{"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\/it\/come-compensare-le-prime-vendite-c67ca19f844d","title":{"rendered":"Come compensare le prime vendite"},"content":{"rendered":"
\n
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Come compensare le prime vendite<\/h1>\n

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

\"come<\/p>\n

Abbiamo intervistato Michael Humblet, ex vicepresidente delle vendite di una delle pi\u00f9 grandi startup in crescita in Europa, su come compensare il vostro primo rappresentante.<\/p>\n

<\/figure>\n

Dovrei lavorare con una commissione?<\/h3>\n

\u00c8 chiaro che dovreste farlo, perch\u00e9 volete che i vostri rappresentanti siano motivati a guadagnare di pi\u00f9 e a concludere pi\u00f9 affari.<\/p>\n

Quanto si paga di fisso e quanto di variabile... dipende. Il cacciatore tipico avrebbe tra il 50 e il 60 percento di fisso e il resto di variabile. Un tipo di agricoltore pi\u00f9 esperto avrebbe il 60-70% di fisso. Il resto sarebbe variabile.<\/p>\n

Su quale base pago le commissioni?<\/h3>\n

\u00c8 necessario pagare una commissione su ci\u00f2 che si vuole, sull'effetto che si vuole ottenere. O si tratta di ricavi o di margini. Visto che avete appena iniziato, vi consiglio di puntare sulle entrate e di non puntare subito sui margini.<\/p>\n

Devo utilizzare le commissioni fin dal primo giorno?<\/h3>\n

S\u00ec, \u00e8 vero, ma bisogna farlo in modo un po' diverso. Ci\u00f2 significa che il ciclo di vendita, se il vostro ciclo di vendita dura tre mesi o sei mesi, dovreste misurare e pagare una commissione su come raggiungerlo. Lo fareste in base a un KPI come la quantit\u00e0 di chiamate o di visite. \u00c8 cos\u00ec che iniziate a pagarlo e poi passate al fatturato o al margine o a qualsiasi altra cosa abbiate.<\/p>\n

Quali sono le insidie pi\u00f9 importanti?<\/h3>\n

In primo luogo, dovete rendere il vostro piano di provvigioni molto semplice e diretto. Volete che il vostro venditore sia in grado di calcolare l'importo della commissione che otterr\u00e0 su un affare importante. Questo li spinger\u00e0 a puntare su importi maggiori.<\/p>\n

Secondo punto, molto importante, il piano delle commissioni deve essere tale che se si supera il cento per cento si ottengono davvero molti soldi. Voglio dire, pagare commissioni doppie. Volete spingerli a superare il cento per cento.<\/p>\n<\/div>\n<\/div>\n<\/section>\n<\/section>\n<\/article>","protected":false},"excerpt":{"rendered":"

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