{"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\/fr\/comment-remunerer-vos-premieres-ventes-c67ca19f844d-2","title":{"rendered":"Comment r\u00e9mun\u00e9rer vos premi\u00e8res ventes"},"content":{"rendered":"
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Comment r\u00e9mun\u00e9rer vos premi\u00e8res ventes<\/h1>\n

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

\"comment<\/p>\n

Nous avons interrog\u00e9 Michael Humblet, ancien vice-pr\u00e9sident des ventes de l'une des plus grandes entreprises en croissance d'Europe, sur la mani\u00e8re de r\u00e9mun\u00e9rer votre premier repr\u00e9sentant commercial.<\/p>\n

<\/figure>\n

Dois-je travailler avec une commission ?<\/h3>\n

Il est clair que vous devriez le faire, car vous voulez que votre commercial soit motiv\u00e9 pour gagner plus d'argent, pour conclure plus de contrats.<\/p>\n

Combien vous payez en fixe ou en variable... cela d\u00e9pend. Pour un chasseur typique, la part fixe se situe entre 50 et 60 %, le reste \u00e9tant variable. Un agriculteur se contentera d'un montant fixe de 60 \u00e0 70 %, le reste \u00e9tant variable. Le reste est variable.<\/p>\n

Sur quelle base dois-je payer la commission ?<\/h3>\n

Vous devez payer une commission sur ce que vous voulez, sur l'effet que vous voulez obtenir. Soit il s'agit de revenus, soit il s'agit de marges. Comme vous venez de commencer, je vous conseillerais de privil\u00e9gier les recettes et de ne pas vous lancer tout de suite dans les marges.<\/p>\n

Dois-je utiliser des commissions d\u00e8s le premier jour ?<\/h3>\n

Oui, vous devriez, mais vous devez le faire un peu diff\u00e9remment. En d'autres termes, si votre cycle de vente prend trois ou six mois, vous devez mesurer et payer une commission sur la mani\u00e8re d'y parvenir. Vous le feriez en fonction d'un indicateur de performance cl\u00e9, comme le nombre d'appels ou de visites. C'est ainsi que vous commencez \u00e0 le payer, puis vous passez au chiffre d'affaires ou \u00e0 la marge, ou \u00e0 tout autre \u00e9l\u00e9ment dont vous disposez.<\/p>\n

Quels sont les principaux pi\u00e8ges ?<\/h3>\n

Premi\u00e8rement, votre plan de commission doit \u00eatre tr\u00e8s simple et direct. Vous voulez que vos vendeurs soient en mesure de calculer le montant de la commission qu'ils recevront sur une grosse affaire. C'est ce qui les motivera et les incitera \u00e0 atteindre des montants plus \u00e9lev\u00e9s.<\/p>\n

Deuxi\u00e8mement, et c'est tr\u00e8s important, le plan de commission doit \u00eatre con\u00e7u de mani\u00e8re \u00e0 ce que si vous d\u00e9passez les cent pour cent, vous puissiez vraiment gagner beaucoup d'argent. Je veux dire qu'il faut payer des commissions doubles. Vous voulez les inciter \u00e0 d\u00e9passer les cent pour cent et \u00e0 se surpasser.<\/p>\n<\/div>\n<\/div>\n<\/section>\n<\/section>\n<\/article>","protected":false},"excerpt":{"rendered":"

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