{"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\/es\/como-compensar-sus-primeras-ventas-c67ca19f844d","title":{"rendered":"C\u00f3mo compensar sus primeras ventas"},"content":{"rendered":"
\n
\n

C\u00f3mo compensar sus primeras ventas<\/h1>\n

Michael Humblet - parte 2\/5<\/h2>\n<\/header>\n
\n
\n
\n
<\/div>\n
\n

\"c\u00f3mo<\/p>\n

Entrevistamos a Michael Humblet, antiguo vicepresidente de ventas de una de las startups de mayor crecimiento en Europa, sobre c\u00f3mo compensar a tu primer representante de ventas.<\/p>\n

<\/figure>\n

\u00bfDebo trabajar con una comisi\u00f3n?<\/h3>\n

Evidentemente, debe hacerlo porque quiere que su representante de ventas est\u00e9 motivado para ganar m\u00e1s dinero, para cerrar m\u00e1s tratos.<\/p>\n

Cu\u00e1nto se paga fijo frente a variable... depende. El cazador t\u00edpico pagar\u00eda entre un 50% y un 60% de fijo y el resto de variable. Un agricultor m\u00e1s tipo de persona ser\u00eda 60 a 70 por ciento fijo. El resto ser\u00eda variable.<\/p>\n

\u00bfSobre qu\u00e9 base pago comisiones?<\/h3>\n

Tienes que pagar una comisi\u00f3n por lo que quieras, por el efecto que quieras. O son ingresos o son m\u00e1rgenes. Como acabas de empezar, te aconsejo que optes por los ingresos y no por los m\u00e1rgenes de inmediato.<\/p>\n

\u00bfDebo utilizar comisiones desde el primer d\u00eda?<\/h3>\n

S\u00ed, deber\u00edas, pero tienes que hacerlo un poco diferente. Eso significa que el ciclo de ventas, si tu ciclo de ventas dura tres meses o seis meses, lo que deber\u00edas hacer es medir y pagar una comisi\u00f3n sobre c\u00f3mo llegar hasta ah\u00ed. En realidad lo har\u00edas sobre un KPI como la cantidad de llamadas o la cantidad de visitas. As\u00ed es como empiezas a pagarle y luego lo cambias a ingresos o margen o cualquier otra cosa que tengas.<\/p>\n

\u00bfCu\u00e1les son los escollos m\u00e1s importantes?<\/h3>\n

En primer lugar, su plan de comisiones debe ser muy sencillo y directo. Quieres que tus vendedores sean capaces de calcular cu\u00e1nta comisi\u00f3n obtendr\u00edan en un gran negocio. Eso les impulsar\u00e1 y les enfocar\u00e1 hacia cantidades mayores.<\/p>\n

Dos, una muy importante, hacer el plan de comisiones de tal manera que si usted golpea por encima de cien por ciento que realmente obtener mucho dinero. Me refiero a pagar el doble de comisiones. Usted quiere conducirlos a ir por encima de cien por ciento overachieving.<\/p>\n<\/div>\n<\/div>\n<\/section>\n<\/section>\n<\/article>","protected":false},"excerpt":{"rendered":"

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