangen Sie an, ihn zu bezahlen, und wechseln dann zu Umsatz oder Gewinnspanne oder was immer Sie sonst haben.<\/p>\n

Welches sind die wichtigsten Fallstricke?<\/h3>\n

Erstens m\u00fcssen Sie Ihren Provisionsplan sehr einfach und \u00fcberschaubar gestalten. Sie wollen, dass Ihr Vertrieb in der Lage ist, zu berechnen, wie viel Provision er bei einem gro\u00dfen Gesch\u00e4ft erhalten w\u00fcrde. Das wird sie anspornen und sie auf gr\u00f6\u00dfere Betr\u00e4ge fokussieren.<\/p>\n

Zweitens, und das ist sehr wichtig, sollten Sie den Provisionsplan so gestalten, dass Sie, wenn Sie \u00fcber hundert Prozent erreichen, wirklich viel Geld bekommen. Ich meine doppelte Provisionen. Sie wollen sie dazu bringen, \u00fcber hundert Prozent hinauszuwachsen.<\/p>\n<\/div>\n<\/div>\n<\/section>\n<\/section>\n<\/article>","protected":false},"excerpt":{"rendered":"

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