[{"data":1,"prerenderedAt":2858},["ShallowReactive",2],{"fr-blog/optimisation-depenses-commerciales":3,"fr-global-content":656,"fr-article-global-content":1996,"fr-blog-article-more-articles-208803010":2247},{"name":4,"created_at":5,"published_at":6,"updated_at":7,"id":8,"uuid":9,"content":10,"slug":643,"full_slug":644,"sort_by_date":60,"position":645,"tag_list":646,"is_startpage":30,"parent_id":647,"meta_data":60,"group_id":648,"first_published_at":649,"release_id":60,"lang":66,"path":60,"alternates":650,"default_full_slug":651,"translated_slugs":652},"Comment optimiser la gestion des dépenses de votre équipe commerciale ?","2022-10-24T17:03:29.774Z","2026-11-03T12:11:47.223Z","2026-11-03T12:11:47.245Z",208803010,"a8bd59ed-b2d3-48f3-8049-50b716654dad",{"_uid":11,"roles":12,"title":4,"author":13,"topics":76,"content":135,"category":527,"language":553,"component":540,"heroMedia":554,"sidebarCta":562,"publishedAt":563,"readingTime":564,"redirectUrl":24,"listingImage":565,"metaDescription":24,"componentsAfterTheArticle":566},"8c368648-b3d2-44eb-887e-04267965d650",[],{"name":14,"created_at":15,"published_at":16,"updated_at":17,"id":18,"uuid":19,"content":20,"slug":58,"full_slug":59,"sort_by_date":60,"position":61,"tag_list":62,"is_startpage":30,"parent_id":63,"meta_data":60,"group_id":64,"first_published_at":65,"release_id":60,"lang":66,"path":60,"alternates":67,"default_full_slug":68,"translated_slugs":69,"_stopResolving":75},"Juliette Hervé","2022-10-19T17:36:15.928Z","2026-03-12T10:47:18.012Z","2026-03-12T10:47:20.108Z",206165077,"75432d6d-a8b9-4b76-b4e3-192482c975a1",{"_uid":21,"name":14,"links":22,"picture":44,"lastName":46,"component":47,"firstName":48,"description":49},"ed375fcf-6d1e-4874-81ae-97a16b9c5b1c",[23,37],{"tag":24,"_uid":25,"icon":26,"link":31,"type":24,"label":24,"style":35,"component":36,"onClickEvent":24,"openInANewTab":30,"horizontalFill":30},"","9b882ffa-35eb-470c-aca9-216ca859e7a8",{"id":27,"alt":24,"name":24,"focus":24,"title":24,"filename":28,"copyright":24,"fieldtype":29,"is_external_url":30},4129791,"https://a.storyblok.com/f/146026/x/315bd7d0c7/ic_linkedin.svg","asset",false,{"id":24,"url":32,"linktype":33,"fieldtype":34,"cached_url":32},"https://www.linkedin.com/in/juliette-herve-webmarketing/","url","multilink","primary","cta",{"tag":24,"_uid":38,"icon":39,"link":42,"type":24,"label":24,"style":35,"component":36,"onClickEvent":24,"openInANewTab":30,"horizontalFill":30},"d2566de7-0c45-4ec5-85ca-da8db04b35b5",{"id":40,"alt":24,"name":24,"focus":24,"title":24,"filename":41,"copyright":24,"fieldtype":29,"is_external_url":30},4129793,"https://a.storyblok.com/f/146026/x/9a557168a2/ic_twitter.svg",{"id":24,"url":43,"linktype":33,"fieldtype":34,"cached_url":43},"https://twitter.com/juherloc",{"alt":45,"name":24,"focus":24,"title":24,"filename":45,"copyright":24,"fieldtype":29,"is_external_url":30},"https://a.storyblok.com/f/146026/433x433/0a9e200a62/b55347be4f6487255b241265eda18683","Hervé","author","Juliette",{"type":50,"content":51},"doc",[52],{"type":53,"content":54},"paragraph",[55],{"text":56,"type":57},"Juliette is Marketing Manager at Spendesk since Octobre 2018. By joining the tribe, she wants to make the finance world easier to understand for people who, just like her, aren't coming from that sector.","text","juliette-herve","fr/blog/author/juliette-herve",null,-140,[],176408854,"9baa96ac-ad9f-4270-922b-0fdea865e093","2022-11-02T15:26:08.935Z","fr",[],"blog/author/juliette-herve",[70,71,73],{"path":68,"name":60,"lang":66,"published":60},{"path":68,"name":60,"lang":72,"published":60},"de",{"path":68,"name":60,"lang":74,"published":60},"es",true,[77,108],{"name":78,"created_at":79,"published_at":80,"updated_at":81,"id":82,"uuid":83,"content":84,"slug":95,"full_slug":96,"sort_by_date":60,"position":97,"tag_list":98,"is_startpage":30,"parent_id":99,"meta_data":60,"group_id":100,"first_published_at":101,"release_id":60,"lang":66,"path":60,"alternates":102,"default_full_slug":103,"translated_slugs":104,"_stopResolving":75},"Gestion des dépenses","2022-10-19T17:57:49.883Z","2026-09-29T09:14:42.092Z","2026-09-29T09:14:42.108Z",206171402,"10ebb00d-65f3-42f6-997a-5aaf2acb94de",{"seo":85,"_uid":93,"name":78,"component":94},[86],{"_uid":87,"noIndex":30,"component":88,"metaFields":89},"2aa0fc88-49a5-41a4-a816-354e28dce638","seo",{"_uid":90,"plugin":91,"description":92},"8bba7b1a-dbab-4ced-b302-6091bbc1233f","meta-fields","Gestion des depenses d'entreprise : visibilite, controle et process pour garder les depenses alignees sur le budget.","5e8bdb3b-8902-4018-b794-cc7a6b9d58e2","tag","gestion-des-depenses","fr/blog/topic/gestion-des-depenses",-60,[],176456153,"20ad7c2f-9f74-406b-8af8-7d8b9f4125de","2022-11-02T15:24:55.480Z",[],"blog/topic/gestion-des-depenses",[105,106,107],{"path":103,"name":60,"lang":66,"published":60},{"path":103,"name":60,"lang":72,"published":60},{"path":103,"name":60,"lang":74,"published":60},{"name":109,"created_at":110,"published_at":111,"updated_at":112,"id":113,"uuid":114,"content":115,"slug":123,"full_slug":124,"sort_by_date":60,"position":125,"tag_list":126,"is_startpage":30,"parent_id":99,"meta_data":60,"group_id":127,"first_published_at":128,"release_id":60,"lang":66,"path":60,"alternates":129,"default_full_slug":130,"translated_slugs":131,"_stopResolving":75},"Outils et astuces","2022-10-19T17:57:59.529Z","2026-09-29T09:14:45.249Z","2026-09-29T09:14:45.264Z",206171442,"143048bf-f5c7-4056-ab60-ecfd3a730bf3",{"seo":116,"_uid":122,"name":109,"component":94},[117],{"_uid":118,"noIndex":30,"component":88,"metaFields":119},"1a417f74-f4df-434a-9d95-bf683f827c1a",{"_uid":120,"plugin":91,"description":121},"a885ad2f-1665-45d8-a20b-dfc23e368a70","Outils et astuces pour les equipes finance : fonctionnalites, integrations et bonnes pratiques qui font gagner du temps.","7acb7442-031d-4c0f-b375-bb5a76b9d3b4","outils-et-astuces","fr/blog/topic/outils-et-astuces",-460,[],"2e3e0832-0204-4734-bdc7-effb516cf20d","2022-11-02T15:24:42.074Z",[],"blog/topic/outils-et-astuces",[132,133,134],{"path":130,"name":60,"lang":66,"published":60},{"path":130,"name":60,"lang":72,"published":60},{"path":130,"name":60,"lang":74,"published":60},{"type":50,"content":136},[137,141,145,156,160,164,173,180,190,194,210,214,218,231,236,242,246,250,254,264,274,290,294,333,338,342,346,350,354,364,368,378,382,386,391,395,399,411,415,419,431,436,448,452,456,460,472,477,487,491,509,513,517,521,522],{"type":53,"content":138},[139],{"text":140,"type":57},"Les dépenses d'exploitation, ou OPEX, sont un poste de dépense que tous les directeurs ou responsables commerciaux doivent optimiser.",{"type":53,"content":142},[143],{"text":144,"type":57},"Malheureusement, la crise sanitaire actuelle n'a fait qu'accentuer cette dynamique pour de nombreuses équipes, car la demande s'est tarie dans de multiples secteurs.",{"type":53,"content":146},[147,149,154],{"text":148,"type":57},"Au contraire, certaines équipes de vente ont été inondées d'opportunités car les dirigeants sont coincés en télétravail et ont (",{"text":150,"type":57,"marks":151},"pour une fois",[152],{"type":153},"italic",{"text":155,"type":57},") le temps d'écouter les bons argumentaires de vente.",{"type":53,"content":157},[158],{"text":159,"type":57},"C'est donc une excellente opportunité pour de nombreuses entreprises, notamment au sein de l'industrie du logiciel, d'apporter aux décideurs des solutions qui leur permettront d'atteindre leurs objectifs plus vite, moins cher et/ou mieux.",{"type":53,"content":161},[162],{"text":163,"type":57},"Dans cet article, nous commençons par définir les notions d'efficacité et d'efficience commerciale, puis nous vous partageons des conseils afin d'optimiser les dépenses liées aux activités et actions de votre équipe de vente.",{"type":165,"attrs":166},"blok",{"id":167,"body":168},"13fbd871-dff7-4a80-be8a-a55a8ae4dcbf",[169],{"_uid":170,"html":171,"component":172},"i-a8786c10-9175-4030-9f8d-487d3aa3c80f","\u003C!--HubSpot Call-to-Action Code -->\u003Cspan class=\"hs-cta-wrapper\" id=\"hs-cta-wrapper-fa147633-dfaf-47b4-bbd7-318d3061567f\">\u003Cspan class=\"hs-cta-node hs-cta-fa147633-dfaf-47b4-bbd7-318d3061567f\" id=\"hs-cta-fa147633-dfaf-47b4-bbd7-318d3061567f\">\u003C!--[if lte IE 8]>\u003Cdiv id=\"hs-cta-ie-element\">\u003C/div>\u003C![endif]-->\u003Ca href=\"https://cta-redirect.hubspot.com/cta/redirect/2694209/fa147633-dfaf-47b4-bbd7-318d3061567f\" >\u003Cimg class=\"hs-cta-img\" id=\"hs-cta-img-fa147633-dfaf-47b4-bbd7-318d3061567f\" style=\"border-width:0px;\" height=\"600\" width=\"1200\" src=\"https://no-cache.hubspot.com/cta/default/2694209/fa147633-dfaf-47b4-bbd7-318d3061567f.png\"  alt=\"New call-to-action\"/>\u003C/a>\u003C/span>\u003Cscript charset=\"utf-8\" src=\"https://js.hscta.net/cta/current.js\">\u003C/script>\u003Cscript type=\"text/javascript\"> hbspt.cta.load(2694209, 'fa147633-dfaf-47b4-bbd7-318d3061567f', {\"useNewLoader\":\"true\",\"region\":\"na1\"}); \u003C/script>\u003C/span>\u003C!-- end HubSpot Call-to-Action Code -->","embed",{"type":174,"attrs":175,"content":177},"heading",{"level":176},2,[178],{"text":179,"type":57},"Efficacité commerciale & efficience commerciale : qu'est-ce que c'est ?",{"type":53,"content":181},[182,184,188],{"text":183,"type":57},"L'efficacité commerciale ou \"",{"text":185,"type":57,"marks":186},"sales efficiency",[187],{"type":153},{"text":189,"type":57},"\" pour les adeptes de la langue de Shakespeare, fait référence à l'ensemble des tâches effectuées dans le but de générer des revenus, tandis que l'efficience commerciale correspond à la manière dont ces activités sont réalisées.",{"type":53,"content":191},[192],{"text":193,"type":57},"En bref, l'efficacité est la qualité des actions, tandis que l'efficience est la rapidité des actions.",{"type":53,"content":195},[196,198,202,204,208],{"text":197,"type":57},"Le lien entre ces deux termes est la \"",{"text":199,"type":57,"marks":200},"productivité des ventes",[201],{"type":153},{"text":203,"type":57},"\", qui est le rapport entre les résultats obtenus (",{"text":205,"type":57,"marks":206},"efficacité",[207],{"type":153},{"text":209,"type":57},") et les moyens investis (efficience).",{"type":53,"content":211},[212],{"text":213,"type":57},"En termes de vente, vos résultats peuvent être le nombre d'appels que vous passez ou de démonstrations que vous organisez en une journée, tandis que les moyens mis en œuvre peuvent être le temps que vous consacrez à ces activités.",{"type":53,"content":215},[216],{"text":217,"type":57},"Soyons francs : le temps est une ressource limitée et souvent très précieuse. Et les organisations commerciales poursuivent de plus en plus des objectifs plus ambitieux, avec une pression accrue pour les dépasser.",{"type":53,"content":219},[220,222,229],{"text":221,"type":57},"C'est pourquoi ces notions sont des sujets sensibles pour les équipes de vente et leur management en charge de la ",{"text":223,"type":57,"marks":224},"gestion budgétaire",[225],{"type":226,"attrs":227},"link",{"href":228,"uuid":60,"anchor":60,"target":60,"linktype":33},"https://officeopro.com/grande-entreprise/gestion-budgetaire/",{"text":230,"type":57}," de l’équipe.",{"type":174,"attrs":232,"content":233},{"level":176},[234],{"text":235,"type":57},"Comment optimiser les dépenses de votre équipe commerciale ?",{"type":174,"attrs":237,"content":239},{"level":238},3,[240],{"text":241,"type":57},"#1 Définissez clairement des objectifs SMART",{"type":53,"content":243},[244],{"text":245,"type":57},"La clarté est essentielle lorsqu'on cherche à améliorer l'efficacité des ventes.",{"type":53,"content":247},[248],{"text":249,"type":57},"Vos représentants doivent savoir ce que vous espérez obtenir avant de pouvoir vraiment se concentrer sur leurs objectifs et rationaliser leurs efforts.",{"type":53,"content":251},[252],{"text":253,"type":57},"C'est pourquoi vous devez fixer des objectifs SMART - spécifiques, mesurables, orientés vers l'action, réalistes et limités dans le temps.",{"type":53,"content":255},[256,258,262],{"text":257,"type":57},"En ce qui concerne l'efficacité des ventes, l'élément \"",{"text":259,"type":57,"marks":260},"mesurable",[261],{"type":153},{"text":263,"type":57},"\" est peut-être le plus important.",{"type":53,"content":265},[266,268,272],{"text":267,"type":57},"Il faut disposer d'indicateurs clés de performance (",{"text":269,"type":57,"marks":270},"KPIs",[271],{"type":153},{"text":273,"type":57},") appropriés qui serviront de points de référence pour déterminer comment vos représentants vendent et ce que l'on attend d'eux :",{"type":275,"content":276},"bullet_list",[277,284],{"type":278,"content":279},"list_item",[280],{"type":53,"content":281},[282],{"text":283,"type":57},"Doivent-ils conclure un nombre minimum d'affaires chaque mois ?",{"type":278,"content":285},[286],{"type":53,"content":287},[288],{"text":289,"type":57},"Ont-ils un objectif de revenu individuel ?",{"type":53,"content":291},[292],{"text":293,"type":57},"En établissant des objectifs clairs pour vos représentants, vous leur donnez les conseils nécessaires pour travailler aussi efficacement que possible.",{"type":165,"attrs":295},{"id":296,"body":297},"37a77461-0bb6-472d-8eec-759b2f38354e",[298],{"cta":299,"_uid":315,"image":316,"title":320,"subtitle":331,"component":332},[300],{"tag":24,"_uid":301,"hide":30,"icon":302,"link":304,"type":24,"label":314,"style":35,"component":36,"mobileLabel":24,"onClickEvent":24,"openInANewTab":75,"horizontalFill":30},"c4df33e1-a873-4212-ba7b-30435b7c6a69",{"id":60,"alt":60,"name":24,"focus":60,"title":60,"source":60,"filename":24,"copyright":60,"fieldtype":29,"meta_data":303},{},{"id":305,"url":24,"linktype":306,"fieldtype":34,"cached_url":307,"prep":75,"story":308},"706053b3-9642-4ad8-a2ef-b47094562528","story","/fr/blog/procurement-management-system-ou-purchasing",{"name":309,"id":310,"uuid":305,"slug":311,"url":312,"full_slug":313,"_stopResolving":75},"Procurement management system ou purchasing ?",208732075,"procurement-management-system-ou-purchasing","blog/procurement-management-system-ou-purchasing","fr/blog/procurement-management-system-ou-purchasing","Accéder à l'article","i-8813a303-86ba-494e-b8f5-065d0b932efe",{"id":317,"alt":24,"name":24,"focus":24,"title":24,"source":24,"filename":318,"copyright":24,"fieldtype":29,"meta_data":319,"is_external_url":30},17569915,"https://a.storyblok.com/f/146026/1020x680/536d2dde8c/tva-intracommunautaire_pink.png",{},{"type":50,"content":321},[322],{"type":174,"attrs":323,"content":325},{"level":324},1,[326],{"text":327,"type":57,"marks":328},"Digitalisation du processus d'achat: Le guide complet de l'e-procurement",[329],{"type":330},"bold","Donnez-vous tous les moyens pour réussir la transformation de votre procurement","ctaBlock",{"type":174,"attrs":334,"content":335},{"level":238},[336],{"text":337,"type":57},"#2 Identifiez et challengez vos ressources",{"type":53,"content":339},[340],{"text":341,"type":57},"Les licenciements généralisés sont une conséquence malheureuse des ralentissements économiques, mais dans le domaine des ventes, les équipes les plus performantes brillent dans n'importe quelle conjoncture.",{"type":53,"content":343},[344],{"text":345,"type":57},"Licencier vos meilleurs éléments n'est donc pas une option viable.",{"type":53,"content":347},[348],{"text":349,"type":57},"Au lieu de licencier, envisagez des structures de rémunération alternatives qui peuvent limiter les dépenses de l'entreprise tout en maintenant un pipeline sain.",{"type":53,"content":351},[352],{"text":353,"type":57},"Une stratégie pourrait consister à réduire les salaires de base de l'équipe et à offrir une commission plus élevée.",{"type":53,"content":355},[356,358,362],{"text":357,"type":57},"Les objectifs et les chiffres d'orientation de votre entreprise devront probablement être recalibrés en fonction de la nouvelle norme, ce qui, dans le domaine des principes comptables généralement reconnus (",{"text":359,"type":57,"marks":360},"PCGR",[361],{"type":153},{"text":363,"type":57},"), est important.",{"type":53,"content":365},[366],{"text":367,"type":57},"Cependant, aux yeux d'un directeur commercial, ce n'est pas le moment de revoir les attentes à la baisse. En fait, nous vous conseillons de fixer des objectifs encore plus audacieux.",{"type":53,"content":369},[370,376],{"text":371,"type":57,"marks":372},"La loi de Parkinson",[373],{"type":226,"attrs":374},{"href":375,"uuid":60,"anchor":60,"target":60,"linktype":33},"https://carriere.ooreka.fr/astuce/voir/481189/loi-de-parkinson#:~:text=%C3%89nonc%C3%A9%20du%20principe-,Cyril%20N.,temps%20disponible%20pour%20son%20ach%C3%A8vement%20%C2%BB.",{"text":377,"type":57}," détermine que le travail s'étend pour remplir le temps disponible pour sa réalisation.",{"type":53,"content":379},[380],{"text":381,"type":57},"Nous pensons que cela s'applique également aux objectifs de vente. Les objectifs de vente sont atteints en fonction du maximum local, et non du véritable potentiel ou du maximum global.",{"type":53,"content":383},[384],{"text":385,"type":57},"Les commerciaux qui atteignent à peine leurs objectifs à chaque période atteindraient probablement aussi à peine leurs objectifs s'ils étaient légèrement plus élevés. Fixez des objectifs élevés à votre équipe de vente et donnez leur envie de se battre pour les atteindre.",{"type":174,"attrs":387,"content":388},{"level":238},[389],{"text":390,"type":57},"#3 Encouragez le travail à distance",{"type":53,"content":392},[393],{"text":394,"type":57},"Si votre équipe de vente a réussi à s'adapter au télétravail, considérez qu'il s'agit d'une opportunité pour déterminer si votre force de vente peut fonctionner efficacement à distance.",{"type":53,"content":396},[397],{"text":398,"type":57},"Il est probablement préférable de mesurer la productivité plutôt que les résultats pour être réaliste quant à l'efficacité de votre force de vente à distance pendant cette période, car la conjoncture économique a certainement un impact sur les résultats de votre équipe.",{"type":53,"content":400},[401,403,409],{"text":402,"type":57},"À l’issue de la crise sanitaire, nombre de responsables commerciaux vont probablement reconsidérer la nécessité d'approuver les voyages d'affaires coûteux et les belles ",{"text":404,"type":57,"marks":405},"notes de frais",[406],{"type":226,"attrs":407},{"href":408,"uuid":60,"anchor":60,"target":60,"linktype":33},"/fr/product/expense-management/",{"text":410,"type":57}," qui vont avec.",{"type":53,"content":412},[413],{"text":414,"type":57},"Ici, l'idée n'est pas de passer à un management 100% à distance, mais bien de tester ce mode de fonctionnement et surtout les réactions de votre équipe !",{"type":53,"content":416},[417],{"text":418,"type":57},"C'est l'occasion de challenger vos process commerciaux en essayant par exemple d'utiliser des outils de collaboration à distance pour les premiers rendez-vous avec les prospects afin de les faire progresser au sein de votre funnel de vente. Vous pouvez ensuite proposer au commercial de se déplacer une fois l'affaire plus avancée.",{"type":53,"content":420},[421,423,429],{"text":422,"type":57},"Ces process seront d’ailleurs probablement également favorisés par les équipes d’achat (prospects) avec lesquelles vos commerciaux sont en contact. Les solutions digitales comme le ",{"text":424,"type":57,"marks":425},"e-procurement",[426],{"type":226,"attrs":427},{"href":428,"uuid":60,"anchor":60,"target":60,"linktype":33},"https://www.lemonlearning.fr/blog/si-achat-reussir-mise-en-place?utm_source=spendesk&utm_medium=article&utm_campaign=article-e-procurement",{"text":430,"type":57}," qui consiste à dématérialiser les transactions commerciales pour optimiser le processus achat, sont de plus en plus utilisées.",{"type":174,"attrs":432,"content":433},{"level":238},[434],{"text":435,"type":57},"#4 Adaptez les outils que vous mettez à la disposition de votre équipe",{"type":53,"content":437},[438,440,446],{"text":439,"type":57},"Vous avez peut-être adopté ce ",{"text":441,"type":57,"marks":442},"logiciel CRM",[443],{"type":226,"attrs":444},{"href":445,"uuid":60,"anchor":60,"target":60,"linktype":33},"https://salesdorado.com/crm/comparatif-logiciels-crm-b2b/",{"text":447,"type":57}," sophistiqué et agréable à utiliser qui plaît à votre équipe pour de nombreuses fonctionnalités parfois un peu \"gadget\".",{"type":53,"content":449},[450],{"text":451,"type":57},"Considérez combien la dépense annuelle pour ce SaaS pèse sur votre bilan. Demandez-vous s'il ne pourrait pas être remplacé par un outil plus léger qui permet d'obtenir le même résultat final.",{"type":53,"content":453},[454],{"text":455,"type":57},"Une autre stratégie potentielle pour réduire vos dépenses liées à ce type d'outils consiste à renégocier votre modèle de tarification pour ne payer que ce que vous utilisez.",{"type":53,"content":457},[458],{"text":459,"type":57},"Peut-être la société serait-elle disposée à vous faire payer un prix réduit limitant l'accès aux fonctionnalités que votre équipe utilise réellement.",{"type":53,"content":461},[462,464,470],{"text":463,"type":57},"Si prendre le temps de challenger les tarifs de vos outils existants et de se décharger du superflu est une démarche positive, attention à ne pas entraver le travail de vos commerciaux en leur supprimant des outils essentiels à leur performance comme les solutions d’",{"text":465,"type":57,"marks":466},"enrichissement de contact",[467],{"type":226,"attrs":468},{"href":469,"uuid":60,"anchor":60,"target":60,"linktype":33},"https://www.dropcontact.io/",{"text":471,"type":57}," ou encore leurs outils de prospection.",{"type":174,"attrs":473,"content":474},{"level":238},[475],{"text":476,"type":57},"#5 Tirez parti des stratégies à fort ROI",{"type":53,"content":478},[479,481,485],{"text":480,"type":57},"En temps de crise, vous devez tirer parti de ce qui fonctionne le mieux en termes de retour sur investissement (",{"text":482,"type":57,"marks":483},"ROI",[484],{"type":153},{"text":486,"type":57},").",{"type":53,"content":488},[489],{"text":490,"type":57},"Souvent, les entreprises regroupent ces dépenses sous un seul poste, celui des ventes et du marketing. 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Les équipes financières consultent des tableaux de bord en temps réel, ajustent les budgets et bloquent ou restreignent les cartes en un clic pour éviter les dépassements pendant les 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forecast - processus financier - reporting - tableaux de bord - spendesk","https://a.storyblok.com/f/146026/1190x670/75699a769a/rolling-forecast-article-spendesk.png",[],"2023-03-02 00:00","8",[],"Comment fonctionne le rolling forecast, ses avantages, et les clés de succès pour initier cette démarche de gestion budgétaire dans votre entreprise.",[],[2438],{"cta":2439,"_uid":2440,"items":2441,"heading":2492,"reverse":30,"component":634,"sectionSettings":2516},[],"4341e6dc-908f-48b6-a369-211ef12ddc34",[2442,2459,2470,2481],{"_uid":2443,"hide":30,"title":2444,"component":573,"description":2445},"af8c80de-da65-46f7-9d26-68f288405901","Qu’est-ce qu’un rolling forecast ?",{"type":50,"attrs":2446,"content":2447},{"backgroundColor":60},[2448],{"type":53,"attrs":2449,"content":2450},{"textAlign":60},[2451,2453,2457],{"text":2452,"type":57},"Un rolling forecast est un ",{"text":2454,"type":57,"marks":2455},"plan prévisionnel glissant",[2456],{"type":330},{"text":2458,"type":57}," dont l’horizon reste constant, mais qui est régulièrement actualisé à partir des résultats réels de l’entreprise. Contrairement à un budget figé pour l’année, les prévisions évoluent donc à mesure que de nouvelles données deviennent disponibles.",{"_uid":2460,"hide":30,"title":2461,"component":573,"description":2462},"ca6814a1-c339-4790-a7f0-584299faad39","Quelle est la différence entre un rolling forecast et un budget prévisionnel ?",{"type":50,"attrs":2463,"content":2464},{"backgroundColor":60},[2465],{"type":53,"attrs":2466,"content":2467},{"textAlign":60},[2468],{"text":2469,"type":57},"Le budget prévisionnel traditionnel est généralement défini pour une période donnée et reste relativement fixe. Le rolling forecast actualise régulièrement les prévisions pour tenir compte de l’évolution de l’activité, des coûts ou de l’environnement économique, tout en conservant les objectifs financiers et opérationnels fixés par l’entreprise.",{"_uid":2471,"hide":30,"title":2472,"component":573,"description":2473},"e8e32524-7b2f-480f-8593-16d4d43827c6","À quelle fréquence faut-il mettre à jour un rolling forecast ?",{"type":50,"attrs":2474,"content":2475},{"backgroundColor":60},[2476],{"type":53,"attrs":2477,"content":2478},{"textAlign":60},[2479],{"text":2480,"type":57},"Il n’existe pas de fréquence unique. Une entreprise peut, par exemple, travailler sur un horizon de 12 mois actualisé chaque trimestre ou sur 24 mois avec une révision semestrielle. La fréquence dépend notamment de la volatilité de l’activité et de la longueur du cycle de vente.",{"_uid":2482,"hide":30,"title":2483,"component":573,"description":2484},"44608e54-453d-4a1f-8414-62ef13436184","Quels outils utiliser pour mettre en place un rolling forecast ?",{"type":50,"attrs":2485,"content":2486},{"backgroundColor":60},[2487],{"type":53,"attrs":2488,"content":2489},{"textAlign":60},[2490],{"text":2491,"type":57},"Le rolling forecast repose sur des données régulièrement actualisées et centralisées. Des tableaux de bord dynamiques et collaboratifs permettent de suivre budgets, dépenses et indicateurs financiers sans multiplier les fichiers Excel et les consolidations manuelles.",[2493],{"cta":2494,"_uid":2495,"title":2496,"layout":24,"eyebrow":2504,"subtitle":2511,"component":174,"textAlign":24,"eyebrowPill":30,"checkmarkList":30,"flexibleSection":2514,"sectionSettings":2515,"displaySeparator":30,"breakLineOnMobile":30,"subtitleLeftBorder":30,"customTitleFontSize":24},[],"5293baaa-9201-436d-b2e0-bc62194ef812",{"type":50,"attrs":2497,"content":2498},{"backgroundColor":60},[2499],{"type":174,"attrs":2500,"content":2501},{"level":176,"textAlign":60},[2502],{"text":2503,"type":57},"Questions fréquentes sur le rolling forecast",{"type":50,"attrs":2505,"content":2506},{"backgroundColor":60},[2507],{"type":53,"attrs":2508,"content":2509},{"textAlign":60},[2510],{"text":626,"type":57},{"type":50,"content":2512},[2513],{"type":53},[],[],[],"rolling-forecast","fr/blog/rolling-forecast",4690,[],"6da19136-4c55-4d98-aba0-5698f1fe1e12",[],"blog/rolling-forecast",[2525,2526,2527],{"path":2523,"name":60,"lang":66,"published":60},{"path":2523,"name":60,"lang":72,"published":60},{"path":2523,"name":60,"lang":74,"published":60},{"name":2529,"created_at":2530,"published_at":2531,"updated_at":2532,"id":2533,"uuid":2534,"content":2535,"slug":2671,"full_slug":2672,"sort_by_date":60,"position":2673,"tag_list":2674,"is_startpage":30,"parent_id":647,"meta_data":60,"group_id":2675,"first_published_at":2676,"release_id":60,"lang":66,"path":60,"alternates":2677,"default_full_slug":2678,"translated_slugs":2679},"Gestion des dépenses : construire un business case et mesurer le ROI","2026-10-17T14:25:58.887Z","2026-10-17T15:20:45.276Z","2026-10-17T15:20:45.306Z",231659761240528,"46a6938b-f876-4e7e-b6a0-1d7b0b193cbe",{"_uid":2536,"title":2529,"topics":2537,"noIndex":30,"category":2546,"language":2555,"component":540,"heroMedia":2556,"publishedAt":2564,"redirectUrl":24,"leadwallForm":2565,"listingImage":2566,"leadwallTitle":24,"metaDescription":2567,"bottomArticleCta":2568,"leadwallSubtitle":24,"isLeadwallEnabled":30,"componentsAfterTheArticle":2569,"leadwallVisibleParagraphs":24},"8b633818-db49-4d12-a7b2-4ceac44a61d2",[2538],{"name":78,"created_at":79,"published_at":80,"updated_at":81,"id":82,"uuid":83,"content":2539,"slug":95,"full_slug":96,"sort_by_date":60,"position":97,"tag_list":2540,"is_startpage":30,"parent_id":99,"meta_data":60,"group_id":100,"first_published_at":101,"release_id":60,"lang":66,"path":60,"alternates":2541,"default_full_slug":103,"translated_slugs":2542,"_stopResolving":75},{"_uid":93,"name":78,"component":94},[],[],[2543,2544,2545],{"path":103,"name":60,"lang":66,"published":60},{"path":103,"name":60,"lang":72,"published":60},{"path":103,"name":60,"lang":74,"published":60},{"name":528,"created_at":529,"published_at":16,"updated_at":530,"id":531,"uuid":532,"content":2547,"slug":540,"full_slug":541,"sort_by_date":60,"position":542,"tag_list":2549,"is_startpage":30,"parent_id":544,"meta_data":60,"group_id":545,"first_published_at":546,"release_id":60,"lang":66,"path":60,"alternates":2550,"default_full_slug":548,"translated_slugs":2551,"_stopResolving":75},{"_uid":534,"icon":2548,"name":528,"component":539},{"id":536,"alt":537,"name":24,"focus":24,"title":24,"filename":538,"copyright":24,"fieldtype":29,"is_external_url":30},[],[],[2552,2553,2554],{"path":548,"name":60,"lang":66,"published":60},{"path":548,"name":60,"lang":72,"published":60},{"path":548,"name":60,"lang":74,"published":60},[66],[2557],{"_uid":2558,"link":2559,"asset":2560,"caption":24,"component":561},"51523cc3-7b68-4b00-9d00-bf6ddde35529",{"id":24,"url":24,"linktype":306,"fieldtype":34,"cached_url":1724,"prep":75},{"id":2561,"alt":24,"name":24,"focus":24,"title":24,"source":24,"filename":2562,"copyright":24,"fieldtype":29,"meta_data":2563,"is_external_url":30},231662359729879,"https://a.storyblok.com/f/146026/1536x1024/2e9f0ea376/gestion-des-depenses-construire-un-business-case-et-mesurer-le-roi.png",{},"2026-10-17 00:00",[],[],"Construisez un business case de gestion des dépenses avec un modèle concret pour calculer le ROI, le TCO, les gains et le délai de récupération.",[],[2570],{"cta":2571,"_uid":2572,"items":2573,"heading":2646,"reverse":30,"component":634,"sectionSettings":2670},[],"3f8ed96a-76e2-4d90-8259-905056b7cff6",[2574,2591,2612,2629],{"_uid":2575,"hide":30,"title":2576,"component":573,"description":2577},"001ffd20-9dfe-4654-b55a-dfe473d622b9","Quel est le délai de récupération d’un logiciel de gestion des dépenses ?",{"type":50,"attrs":2578,"content":2579},{"backgroundColor":60},[2580],{"type":53,"attrs":2581,"content":2582},{"textAlign":60},[2583,2585,2589],{"text":2584,"type":57},"Il dépend du volume de dépenses traité, du temps actuellement consacré aux tâches manuelles et du coût de la solution. Dans l’exemple illustratif de cet article, le délai varie de ",{"text":2586,"type":57,"marks":2587},"4,3 à 16,7 mois",[2588],{"type":330},{"text":2590,"type":57}," selon le scénario. Ces chiffres ne constituent pas une garantie de résultat.",{"_uid":2592,"hide":30,"title":2593,"component":573,"description":2594},"a7c098cb-6d0a-46c6-a029-e9974db07749","Faut-il compter tout le temps gagné comme une économie ?",{"type":50,"attrs":2595,"content":2596},{"backgroundColor":60},[2597],{"type":53,"attrs":2598,"content":2599},{"textAlign":60},[2600,2604,2606,2610],{"text":2601,"type":57,"marks":2602},"Non.",[2603],{"type":330},{"text":2605,"type":57}," Le temps gagné ne devient une économie que s’il est réaffecté à une activité mesurable ou s’il permet d’éviter un coût, comme un recrutement supplémentaire. Sinon, mieux vaut le présenter comme de la ",{"text":2607,"type":57,"marks":2608},"capacité libérée",[2609],{"type":330},{"text":2611,"type":57},".",{"_uid":2613,"hide":30,"title":2614,"component":573,"description":2615},"24bc1289-0edf-4a6b-acc1-6fb450e96e41","Combien de temps faut-il pour déployer une solution de gestion des dépenses ?",{"type":50,"attrs":2616,"content":2617},{"backgroundColor":60},[2618],{"type":53,"attrs":2619,"content":2620},{"textAlign":60},[2621,2623,2627],{"text":2622,"type":57},"La durée dépend notamment de l’intégration comptable, du paramétrage des règles et de la mise à jour de la politique de dépenses. Ce temps doit être intégré au ",{"text":2624,"type":57,"marks":2625},"TCO du projet",[2626],{"type":330},{"text":2628,"type":57},", au même titre que la formation et le double fonctionnement éventuel.",{"_uid":2630,"hide":30,"title":2631,"component":573,"description":2632},"a1bf55a8-49d7-4226-a1ab-aa32e7fd1a36","Quels KPI suivre après le déploiement ?",{"type":50,"attrs":2633,"content":2634},{"backgroundColor":60},[2635],{"type":53,"attrs":2636,"content":2637},{"textAlign":60},[2638,2640,2644],{"text":2639,"type":57},"Suivez quelques indicateurs simples : ",{"text":2641,"type":57,"marks":2642},"durée de la clôture, taux de justificatifs collectés, délai de remboursement et dépenses hors politique",[2643],{"type":330},{"text":2645,"type":57},". Mesurez-les avant le lancement, puis à 3, 6 et 12 mois pour vérifier si les gains annoncés dans le business case se concrétisent.",[2647],{"cta":2648,"_uid":2649,"title":2650,"layout":24,"eyebrow":2658,"subtitle":2665,"component":174,"textAlign":24,"eyebrowPill":30,"checkmarkList":30,"flexibleSection":2668,"sectionSettings":2669,"displaySeparator":30,"breakLineOnMobile":30,"subtitleLeftBorder":30,"customTitleFontSize":24},[],"ff4e1068-513b-4b54-a1ee-33b373992bd3",{"type":50,"attrs":2651,"content":2652},{"backgroundColor":60},[2653],{"type":174,"attrs":2654,"content":2655},{"level":176,"textAlign":60},[2656],{"text":2657,"type":57},"Questions fréquentes sur le business case de la gestion des 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00:00",[],"Dépenses hors politique, apprenez à qualifier les exceptions, les faire valider et ajuster votre politique sans perdre le contrôle.",[],[2731],{"cta":2732,"_uid":2733,"items":2734,"heading":2819,"reverse":30,"component":634,"sectionSettings":2845},[],"3109170e-b9ac-4f67-827b-0d2dde5b3215",[2735,2755,2776,2797],{"_uid":2736,"hide":30,"title":2737,"component":573,"description":2738},"27b28cef-99af-430e-b805-f7e215234ce6","Peut-on refuser une note de frais hors politique ?",{"type":50,"attrs":2739,"content":2740},{"backgroundColor":60},[2741,2746],{"type":53,"attrs":2742,"content":2743},{"textAlign":60},[2744],{"text":2745,"type":57},"Oui, une dépense peut être refusée lorsqu’elle n’est pas professionnelle, qu’elle n’est pas justifiée ou que son montant est manifestement disproportionné.",{"type":53,"attrs":2747,"content":2748},{"textAlign":60},[2749,2751],{"text":2750,"type":57},"Un dépassement de plafond ne justifie toutefois pas toujours un refus automatique. ",{"text":2752,"type":57,"marks":2753},"Une exception peut être approuvée si son motif est réel, documenté et validé par la bonne personne.",[2754],{"type":330},{"_uid":2756,"hide":30,"title":2757,"component":573,"description":2758},"75c18d2c-1c96-47f9-9cf3-fc2b92b6030a","Une dépense qui dépasse le plafond peut-elle être remboursée ?",{"type":50,"attrs":2759,"content":2760},{"backgroundColor":60},[2761,2766],{"type":53,"attrs":2762,"content":2763},{"textAlign":60},[2764],{"text":2765,"type":57},"Oui. Le collaborateur doit expliquer le dépassement et fournir le justificatif correspondant. L’entreprise peut alors rembourser la totalité de la dépense, seulement la partie située dans la limite prévue ou le montant complet après validation d’une dérogation.",{"type":53,"attrs":2767,"content":2768},{"textAlign":60},[2769,2771,2775],{"text":2770,"type":57},"La décision doit être conservée avec ",{"text":2772,"type":57,"marks":2773},"le motif et l’identité de l’approbateur",[2774],{"type":330},{"text":2611,"type":57},{"_uid":2777,"hide":30,"title":2778,"component":573,"description":2779},"78ff17a9-6bf7-42a1-9f2f-6b4df31426df","Quels documents faut-il conserver pour une dépense exceptionnelle ?",{"type":50,"attrs":2780,"content":2781},{"backgroundColor":60},[2782,2787],{"type":53,"attrs":2783,"content":2784},{"textAlign":60},[2785],{"text":2786,"type":57},"Conservez la note de frais, le justificatif, le motif de l’exception, le nom de l’approbateur et la décision prise.",{"type":53,"attrs":2788,"content":2789},{"textAlign":60},[2790,2792,2796],{"text":2791,"type":57},"Les pièces comptables justificatives doivent généralement être conservées pendant ",{"text":2793,"type":57,"marks":2794},"10 ans à compter de la clôture de l’exercice",[2795],{"type":330},{"text":2611,"type":57},{"_uid":2798,"hide":30,"title":2799,"component":573,"description":2800},"8241b13f-9432-4542-afb9-21d31af88bd4","Comment gérer les exceptions dans une organisation multi-sites ?",{"type":50,"attrs":2801,"content":2802},{"backgroundColor":60},[2803,2808],{"type":53,"attrs":2804,"content":2805},{"textAlign":60},[2806],{"text":2807,"type":57},"Définissez les approbateurs par entité, département et niveau de dépense. Prévoyez également une délégation en cas d’absence et une escalade automatique après un délai déterminé.",{"type":53,"attrs":2809,"content":2810},{"textAlign":60},[2811,2813,2817],{"text":2812,"type":57},"Cette organisation permet à chaque équipe de conserver ",{"text":2814,"type":57,"marks":2815},"un cadre adapté à son activité",[2816],{"type":330},{"text":2818,"type":57},", tout en appliquant des règles cohérentes dans l’ensemble de l’entreprise.",[2820],{"cta":2821,"_uid":2822,"title":2823,"eyebrow":2833,"subtitle":2840,"component":174,"textAlign":24,"eyebrowPill":30,"checkmarkList":30,"flexibleSection":2843,"sectionSettings":2844,"displaySeparator":30,"breakLineOnMobile":30,"subtitleLeftBorder":30,"customTitleFontSize":24},[],"c107e149-d5dd-4842-9420-50aeadfd20fc",{"type":50,"attrs":2824,"content":2825},{"backgroundColor":60},[2826],{"type":174,"attrs":2827,"content":2828},{"level":176,"textAlign":60},[2829],{"text":2830,"type":57,"marks":2831},"Questions fréquentes sur les dépenses hors politique",[2832],{"type":330},{"type":50,"attrs":2834,"content":2835},{"backgroundColor":60},[2836],{"type":53,"attrs":2837,"content":2838},{"textAlign":60},[2839],{"text":626,"type":57},{"type":50,"content":2841},[2842],{"type":53},[],[],[],"depenses-hors-politique","fr/blog/depenses-hors-politique",-3250,[],"7cdf2e57-e009-48ec-9480-b29699632b7e","2026-09-05T07:33:16.361Z",[],"blog/depenses-hors-politique",[2855,2856,2857],{"path":2853,"name":60,"lang":66,"published":60},{"path":2853,"name":60,"lang":72,"published":60},{"path":2853,"name":60,"lang":74,"published":60},1793980894147]