[{"data":1,"prerenderedAt":3209},["ShallowReactive",2],{"fr-blog/plan-de-remuneration":3,"fr-global-content":1000,"fr-article-global-content":2340,"fr-blog-article-more-articles-214317373":2598},{"name":4,"created_at":5,"published_at":6,"updated_at":7,"id":8,"uuid":9,"content":10,"slug":987,"full_slug":988,"sort_by_date":25,"position":989,"tag_list":990,"is_startpage":28,"parent_id":991,"meta_data":25,"group_id":992,"first_published_at":993,"release_id":25,"lang":32,"path":25,"alternates":994,"default_full_slug":995,"translated_slugs":996},"Comment mettre en place un plan de rémunération commercial","2022-11-03T20:40:29.287Z","2026-03-12T10:47:18.012Z","2026-03-12T10:47:51.042Z",214317373,"5aba08cd-fb90-422f-9d7a-5f311f32f5a4",{"_uid":11,"roles":12,"title":4,"author":42,"topics":107,"content":108,"noIndex":28,"category":949,"language":975,"component":962,"heroMedia":976,"sidebarCta":982,"publishedAt":983,"readingTime":984,"redirectUrl":22,"listingImage":985,"metaDescription":986},"622a68d5-146a-41a8-b0a8-2f5b9bc3e712",[13],{"name":14,"created_at":15,"published_at":6,"updated_at":16,"id":17,"uuid":18,"content":19,"slug":23,"full_slug":24,"sort_by_date":25,"position":26,"tag_list":27,"is_startpage":28,"parent_id":29,"meta_data":25,"group_id":30,"first_published_at":31,"release_id":25,"lang":32,"path":25,"alternates":33,"default_full_slug":34,"translated_slugs":35,"_stopResolving":41},"Treasurer","2024-11-14T16:28:49.038Z","2026-03-12T10:48:04.029Z",579108344,"7fc81bb7-67b3-471b-b326-38b511ad5345",{"_uid":20,"name":14,"component":21,"hubspotId":22},"fe9819d0-b5da-4a13-9120-3050ce8baea9","tag","","treasurer","fr/blog/role/treasurer",null,-20,[],false,190903385,"a6ceaa59-c9cd-4d99-8a43-7e2b2d1f03c5","2024-11-14T16:29:38.335Z","fr",[],"blog/role/treasurer",[36,37,39],{"path":34,"name":25,"lang":32,"published":25},{"path":34,"name":25,"lang":38,"published":25},"de",{"path":34,"name":25,"lang":40,"published":25},"es",true,{"name":43,"created_at":44,"published_at":6,"updated_at":45,"id":46,"uuid":47,"content":48,"slug":94,"full_slug":95,"sort_by_date":25,"position":96,"tag_list":97,"is_startpage":28,"parent_id":98,"meta_data":25,"group_id":99,"first_published_at":100,"release_id":25,"lang":32,"path":25,"alternates":101,"default_full_slug":102,"translated_slugs":103,"_stopResolving":41},"Axel Lavergne","2022-10-19T17:43:42.224Z","2026-03-12T10:47:22.356Z",206167986,"93c92248-8359-4933-bc17-52c34c3db336",{"_uid":49,"name":43,"links":50,"picture":63,"lastName":65,"component":66,"firstName":67,"description":68},"d2bf7c6d-138a-4dfe-ad23-3b7d090d921c",[51],{"tag":22,"_uid":52,"icon":53,"link":57,"type":22,"label":22,"style":61,"component":62,"onClickEvent":22,"openInANewTab":28,"horizontalFill":28},"861457b9-8e70-443f-b30b-3ae98b39a7eb",{"id":54,"alt":22,"name":22,"focus":22,"title":22,"filename":55,"copyright":22,"fieldtype":56,"is_external_url":28},4129791,"https://a.storyblok.com/f/146026/x/315bd7d0c7/ic_linkedin.svg","asset",{"id":22,"url":58,"linktype":59,"fieldtype":60,"cached_url":58},"https://www.linkedin.com/in/lavergneaxel/","url","multilink","primary","cta",{"alt":64,"name":22,"focus":22,"title":22,"filename":64,"copyright":22,"fieldtype":56,"is_external_url":28},"https://a.storyblok.com/f/146026/433x433/61bb6874f3/axel-lavergne.jpeg","Lavergne","author","Axel",{"type":69,"content":70},"doc",[71],{"type":72,"content":73},"paragraph",[74,77,84,86,92],{"text":75,"type":76},"Axel Lavergne est growth marketer dans le B2B. C’est le cofondateur de ","text",{"text":78,"type":76,"marks":79},"salesdorado.com",[80],{"type":81,"attrs":82},"link",{"href":83,"uuid":25,"anchor":25,"target":25,"linktype":59},"https://salesdorado.com/",{"text":85,"type":76}," un média français sur la vente et le marketing B2B, et de ",{"text":87,"type":76,"marks":88},"themetablog.io",[89],{"type":81,"attrs":90},{"href":91,"uuid":25,"anchor":25,"target":25,"linktype":59},"https://www.themetablog.io/",{"text":93,"type":76},", un média anglophone sur le content marketing. En 2021, il a fondé The Meta Company, dont l’objectif est d’aider les entreprises B2B à exploiter le content marketing pour générer des leads qualifiés et des conversions.","axel-lavergne","fr/blog/author/axel-lavergne",-900,[],176408854,"9cf77db2-93ac-4c08-b36f-1ef09b165c65","2022-11-02T15:25:43.427Z",[],"blog/author/axel-lavergne",[104,105,106],{"path":102,"name":25,"lang":32,"published":25},{"path":102,"name":25,"lang":38,"published":25},{"path":102,"name":25,"lang":40,"published":25},[],{"type":69,"content":109},[110,117,121,125,129,130,139,146,150,154,159,178,195,199,259,263,273,280,290,294,356,375,380,391,423,433,437,451,456,467,508,512,516,521,527,531,549,567,577,581,585,590,598,609,619,629,636,640,651,656,674,699,704,708,712,716,722,731,735,740,805,810,814,818,823,833,837,847,852,856,882,888,897,901,906,916,922,933,945],{"type":72,"content":111},[112],{"text":113,"type":76,"marks":114},"Votre équipe de vente est votre vitrine et votre premier lien avec vos clients. À ce titre, vous devez concevoir un modèle de rémunération qui vous aide à attirer et à retenir les meilleurs éléments.",[115],{"type":116},"bold",{"type":72,"content":118},[119],{"text":120,"type":76},"Avant de décider comment rémunérer votre équipe de vente, tenez compte de vos objectifs commerciaux, du rôle que vos vendeurs vont jouer auprès des clients, de l’ambition de vos objectifs de vente et de la flexibilité de votre budget.",{"type":72,"content":122},[123],{"text":124,"type":76},"Un bon plan de rémunération doit être motivant et moteur de performance pour vos équipes commerciales, et permettre aux équipes financières de mieux anticiper les montants des salaires et les flux de trésorerie associés.",{"type":72,"content":126},[127],{"text":128,"type":76},"Dans cet article, on vous guide pour trouver le bon plan de rémunération pour l’atteinte de vos objectifs.",{"type":72},{"type":131,"attrs":132},"blok",{"id":133,"body":134},"fee58412-a7b4-4705-ac73-cd194456306e",[135],{"_uid":136,"html":137,"component":138},"i-6e6b12c6-42ac-4f55-a36c-d6297a9aa409","\u003C!--HubSpot Call-to-Action Code -->\u003Cspan class=\"hs-cta-wrapper\" id=\"hs-cta-wrapper-019d731c-c113-4327-88bc-739e41176f89\">\u003Cspan class=\"hs-cta-node hs-cta-019d731c-c113-4327-88bc-739e41176f89\" id=\"hs-cta-019d731c-c113-4327-88bc-739e41176f89\">\u003C!--[if lte IE 8]>\u003Cdiv id=\"hs-cta-ie-element\">\u003C/div>\u003C![endif]-->\u003Ca href=\"https://cta-redirect.hubspot.com/cta/redirect/2694209/019d731c-c113-4327-88bc-739e41176f89\" >\u003Cimg class=\"hs-cta-img\" id=\"hs-cta-img-019d731c-c113-4327-88bc-739e41176f89\" style=\"border-width:0px;\" height=\"375\" width=\"750\" src=\"https://no-cache.hubspot.com/cta/default/2694209/019d731c-c113-4327-88bc-739e41176f89.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, '019d731c-c113-4327-88bc-739e41176f89', {\"useNewLoader\":\"true\",\"region\":\"na1\"}); \u003C/script>\u003C/span>\u003C!-- end HubSpot Call-to-Action Code -->","embed",{"type":140,"attrs":141,"content":143},"heading",{"level":142},2,[144],{"text":145,"type":76},"Qu'est-ce qui fait un bon plan de rémunération",{"type":72,"content":147},[148],{"text":149,"type":76},"Un bon plan de rémunération est avant tout conçu pour motiver les équipes commerciales à atteindre un objectif particulier ou un ensemble d'objectifs. Mais tous les incentives ont pour conséquence directe l'apparition de biais d'agent, et la variabilisation des salaires.",{"type":72,"content":151},[152],{"text":153,"type":76},"L'enjeu est donc de doser les biais qu'on crée en fonction des objectifs et de l'activité, et de conserver une bonne prévisibilité des flux de trésorerie.",{"type":140,"attrs":155,"content":156},{"level":142},[157],{"text":158,"type":76},"Aligner les objectifs avec ceux des équipes commerciales",{"type":72,"content":160},[161,163,169,171,176],{"text":162,"type":76},"En termes de résultats, l'objectif principal d'une ",{"text":164,"type":76,"marks":165},"équipe commerciale",[166],{"type":167,"attrs":168},"textStyle",{"color":22},{"text":170,"type":76}," est de générer du ",{"text":172,"type":76,"marks":173},"chiffre d'affaires",[174],{"type":167,"attrs":175},{"color":22},{"text":177,"type":76},". C’est aussi un moyen de sécuriser les montants et de les rendre prévisible: on sait qu’on verse X% du CA généré aux équipes de vente.",{"type":72,"content":179},[180,182,187,189,193],{"text":181,"type":76},"Mais dès que les ",{"text":183,"type":76,"marks":184},"cycles de vente",[185],{"type":167,"attrs":186},{"color":22},{"text":188,"type":76}," dépassent une semaine, il est virtuellement impossible de se contenter de rémunérer les commerciaux sur la seule base du ",{"text":172,"type":76,"marks":190},[191],{"type":167,"attrs":192},{"color":22},{"text":194,"type":76}," généré.",{"type":72,"content":196},[197],{"text":198,"type":76},"Cette pratique entraîne aussi de nombreux effets pervers :",{"type":200,"content":201},"bullet_list",[202,216,222,228,234],{"type":203,"content":204},"list_item",[205],{"type":72,"content":206},[207,209,214],{"text":208,"type":76},"Exposer vos commerciaux à un ",{"text":210,"type":76,"marks":211},"plan de rémunération variable",[212],{"type":167,"attrs":213},{"color":22},{"text":215,"type":76}," imprévisible d'un mois sur l'autre. Pour cela, il est impératif de parfaitement maîtriser son processus d’achat.",{"type":203,"content":217},[218],{"type":72,"content":219},[220],{"text":221,"type":76},"Rendre le coaching commercial beaucoup plus compliqué – chaque commercial étant incentivé directement au résultat, chacun aura tendance à suivre la méthode qu'il ou elle pense la meilleure.",{"type":203,"content":223},[224],{"type":72,"content":225},[226],{"text":227,"type":76},"Avoir un impact important sur l'homogénéité et la qualité de vos relations clients: sur-pression commerciale, voire agressivité pour quelques leads, ou au contraire absence de réponse pour les leads \"sous-valorisés\" individuellement.",{"type":203,"content":229},[230],{"type":72,"content":231},[232],{"text":233,"type":76},"Générer une atmosphère de compétition toxique. Chacun garde les meilleurs leads, quitte à les perdre lorsqu'ils partent en vacances plutôt que de les donner à un collègue, ...",{"type":203,"content":235},[236],{"type":72,"content":237},[238,240,244,246,251,253,257],{"text":239,"type":76},"Démotiver la participation indirecte au ",{"text":172,"type":76,"marks":241},[242],{"type":167,"attrs":243},{"color":22},{"text":245,"type":76},". Ce qui rend une ",{"text":247,"type":76,"marks":248},"organisation commerciale",[249],{"type":167,"attrs":250},{"color":22},{"text":252,"type":76}," SDR / AE impossible, et décourage toutes les activités qui ne sont pas directement liées à du ",{"text":172,"type":76,"marks":254},[255],{"type":167,"attrs":256},{"color":22},{"text":258,"type":76},".",{"type":72,"content":260},[261],{"text":262,"type":76},"Dans les grandes lignes, c’est très facile à piloter, mais ça crée une vision très court-termiste pour vos équipes, sans pour autant garantir une meilleure performance.",{"type":72,"content":264},[265,267,272],{"text":266,"type":76},"L'idée est généralement de découper le funnel commercial et de multiplier les types de cibles pour aligner les objectifs à chaque étape du ",{"text":268,"type":76,"marks":269},"cycle de vente",[270],{"type":167,"attrs":271},{"color":22},{"text":258,"type":76},{"type":72,"content":274},[275],{"type":276,"attrs":277},"image",{"id":25,"alt":25,"src":278,"title":25,"source":25,"copyright":25,"meta_data":279},"https://lh3.googleusercontent.com/octCU7E056fjB5DkysSWQ8S7K64b7oZibUCDu2VEyhejTPdqiOAe3yoRT1dO_Dydh0JM4K5Ac9siRQ_Id81CAko378SRxGLLcx03s9yI15JP3-O8OBmf8Dzme9ZQ8Pb-bh6TIYe-",{},{"type":72,"content":281},[282,284],{"text":283,"type":76},"Source : ",{"text":285,"type":76,"marks":286},"OpenClassrooms",[287],{"type":81,"attrs":288},{"href":289,"uuid":25,"anchor":25,"target":25,"linktype":59},"https://openclassrooms.com/fr/courses/6391586-utilisez-un-crm-dans-votre-activite-de-commercial/6643406-mesurez-les-resultats-de-votre-prospection",{"type":72,"content":291},[292],{"text":293,"type":76},"On peut raisonner en:",{"type":200,"content":295},[296,306,316,326,336,346],{"type":203,"content":297},[298],{"type":72,"content":299},[300,304],{"text":301,"type":76,"marks":302},"Nombre de contacts",[303],{"type":116},{"text":305,"type":76},": c'est le moyen le plus simple de motiver les activités commerciales. Mais il est souvent compliqué de mettre une valeur sur un contact en début de funnel.",{"type":203,"content":307},[308],{"type":72,"content":309},[310,314],{"text":311,"type":76,"marks":312},"Nombre de rendez-vous générés",[313],{"type":116},{"text":315,"type":76},": dans le même style. Mais l'enjeu principal est que tous les rendez-vous ne se valent pas.",{"type":203,"content":317},[318],{"type":72,"content":319},[320,324],{"text":321,"type":76,"marks":322},"Nombre de ventes réalisées",[323],{"type":116},{"text":325,"type":76},": le biais principal est ici le montant des ventes. Un objectif aligné uniquement sur le volume de vente motive à un volume d'activité important en sur-valorisant les contrats les plus petits et faciles à closer.",{"type":203,"content":327},[328],{"type":72,"content":329},[330,334],{"text":331,"type":76,"marks":332},"Montant des ventes réalisées",[333],{"type":116},{"text":335,"type":76},": les biais sont multiples sur ces variables qui sont trop distantes des activités.",{"type":203,"content":337},[338],{"type":72,"content":339},[340,344],{"text":341,"type":76,"marks":342},"Marge brute générée",[343],{"type":116},{"text":345,"type":76},": c'est un moyen efficace de limiter les promotions trop agressives que vos commerciaux pourraient faire pour favoriser le taux de closing.",{"type":203,"content":347},[348],{"type":72,"content":349},[350,354],{"text":351,"type":76,"marks":352},"MRR (Monthly Recurring Revenue)",[353],{"type":116},{"text":355,"type":76},": un cas un peu particulier pour les modèles d'abonnement mensuel. Le \"new MRR\" c'est-à-dire le revenu récurrent mensuel marginal acquis sur une période donnée est aussi biaisé. Le plus gros biais est évidemment le churn. Le raisonnement de ceux qui travaillent au MRR est un raisonnement en fonction de la LTV (Life Time Value). Si vous anticipez une rétention de 3 ans, vous projetez un MRR sur 36 mois pour évaluer le revenu potentiel. Mal incentivée, l'équipe commerciale exploite le faible engagement (un mois seulement, faibles montants, etc.) pour maximiser son taux de closing et le MRR (qui n'est plus vraiment récurrent du coup) généré.",{"type":72,"content":357},[358,360,373],{"text":359,"type":76},"On peut aussi ajouter d'autres variables de segmentation, comme l'origine du lead par exemple. En effet, il est crucial d",{"text":361,"type":76,"marks":362},"'optimiser la gestion des dépenses de votre équipe commerciale",[363],{"type":81,"attrs":364},{"href":365,"uuid":366,"anchor":25,"target":25,"linktype":367,"story":368},"optimisation-depenses-commerciales","a8bd59ed-b2d3-48f3-8049-50b716654dad","story",{"name":369,"id":370,"uuid":366,"slug":365,"url":371,"full_slug":372,"_stopResolving":41},"Comment optimiser la gestion des dépenses de votre équipe commerciale ?",208803010,"blog/optimisation-depenses-commerciales","fr/blog/optimisation-depenses-commerciales",{"text":374,"type":76},". Si pour obtenir un lead vous avez eu un coût d'acquisition marketing, il est a priori assez normal de moins rémunérer vos équipes commerciales que si le lead provenait des efforts de prospection.",{"type":140,"attrs":376,"content":377},{"level":142},[378],{"text":379,"type":76},"Keep It Simple, Stupid (KISS)",{"type":72,"content":381},[382,384,389],{"text":383,"type":76},"Un bon ",{"text":385,"type":76,"marks":386},"système de rémunération",[387],{"type":167,"attrs":388},{"color":22},{"text":390,"type":76}," doit être juste, compréhensible par tous et équitable - i.e offrant les mêmes possibilités de succès à tous. L’idée n’est pas non plus de passer 4 jours par mois à calculer les salaires des commerciaux.",{"type":72,"content":392},[393,395,400,402,407,409,414,416,421],{"text":394,"type":76},"Pour que le système soit compréhensible, ne fixez plus de 4 ou 5 objectifs (",{"text":396,"type":76,"marks":397},"quantitatifs",[398],{"type":167,"attrs":399},{"color":22},{"text":401,"type":76}," comme qualitatifs), et communiquez régulièrement sur le ",{"text":403,"type":76,"marks":404},"plan de commissionnement",[405],{"type":167,"attrs":406},{"color":22},{"text":408,"type":76},", l’évolution de la ",{"text":410,"type":76,"marks":411},"partie variable",[412],{"type":167,"attrs":413},{"color":22},{"text":415,"type":76}," comme de la ",{"text":417,"type":76,"marks":418},"partie fixe",[419],{"type":167,"attrs":420},{"color":22},{"text":422,"type":76},"..",{"type":72,"content":424},[425,427,432],{"text":426,"type":76},"Assurez-vous aussi que les indicateurs de succès de l'entreprise soient alignés avec la ",{"text":428,"type":76,"marks":429},"rémunération des commerciaux",[430],{"type":167,"attrs":431},{"color":22},{"text":258,"type":76},{"type":72,"content":434},[435],{"text":436,"type":76},"Les exigences doivent être évidentes et incitatives, et le gain individuel doit passer par la réussite collective. Il est important de mettre votre équipe sur le même pied d’égalité. Donnez-leur les mêmes outils de prospection et un accès à LinkedIn pour le social Selling.",{"type":72,"content":438},[439,441,449],{"text":440,"type":76},"Tous vos commerciaux ne sont pas aussi à l’aise avec ces outils. Mettez en place des formations internes ou offrez-vous les services d’une ",{"text":442,"type":76,"marks":443},"agence SEO",[444,447],{"type":81,"attrs":445},{"href":446,"uuid":25,"anchor":25,"target":25,"linktype":59},"https://junto.fr/agence-seo/",{"type":448},"underline",{"text":450,"type":76},"/growth pour abonder en lead vos commerciaux. Vous mesurez ainsi leur performance uniquement sur leur capacité à signer ces deals.",{"type":140,"attrs":452,"content":453},{"level":142},[454],{"text":455,"type":76},"Un bon plan de rémunération doit être prévisible et stable",{"type":72,"content":457},[458,460,465],{"text":459,"type":76},"Certains ",{"text":461,"type":76,"marks":462},"systèmes de rémunération",[463],{"type":167,"attrs":464},{"color":22},{"text":466,"type":76}," sont complexes :",{"type":200,"content":468},[469,485],{"type":203,"content":470},[471],{"type":72,"content":472},[473,477,479,484],{"text":474,"type":76,"marks":475},"Les systèmes de pointage",[476],{"type":116},{"text":478,"type":76}," qui viennent pondérer une masse de chiffres par rapport à la performance de la ",{"text":480,"type":76,"marks":481},"force de vente",[482],{"type":167,"attrs":483},{"color":22},{"text":258,"type":76},{"type":203,"content":486},[487],{"type":72,"content":488},[489,493,495,500,502,507],{"text":490,"type":76,"marks":491},"Les systèmes de plateaux",[492],{"type":116},{"text":494,"type":76}," qui donnent des taux de commissions variables en fonction des paliers atteints. Ce type ne permet pas de prévoir en avance le ",{"text":496,"type":76,"marks":497},"montant de commission",[498],{"type":167,"attrs":499},{"color":22},{"text":501,"type":76}," que le représentant va faire d’ici la fin de l’année. Ce qui affecte critiquement la motivation des représentants qui raisonnent en fonction des commissions à ",{"text":503,"type":76,"marks":504},"court terme",[505],{"type":167,"attrs":506},{"color":22},{"text":258,"type":76},{"type":72,"content":509},[510],{"text":511,"type":76},"L’enjeu est également de lisser l’activité pour éviter les fluctuations trop importantes et les périodes de creux. La prévisibilité est clé dans tout business.",{"type":72,"content":513},[514],{"text":515,"type":76},"Il est aussi important pour une entreprise de piloter son coût d'acquisition tout au long de l'année. Cela permet notamment d'éviter les surprises au moment de verser les primes et d’anticiper un problème de trésorerie.",{"type":140,"attrs":517,"content":518},{"level":142},[519],{"text":520,"type":76},"Les différents types de plans de rémunération",{"type":140,"attrs":522,"content":524},{"level":523},3,[525],{"text":526,"type":76},"1. Activité ou Résultat",{"type":72,"content":528},[529],{"text":530,"type":76},"Il existe deux approches de la gestion d'une équipe de vente : donner un objectif d’activité ou un objectif de résultat.",{"type":72,"content":532},[533,535,540,542],{"text":534,"type":76},"En choisissant une approche de la vente basée sur les activités - passer un appel, qualifier un prospect, rencontrer un prospect, envoyer un e-mail, etc - l’",{"text":536,"type":76,"marks":537},"atteinte de l’objectif",[538],{"type":167,"attrs":539},{"color":22},{"text":541,"type":76}," sera certainement plus aisée. Vos équipes seront plus efficaces car elles sauront exactement quelles actions réaliser pour atteindre les objectifs qui lui ont été fixés. Cette méthode nécessite cependant d’excellents ",{"text":543,"type":76,"marks":544},"outils de pilotage de l’entreprise.",[545,548],{"type":81,"attrs":546},{"href":547,"uuid":25,"anchor":25,"target":25,"linktype":59},"https://www.spendesk.com/fr/blog/outils-pilotage-entreprise/",{"type":448},{"type":72,"content":550},[551,553,558,560,565],{"text":552,"type":76},"La limite de cette méthode est qu’il est difficile de valoriser les activités. Certains considèrent même que cela doit faire partie du ",{"text":554,"type":76,"marks":555},"salaire fixe",[556],{"type":167,"attrs":557},{"color":22},{"text":559,"type":76}," des ",{"text":561,"type":76,"marks":562},"équipes commerciales",[563],{"type":167,"attrs":564},{"color":22},{"text":566,"type":76},". Pourquoi pas.",{"type":72,"content":568},[569,571,575],{"text":570,"type":76},"Mais sur des ",{"text":183,"type":76,"marks":572},[573],{"type":167,"attrs":574},{"color":22},{"text":576,"type":76}," longs et complexes, il est important de maintenir une certaine rigueur dans l'entretien du pipeline commercial. Les objectifs à l'activité peuvent aider dans ce sens.",{"type":72,"content":578},[579],{"text":580,"type":76},"Ils permettent aussi de mieux anticiper et piloter les salaires, les activités étant typiquement beaucoup moins sensibles aux facteurs exogènes de croissance comme la saisonnalité. Ça permet une base assez saine, sans surprise, et d’envisager les recrutements et la croissance de l’équipe de façon beaucoup plus sereine.",{"type":72,"content":582},[583],{"text":584,"type":76},"Pour les activités de prospection, c'est aussi un grand classique. La variance d'obtention d'un rendez-vous est tellement élevée d'un mois à l'autre en fonction de la qualité des leads, du type de marché, etc. Maintenir un process rigoureux permet d'assurer des résultats à vous, et à vos équipes.",{"type":140,"attrs":586,"content":587},{"level":523},[588],{"text":589,"type":76},"2. Primes d'objectifs et commissionnement plafonné",{"type":140,"attrs":591,"content":593},{"level":592},4,[594],{"text":595,"type":76,"marks":596},"Commissions",[597],{"type":116},{"type":72,"content":599},[600,602,607],{"text":601,"type":76},"En termes de ",{"text":603,"type":76,"marks":604},"modèle de rémunération variable",[605],{"type":167,"attrs":606},{"color":22},{"text":608,"type":76},", la pratique la plus répandue est la commission. Elle permet d’indexer une part des revenus de vos commerciaux aux revenus qu’ils génèrent – un pourcentage des ventes ou de la marge par exemple. L’objectif est d’incentiver vos collaborateurs à vendre plus.",{"type":72,"content":610},[611,613,617],{"text":612,"type":76},"Il est crucial cependant de bien maîtriser vos ",{"text":183,"type":76,"marks":614},[615],{"type":167,"attrs":616},{"color":22},{"text":618,"type":76},", pour faire en sorte de ne pas démotiver vos commerciaux lors des périodes creuses. Veillez également à ce que le pipe commercial soit toujours alimenté pour éviter que vos commerciaux arrivent à court de leads, et peinent ensuite à générer de l’activité.",{"type":72,"content":620},[621,623,628],{"text":622,"type":76},"Cette méthode présente aussi l’avantage qu’elle permet un pilotage plus facile, les commissions étant directement liées au ",{"text":624,"type":76,"marks":625},"chiffre d’affaires",[626],{"type":167,"attrs":627},{"color":22},{"text":194,"type":76},{"type":140,"attrs":630,"content":631},{"level":592},[632],{"text":633,"type":76,"marks":634},"Objectifs",[635],{"type":116},{"type":72,"content":637},[638],{"text":639,"type":76},"Les primes d’objectifs rémunèrent également les commerciaux en fonction des revenus qu’ils génèrent mais fonctionnent sur un modèle de pallier. Par exemple, pour 10k€ générés vos commerciaux toucheront une prime de 1k€. En dessous, ils ne percevront rien. Et au-dessus, ils percevront toujours la même somme. La limite est donc qu’une fois l’objectif atteint, la motivation chutera.",{"type":72,"content":641},[642,644,650],{"text":643,"type":76},"L’objectif doit être précisément défini, ce qui requiert une solide maîtrise de vos KPIs et de votre marché. Cette méthode permet aussi de moduler l’objectif en fonction des profils. Ainsi, vous pouvez placer le curseur plus bas pour les commerciaux juniors et leur mettre en place un ",{"text":645,"type":76,"marks":646},"plan de formation commerciale",[647],{"type":81,"attrs":648},{"href":649,"uuid":25,"anchor":25,"target":25,"linktype":59},"https://salesdorado.com/organisation-commerciale/plan-formation-commerciaux/",{"text":258,"type":76},{"type":140,"attrs":652,"content":653},{"level":523},[654],{"text":655,"type":76},"3. Le commissionnement sans limite",{"type":72,"content":657},[658,660,665,667,672],{"text":659,"type":76},"Fixer un plafond, qui peut dépasser les 100 %, dans un esprit de ",{"text":661,"type":76,"marks":662},"surperformance",[663],{"type":167,"attrs":664},{"color":22},{"text":666,"type":76},", est une option souvent envisagée dans un ",{"text":668,"type":76,"marks":669},"plan de rémunération",[670],{"type":167,"attrs":671},{"color":22},{"text":673,"type":76},". Elle permet de délimiter les capacités de vente et lisser l’activité afin de la rendre plus prévisible et plus stable.",{"type":72,"content":675},[676,678,683,685,690,692,697],{"text":677,"type":76},"En effet, au-delà d’une certaine performance, ce sont bien souvent d’autres facteurs conjoncturels qui jouent en faveur du commercial, mais qui ne sont pas de son ressort. Le ",{"text":679,"type":76,"marks":680},"plafonnement",[681],{"type":167,"attrs":682},{"color":22},{"text":684,"type":76}," peut donc servir de garde-fou lors de la ",{"text":686,"type":76,"marks":687},"mise en place",[688],{"type":167,"attrs":689},{"color":22},{"text":691,"type":76}," d’une nouvelle ",{"text":693,"type":76,"marks":694},"politique de rémunération",[695],{"type":167,"attrs":696},{"color":22},{"text":698,"type":76}," dont les barèmes ne sont pas encore définitifs. Ce n’est qu’une fois rodé que votre système pourra fonctionner sans.",{"type":140,"attrs":700,"content":701},{"level":523},[702],{"text":703,"type":76},"4. La rémunération non financière",{"type":72,"content":705},[706],{"text":707,"type":76},"Il existe aussi un autre type de rémunération appelé “périphériques de rémunération”, dont font partie les salaires à long terme. Ils englobent notamment la participation, la part des bénéfices, les avantages sociaux, les congés payés, les formations commerciales, les programmes de sécurité de revenu et les autres privilèges accordés par l’entreprise aux employés.",{"type":72,"content":709},[710],{"text":711,"type":76},"Les entreprises peuvent opter pour ce mode de rémunération à long terme afin de fidéliser leurs employés. Par exemple, vous pouvez mettre en place une prime d’intéressement, reçue une à deux fois par an, basée sur le pourcentage du chiffre d’affaires réalisé. Ainsi, plus l’employé travaille depuis longtemps dans la société, plus le montant de sa prime sera important.",{"type":72,"content":713},[714],{"text":715,"type":76},"D’autres éléments qui n’entrent pas dans la rémunération stricto sensu peuvent être autant d’avantages à mettre en avant auprès de vos collaborateurs pour les motiver et les fidéliser. Quelques exemples : titre-restaurant, épargne salariale, véhicule de fonction, prime d’ancienneté, téléphone et ordinateur professionnels, mutuelle...",{"type":72,"content":717},[718],{"type":276,"attrs":719},{"id":25,"alt":25,"src":720,"title":25,"source":25,"copyright":25,"meta_data":721},"https://lh6.googleusercontent.com/D5x-veyPgWVFHhK1w8ItoRGXy3G9M6F_ZJvhfCXNqVD0PQwHeciAJFOs3jL4ZAdbbjkdHnhnruA7XDqXoRmJtTKuM2K8PFyGCTlQLvZ4S7WNU5BS_Bl0IB2J-7PhCypqOIElUeQB",{},{"type":72,"content":723},[724,725],{"text":283,"type":76},{"text":726,"type":76,"marks":727},"General Mills",[728],{"type":81,"attrs":729},{"href":730,"uuid":25,"anchor":25,"target":25,"linktype":59},"https://generalmills.fr/fr-FR/Careers/Pilotez%20votre%20carriere/remuneration",{"type":72,"content":732},[733],{"text":734,"type":76},"Ne négligez pas non plus les concours et autres opérations de stimulation qui entrent en ligne de compte. Enfin, de petites récompenses simples et peu coûteuses comme une boîte de chocolats livrée sur le lieu de travail, un dîner dans un bon restaurant ou des places pour un match de foot, se révèlent souvent d’une extrême efficacité.",{"type":140,"attrs":736,"content":737},{"level":142},[738],{"text":739,"type":76},"Les biais à éviter dans votre plan de rémunération",{"type":72,"content":741},[742,748,753,758,762,767,772,777,782,787,792,797,801],{"text":743,"type":76,"marks":744},"Lorsqu’on établit une ",[745],{"type":167,"attrs":746},{"color":747},"rgb(21, 38, 55)",{"text":749,"type":76,"marks":750},"stratégie commerciale",[751],{"type":167,"attrs":752},{"color":22},{"text":754,"type":76,"marks":755},", il est question de poser un ",[756],{"type":167,"attrs":757},{"color":747},{"text":210,"type":76,"marks":759},[760],{"type":167,"attrs":761},{"color":22},{"text":763,"type":76,"marks":764}," qui vienne complémenter le ",[765],{"type":167,"attrs":766},{"color":747},{"text":768,"type":76,"marks":769},"salaire de base",[770],{"type":167,"attrs":771},{"color":22},{"text":773,"type":76,"marks":774}," de manière cohérente. Selon le ",[775],{"type":167,"attrs":776},{"color":747},{"text":778,"type":76,"marks":779},"secteur d’activité",[780],{"type":167,"attrs":781},{"color":22},{"text":783,"type":76,"marks":784},", certains écueils s’observent dès la ",[785],{"type":167,"attrs":786},{"color":747},{"text":788,"type":76,"marks":789},"rémunération fixe",[790],{"type":167,"attrs":791},{"color":22},{"text":793,"type":76,"marks":794}," et peuvent avoir un impact très concret sur la trajectoire du ",[795],{"type":167,"attrs":796},{"color":747},{"text":624,"type":76,"marks":798},[799],{"type":167,"attrs":800},{"color":22},{"text":258,"type":76,"marks":802},[803],{"type":167,"attrs":804},{"color":747},{"type":140,"attrs":806,"content":807},{"level":523},[808],{"text":809,"type":76},"1. L'effet frigo",{"type":72,"content":811},[812],{"text":813,"type":76},"Le risque avec le commissionnement plafonné, c’est «l’effet frigo»:  le commercial, ayant atteint le palier maximal, met ses dossiers chauds de côté pour la période suivante, afin d’assurer ses prochaines performances.",{"type":72,"content":815},[816],{"text":817,"type":76},"Afin d’éviter ces pratiques qui limitent les résultats commerciaux, espacez les périodes d’objectifs (six mois, par exemple). Cela aura aussi mécaniquement un impact sur la motivation de vos commerciaux.",{"type":140,"attrs":819,"content":820},{"level":523},[821],{"text":822,"type":76},"2. La sur-personnalisation",{"type":72,"content":824},[825,827,831],{"text":826,"type":76},"Dans certains cas, différents ",{"text":461,"type":76,"marks":828},[829],{"type":167,"attrs":830},{"color":22},{"text":832,"type":76}," cohabitent pour une même population de commerciaux. Cela peut être justifié si vos vendeurs commercialisent des offres distinctes ou traitent des cibles particulières (grands comptes, PME, particuliers…), ou encore s’ils sont sédentaires ou terrain. Cela permet d’éviter de créer des situations d’injustice perçue ou réelle.",{"type":72,"content":834},[835],{"text":836,"type":76},"Idem lorsque vous avez des commerciaux débutants, vous pouvez aussi leur fixer des objectifs plus souples et révisés à la baisse, plus «faciles» à atteindre que les autres. Cela permet de ne pas creuser un fossé de performances, et de leur faire sentir que l’effort paie.",{"type":72,"content":838},[839,841,846],{"text":840,"type":76},"Toutefois, pour éviter l’individualisme, valorisez aussi bien les performances individuelles que collectives. En effet, ces dernières favorisent l’entraide entre commerciaux. Attention cependant à ce que les commerciaux moins bons ne se réfugient pas derrière les résultats collectifs, pour dissimuler leurs mauvaises performances individuelles. Pour cela, les objectifs collectifs ne doivent pas dépasser 20 % de la ",{"text":842,"type":76,"marks":843},"rémunération variable",[844],{"type":167,"attrs":845},{"color":22},{"text":258,"type":76},{"type":140,"attrs":848,"content":849},{"level":523},[850],{"text":851,"type":76},"3. L'isolation",{"type":72,"content":853},[854],{"text":855,"type":76},"Réciproquement, un biais important est le sur-cloisonnement de vos objectifs. Le risque c'est que vos équipes ne communiquent plus, et ne parviennent plus (même avec toute la bonne volonté du monde) à faire avancer le pipeline. Les AEs considèrent que les leads sont mauvais. Les SDRs considèrent que les AEs ne font pas le travail. On ne vous fait pas un dessin ça peut très vite, très mal se passer.",{"type":72,"content":857},[858,860,864,866,873,875,880],{"text":859,"type":76},"Ça ne se limite d’ailleurs pas uniquement aux ",{"text":561,"type":76,"marks":861},[862],{"type":167,"attrs":863},{"color":22},{"text":865,"type":76},". La rivalité légendaire entre les équipes marketing et commerciales reste la règle dans la plupart des organisations. Pour l’éviter, veillez à ce que vos ",{"text":867,"type":76,"marks":868},"budgets marketing",[869,872],{"type":81,"attrs":870},{"href":871,"uuid":25,"anchor":25,"target":25,"linktype":59},"https://www.spendesk.com/fr/blog/budget-marketing/",{"type":448},{"text":874,"type":76}," et commerciaux soient en phase avec les ",{"text":876,"type":76,"marks":877},"objectifs de l’entreprise",[878],{"type":167,"attrs":879},{"color":22},{"text":881,"type":76}," et synchronisés dans leur portée.",{"type":72,"content":883},[884],{"type":276,"attrs":885},{"id":25,"alt":25,"src":886,"title":25,"source":25,"copyright":25,"meta_data":887},"https://lh6.googleusercontent.com/9w6HRwjn7S9qD1B7Z3UpsOJnw1Y8Hqg3dWwmVjxs61CEAz4Pnynt6liqU8zBlOJMGN2GcMJDYPmZGQsgBUlQPqRVjTH2ZtpBB05lZv_G50WofpdF4XjOVIhv-PeEenuk2fdlx_hc",{},{"type":72,"content":889},[890,891],{"text":283,"type":76},{"text":892,"type":76,"marks":893},"WinBound",[894],{"type":81,"attrs":895},{"href":896,"uuid":25,"anchor":25,"target":25,"linktype":59},"https://blog.winbound.fr/smarketing-renouer-contact-marketing-commerce",{"type":72,"content":898},[899],{"text":900,"type":76},"Veillez à ce que tous vos collaborateurs soient alignés sur les objectifs à atteindre. Signer un contrat est un travail d’équipe. Un bon alignement du marketing et du commercial permet d’obtenir des leads de qualité et d’améliorer la conversion.",{"type":140,"attrs":902,"content":903},{"level":523},[904],{"text":905,"type":76},"4. La zone de confort",{"type":72,"content":907},[908,910,915],{"text":909,"type":76},"L'effet zone de confort est classique chez les account managers. Après quelques mois ou quelques années, avec un portefeuille dynamique (de façon structurelle), une \"baseline\" de performance se dessine, et vos commerciaux peuvent se \"contenter\" d'animer un réseau de clients sans être démesurément motivés à développer le portefeuille et attirer de ",{"text":911,"type":76,"marks":912},"nouveaux clients",[913],{"type":167,"attrs":914},{"color":22},{"text":258,"type":76},{"type":131,"attrs":917},{"id":133,"body":918},[919],{"_uid":920,"html":921,"component":138},"i-75918431-fe08-49ba-9357-d7e38fb44d16","\u003C!--HubSpot Call-to-Action Code -->\u003Cspan class=\"hs-cta-wrapper\" id=\"hs-cta-wrapper-c82a2003-5fea-4a08-95ed-67d976770d9c\">\u003Cspan class=\"hs-cta-node hs-cta-c82a2003-5fea-4a08-95ed-67d976770d9c\" id=\"hs-cta-c82a2003-5fea-4a08-95ed-67d976770d9c\">\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/c82a2003-5fea-4a08-95ed-67d976770d9c\" target=\"_blank\" rel=\"noopener\">\u003Cimg class=\"hs-cta-img\" id=\"hs-cta-img-c82a2003-5fea-4a08-95ed-67d976770d9c\" style=\"border-width:0px;\" height=\"1280\" width=\"2560\" src=\"https://no-cache.hubspot.com/cta/default/2694209/c82a2003-5fea-4a08-95ed-67d976770d9c.png\"  alt=\"guide-depense-operationnelles\"/>\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, 'c82a2003-5fea-4a08-95ed-67d976770d9c', {\"useNewLoader\":\"true\",\"region\":\"na1\"}); \u003C/script>\u003C/span>\u003C!-- end HubSpot Call-to-Action Code -->",{"type":72,"content":923},[924,926,931],{"text":925,"type":76},"Tant que ça dure, vous considérez probablement la ",{"text":927,"type":76,"marks":928},"rémunération globale",[929],{"type":167,"attrs":930},{"color":22},{"text":932,"type":76}," un peu excessive. Et surtout, les bonnes choses ne durent jamais, et vous vous exposez très sérieusement à perdre un de vos meilleurs éléments (qu'il parte parce que moins motivé, parce que la prime a été divisée par deux le jour où un gros client décide de changer de fournisseur etc.).",{"type":72,"content":934},[935,937,943],{"text":936,"type":76},"Si vous êtes fan de ",{"text":938,"type":76,"marks":939},"The Office",[940],{"type":81,"attrs":941},{"href":942,"uuid":25,"anchor":25,"target":25,"linktype":59},"https://www.youtube.com/watch?v=31g0YE61PLQ",{"text":944,"type":76},", c'est probablement l'illustration la plus criante.",{"type":72,"content":946},[947],{"text":948,"type":76},"Pour éviter ce biais, le seul moyen est de toujours encourager vos commerciaux à aller plus loin. 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Vous devez concevoir un programme de rémunération qui vous aide à attirer et à retenir les meilleurs 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Les comptables peuvent centraliser les reçus avec capture automatique, générer des rapports de dépenses par client et exporter vers les logiciels comptables pour un rapprochement et une facturation plus rapides.",{"_uid":2677,"title":2678,"component":2456,"description":2679},"79146374-bbe5-48ef-b52d-9d3ae004a7e5","Puis-je rapprocher les dépenses clients et les exporter vers un logiciel comptable depuis Spendesk ?",{"type":69,"content":2680},[2681],{"type":72,"content":2682},[2683],{"text":2684,"type":76},"Spendesk propose le rapprochement automatique des dépenses et des intégrations directes vers Xero, QuickBooks et Sage, ainsi que l'export CSV et le rapprochement des reçus. Les comptables peuvent utiliser la capture de factures et les exports en un clic pour mapper les transactions, attacher les reçus et accélérer la clôture pour plusieurs clients.",{"_uid":2686,"title":2687,"component":2456,"description":2688},"c1693797-9176-4a5a-a924-8d4ff4f2efa3","Comment Spendesk aide-t-il à faire respecter les approbations et contrôles de dépenses pour les clients ?",{"type":69,"content":2689},[2690],{"type":72,"content":2691},[2692],{"text":2693,"type":76},"Spendesk fait respecter les approbations et contrôles via des workflows personnalisables, des budgets prédéfinis par projet ou client et des cartes virtuelles avec plafonds et restrictions par marchand. 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Comparer les trois permet d’anticiper les dépassements au lieu de les constater à la clôture.",{"_uid":2873,"hide":28,"title":2874,"component":2456,"description":2875},"e74f9a3b-cd8e-4740-bf8d-ed0fa08d85ae","Excel suffit-il pour suivre un budget ?",{"type":69,"attrs":2876,"content":2877},{"backgroundColor":25},[2878],{"type":72,"attrs":2879,"content":2880},{"textAlign":25},[2881],{"text":2882,"type":76},"Excel peut suffire pour une petite structure avec une seule entité, peu de lignes budgétaires et peu d’utilisateurs. Il devient plus fragile lorsque plusieurs versions circulent, que les dépenses engagées ne sont pas suivies ou que les managers ont besoin d’une information en temps réel.",{"_uid":2884,"hide":28,"title":2885,"component":2456,"description":2886},"4387ed28-7167-4a6f-b966-1ecd35c57afa","Un logiciel FP&A remplace-t-il un logiciel de suivi des dépenses ?",{"type":69,"attrs":2887,"content":2888},{"backgroundColor":25},[2889],{"type":72,"attrs":2890,"content":2891},{"textAlign":25},[2892],{"text":2893,"type":76},"Non. Un logiciel FP&A sert principalement à construire des scénarios, prévoir les résultats et consolider les données. Un outil de gestion des dépenses capte les demandes, cartes, notes de frais et factures au moment où elles interviennent. Les deux solutions peuvent être complémentaires.",{"_uid":2895,"hide":28,"title":2896,"component":2456,"description":2897},"7279dbe6-c90c-486e-a752-3effae3fca89","Quelles intégrations vérifier avant de choisir un outil ?",{"type":69,"attrs":2898,"content":2899},{"backgroundColor":25},[2900],{"type":72,"attrs":2901,"content":2902},{"textAlign":25},[2903],{"text":2904,"type":76},"Vérifiez l’intégration avec votre logiciel comptable, votre ERP, votre outil de paie si nécessaire et vos systèmes de paiement. Contrôlez aussi les données synchronisées, la fréquence des mises à jour, les dimensions analytiques et les possibilités d’export ou d’API.",{"_uid":2906,"hide":28,"title":2907,"component":2456,"description":2908},"bace8455-8220-4b1b-bd23-9ce3c39cdbba","Comment tester un logiciel de suivi budgétaire ?",{"type":69,"attrs":2909,"content":2910},{"backgroundColor":25},[2911],{"type":72,"attrs":2912,"content":2913},{"textAlign":25},[2914],{"text":2915,"type":76},"Testez-le sur un mois complet et sur un périmètre limité, avec vos propres dépenses. Vérifiez le suivi du budget engagé, les workflows d’approbation, les alertes, les droits d’accès, les exports comptables et le temps nécessaire à la production du reporting.",[2917],{"cta":2918,"_uid":2919,"title":2920,"layout":22,"eyebrow":2928,"subtitle":2935,"component":140,"textAlign":22,"eyebrowPill":28,"checkmarkList":28,"flexibleSection":2938,"sectionSettings":2939,"displaySeparator":28,"breakLineOnMobile":28,"subtitleLeftBorder":28,"customTitleFontSize":22},[],"9faf5db3-f86f-469c-b307-c83919dbf275",{"type":69,"attrs":2921,"content":2922},{"backgroundColor":25},[2923],{"type":140,"attrs":2924,"content":2925},{"level":142,"textAlign":25},[2926],{"text":2927,"type":76},"Questions fréquentes sur les logiciels de suivi 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00:00",[],[],"Délais de paiement fournisseurs en France : règles légales, calcul des échéances, exceptions, pénalités et bonnes pratiques pour éviter les retards.",[],[3008],{"cta":3009,"_uid":3010,"items":3011,"heading":3173,"reverse":28,"component":2595,"sectionSettings":3197},[],"e26fe26e-a1cc-408d-b232-74816caf335e",[3012,3032,3059,3081,3096],{"_uid":3013,"hide":28,"title":3014,"component":2456,"description":3015},"b7e951af-27d1-446d-bf13-2c8e21508c90","Peut-on dépasser 60 jours de délai de paiement ?",{"type":69,"attrs":3016,"content":3017},{"backgroundColor":25},[3018,3027],{"type":72,"attrs":3019,"content":3020},{"textAlign":25},[3021,3025],{"text":3022,"type":76,"marks":3023},"Dans le régime général, non.",[3024],{"type":116},{"text":3026,"type":76}," Le délai convenu ne peut pas dépasser 60 jours après la date d’émission de la facture ou 45 jours fin de mois.",{"type":72,"attrs":3028,"content":3029},{"textAlign":25},[3030],{"text":3031,"type":76},"Certaines exceptions existent néanmoins. Service-Public prévoit par exemple jusqu’à 90 jours pour certaines exportations hors Union européenne en franchise de TVA, sous conditions.",{"_uid":3033,"hide":28,"title":3034,"component":2456,"description":3035},"42d3707d-b45c-4fcf-ac3a-2e902def257e","Quel est le délai de paiement d’une facture périodique ?",{"type":69,"attrs":3036,"content":3037},{"backgroundColor":25},[3038,3049],{"type":72,"attrs":3039,"content":3040},{"textAlign":25},[3041,3043,3047],{"text":3042,"type":76},"Une facture périodique doit être réglée au plus tard ",{"text":3044,"type":76,"marks":3045},"45 jours après sa date d’émission",[3046],{"type":116},{"text":3048,"type":76},", sans report en fin de mois.",{"type":72,"attrs":3050,"content":3051},{"textAlign":25},[3052,3054,3058],{"text":3053,"type":76},"Une facture mensuelle de maintenance émise le 31 octobre 2026 doit donc être payée au plus tard le ",{"text":3055,"type":76,"marks":3056},"15 décembre 2026",[3057],{"type":116},{"text":258,"type":76},{"_uid":3060,"hide":28,"title":3061,"component":2456,"description":3062},"759c2579-2400-475f-944b-1410b215bd65","Quel est le délai moyen de paiement des fournisseurs en France ?",{"type":69,"attrs":3063,"content":3064},{"backgroundColor":25},[3065,3076],{"type":72,"attrs":3066,"content":3067},{"textAlign":25},[3068,3070,3074],{"text":3069,"type":76},"Selon le rapport 2025 de l’Observatoire des délais de paiement, le délai moyen fournisseurs atteignait ",{"text":3071,"type":76,"marks":3072},"50 jours en 2024",[3073],{"type":116},{"text":3075,"type":76},", hors microentreprises.",{"type":72,"attrs":3077,"content":3078},{"textAlign":25},[3079],{"text":3080,"type":76},"Le rapport indique également que 72 % de ces entreprises payaient en moyenne sous 60 jours, contre 48 % des grandes entreprises.",{"_uid":3082,"hide":28,"title":3083,"component":2456,"description":3084},"240893ee-f143-4db8-8497-f1c5003af098","La facturation électronique change-t-elle les délais de paiement ?",{"type":69,"attrs":3085,"content":3086},{"backgroundColor":25},[3087],{"type":72,"attrs":3088,"content":3089},{"textAlign":25},[3090,3094],{"text":3091,"type":76,"marks":3092},"Elle change le circuit de traitement, mais pas les délais légaux.",[3093],{"type":116},{"text":3095,"type":76}," L’Observatoire des délais de paiement ne prévoit pas de baisse automatique des retards, car ceux-ci dépendent aussi des processus internes d’approbation et de paiement.",{"_uid":3097,"hide":28,"title":3098,"component":2456,"description":3099},"eacb2f02-010c-412f-a302-45e7402e73ea","Comment calculer les pénalités de retard ?",{"type":69,"attrs":3100,"content":3101},{"backgroundColor":25},[3102,3112,3122,3127,3134,3139,3162],{"type":72,"attrs":3103,"content":3104},{"textAlign":25},[3105,3107,3111],{"text":3106,"type":76},"Sans taux prévu au contrat, Service-Public retient le taux de refinancement de la Banque centrale européenne majoré de dix points, soit ",{"text":3108,"type":76,"marks":3109},"12,40 % au second semestre 2026",[3110],{"type":116},{"text":258,"type":76},{"type":72,"attrs":3113,"content":3114},{"textAlign":25},[3115,3117,3121],{"text":3116,"type":76},"À cela s’ajoute l’indemnité forfaitaire de ",{"text":3118,"type":76,"marks":3119},"40 € par facture",[3120],{"type":116},{"text":258,"type":76},{"type":72,"attrs":3123,"content":3124},{"textAlign":25},[3125],{"text":3126,"type":76},"Pour une facture de 5 000 € TTC réglée avec 45 jours de retard :",{"type":72,"attrs":3128,"content":3129},{"textAlign":25},[3130],{"text":3131,"type":76,"marks":3132},"5 000 × 12,40 % × 45 / 365 = 76,44 €",[3133],{"type":116},{"type":72,"attrs":3135,"content":3136},{"textAlign":25},[3137],{"text":3138,"type":76},"Il faut donc ajouter :",{"type":200,"content":3140},[3141,3152],{"type":203,"content":3142},[3143],{"type":72,"attrs":3144,"content":3145},{"textAlign":25},[3146,3150],{"text":3147,"type":76,"marks":3148},"76,44 € de pénalités de retard",[3149],{"type":116},{"text":3151,"type":76}," ;",{"type":203,"content":3153},[3154],{"type":72,"attrs":3155,"content":3156},{"textAlign":25},[3157,3161],{"text":3158,"type":76,"marks":3159},"40 € d’indemnité forfaitaire",[3160],{"type":116},{"text":258,"type":76},{"type":72,"attrs":3163,"content":3164},{"textAlign":25},[3165,3167,3171],{"text":3166,"type":76},"Soit ",{"text":3168,"type":76,"marks":3169},"116,44 € au total",[3170],{"type":116},{"text":3172,"type":76},", hors éventuels frais complémentaires de recouvrement.",[3174],{"cta":3175,"_uid":3176,"title":3177,"layout":22,"eyebrow":3185,"subtitle":3192,"component":140,"textAlign":22,"eyebrowPill":28,"checkmarkList":28,"flexibleSection":3195,"sectionSettings":3196,"displaySeparator":28,"breakLineOnMobile":28,"subtitleLeftBorder":28,"customTitleFontSize":22},[],"5c4637c5-74fc-4bcc-96e4-c9a42c18fd0f",{"type":69,"attrs":3178,"content":3179},{"backgroundColor":25},[3180],{"type":140,"attrs":3181,"content":3182},{"level":142,"textAlign":25},[3183],{"text":3184,"type":76},"Questions fréquentes sur les délais de paiement 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