{"id":3376,"date":"2026-02-04T14:26:45","date_gmt":"2026-02-04T13:26:45","guid":{"rendered":"https:\/\/www.offredemploi.fr\/newsroom\/bonus-salesforce-pipeline\/"},"modified":"2026-02-04T14:26:45","modified_gmt":"2026-02-04T13:26:45","slug":"bonus-salesforce-pipeline","status":"publish","type":"post","link":"https:\/\/www.offredemploi.fr\/newsroom\/bonus-salesforce-pipeline\/","title":{"rendered":"Annonce avec variable : comment est calcul\u00e9 le bonus (Salesforce pipeline)"},"content":{"rendered":"<p class=\"wp-block-paragraph\">La gestion des primes influence la motivation et la fid\u00e9lisation des \u00e9quipes commerciales, notamment sur le terrain. Une <strong>annonce<\/strong> transparente des r\u00e8gles <strong>variable<\/strong> et un <strong>calcul<\/strong> accessible r\u00e9duisent litiges et incompr\u00e9hensions.<\/p>\n\n<!-- \/wp:post-content --><br>\n<!-- wp:paragraph -->\n\n<!-- wp:paragraph --><p>Le choix entre <strong>fixe<\/strong>, <strong>variable<\/strong> et mix conditionne la direction des efforts dans le <strong>pipeline<\/strong> de <strong>ventes<\/strong>. Suivez maintenant les points concrets \u00e0 garder \u00e0 l\u2019esprit pour structurer un <strong>bonus<\/strong> efficace.<\/p><!-- \/wp:paragraph -->\n\n<!-- \/wp:paragraph --><br>\n<!-- wp:heading {\"level\":2} -->\n\n<!-- wp:heading {\"level\":2} --><div id=\"ez-toc-container\" class=\"ez-toc-v2_0_88 counter-hierarchy ez-toc-counter ez-toc-custom ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">Sommaire<\/p>\n<span class=\"ez-toc-title-toggle\"><a href=\"#\" class=\"ez-toc-pull-right ez-toc-btn ez-toc-btn-xs ez-toc-btn-default ez-toc-toggle\" aria-label=\"Toggle Table of Content\"><span class=\"ez-toc-js-icon-con\"><span class=\"\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #1e73be;color:#1e73be\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewBox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #1e73be;color:#1e73be\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewBox=\"0 0 24 24\" version=\"1.2\" baseProfile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/span><\/a><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1 eztoc-toggle-hide-by-default' ><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/www.offredemploi.fr\/newsroom\/bonus-salesforce-pipeline\/#A_retenir\" >A retenir :<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/www.offredemploi.fr\/newsroom\/bonus-salesforce-pipeline\/#Calcul_du_bonus_dans_un_pipeline_Salesforce_pour_les_ventes\" >Calcul du bonus dans un pipeline Salesforce pour les ventes<\/a><ul class='ez-toc-list-level-3' ><li class='ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/www.offredemploi.fr\/newsroom\/bonus-salesforce-pipeline\/#Champs_Salesforce_essentiels_pour_le_calcul_des_commissions\" >Champs Salesforce essentiels pour le calcul des commissions<\/a><\/li><\/ul><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"https:\/\/www.offredemploi.fr\/newsroom\/bonus-salesforce-pipeline\/#Parametrage_du_pipeline_et_regles_de_remuneration_dans_Salesforce\" >Param\u00e9trage du pipeline et r\u00e8gles de r\u00e9mun\u00e9ration dans Salesforce<\/a><ul class='ez-toc-list-level-3' ><li class='ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-5\" href=\"https:\/\/www.offredemploi.fr\/newsroom\/bonus-salesforce-pipeline\/#Structurer_les_etapes_du_pipeline_pour_piloter_le_calcul\" >Structurer les \u00e9tapes du pipeline pour piloter le calcul<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-6\" href=\"https:\/\/www.offredemploi.fr\/newsroom\/bonus-salesforce-pipeline\/#Equilibrer_fixe_et_variable_pour_preserver_la_performance_durable\" >\u00c9quilibrer fixe et variable pour pr\u00e9server la performance durable<\/a><\/li><\/ul><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-7\" href=\"https:\/\/www.offredemploi.fr\/newsroom\/bonus-salesforce-pipeline\/#Pilotage_de_la_performance_et_prevention_des_derives_liees_au_bonus\" >Pilotage de la performance et pr\u00e9vention des d\u00e9rives li\u00e9es au bonus<\/a><ul class='ez-toc-list-level-3' ><li class='ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-8\" href=\"https:\/\/www.offredemploi.fr\/newsroom\/bonus-salesforce-pipeline\/#Indicateurs_de_performance_et_recompense_durable\" >Indicateurs de performance et r\u00e9compense durable<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-9\" href=\"https:\/\/www.offredemploi.fr\/newsroom\/bonus-salesforce-pipeline\/#Cas_pratiques_commission_bonus_et_fidelisation_des_clients\" >Cas pratiques : commission, bonus et fid\u00e9lisation des clients<\/a><\/li><\/ul><\/li><\/ul><\/nav><\/div>\n<h2><span class=\"ez-toc-section\" id=\"A_retenir\"><\/span>A retenir :<span class=\"ez-toc-section-end\"><\/span><\/h2><!-- \/wp:heading -->\n\n<!-- \/wp:heading --><br>\n<!-- wp:list -->\n\n<!-- wp:list --><ul><!-- wp:list-item --><li>Clart\u00e9 des r\u00e8gles de calcul du bonus pour chaque vendeur<\/li><!-- \/wp:list-item --><!-- wp:list-item --><li>\u00c9quilibre soigneux entre salaire fixe et composante variable incitative<\/li><!-- \/wp:list-item --><!-- wp:list-item --><li>Int\u00e9gration du pipeline Salesforce aux tableaux de calcul des commissions<\/li><!-- \/wp:list-item --><!-- wp:list-item --><li>Indicateurs quantitatifs et qualitatifs pour la relation client<\/li><!-- \/wp:list-item --><\/ul><!-- \/wp:list -->\n\n<!-- \/wp:list --><br>\n<!-- wp:heading {\"level\":2} -->\n\n<!-- wp:heading {\"level\":2} --><h2><span class=\"ez-toc-section\" id=\"Calcul_du_bonus_dans_un_pipeline_Salesforce_pour_les_ventes\"><\/span>Calcul du bonus dans un pipeline Salesforce pour les ventes<span class=\"ez-toc-section-end\"><\/span><\/h2><!-- \/wp:heading -->\n\n<!-- \/wp:heading --><br>\n<!-- wp:paragraph -->\n\n<!-- wp:paragraph --><p>Sur ces points essentiels, le <strong>calcul<\/strong> du <strong>bonus<\/strong> n\u00e9cessite des donn\u00e9es pr\u00e9cises depuis le <strong>pipeline<\/strong>. Dans <strong>Salesforce<\/strong>, les opportunit\u00e9s, montants et \u00e9tapes alimentent directement les formules de r\u00e9mun\u00e9ration.<\/p><!-- \/wp:paragraph -->\n\n<!-- \/wp:paragraph --><br>\n<!-- wp:heading {\"level\":3} -->\n\n<!-- wp:heading {\"level\":3} --><h3><span class=\"ez-toc-section\" id=\"Champs_Salesforce_essentiels_pour_le_calcul_des_commissions\"><\/span>Champs Salesforce essentiels pour le calcul des commissions<span class=\"ez-toc-section-end\"><\/span><\/h3><!-- \/wp:heading -->\n\n<!-- \/wp:heading --><br>\n<!-- wp:paragraph -->\n\n<!-- wp:paragraph --><p>Ce point d\u00e9taille les champs <strong>Salesforce<\/strong> qui alimentent le calcul de la <strong>commission<\/strong>. Les champs standard incluent montant, probabilit\u00e9 et date de cl\u00f4ture pour chaque opportunit\u00e9.<\/p><!-- \/wp:paragraph -->\n\n<!-- \/wp:paragraph --><br>\n<!-- wp:paragraph -->\n\n<!-- wp:paragraph --><p>Il est souvent utile d\u2019ajouter des champs personnalis\u00e9s pour la grille <strong>variable<\/strong> ou le type d\u2019<strong>annonce<\/strong>. Ces champs permettent un filtrage pr\u00e9cis et un calcul coh\u00e9rent des primes ou <strong>bonus<\/strong>.<\/p><!-- \/wp:paragraph -->\n\n<!-- \/wp:paragraph --><br>\n<!-- wp:paragraph -->\n\n<!-- wp:paragraph --><p>Champs cl\u00e9s Salesforce :<\/p><!-- \/wp:paragraph -->\n\n<!-- \/wp:paragraph --><br>\n<!-- wp:list -->\n\n<!-- wp:list --><ul><!-- wp:list-item --><li>Montant net de l\u2019opportunit\u00e9<\/li><!-- \/wp:list-item --><!-- wp:list-item --><li>\u00c9tape commerciale codifi\u00e9e<\/li><!-- \/wp:list-item --><!-- wp:list-item --><li>Probabilit\u00e9 ou scoring client<\/li><!-- \/wp:list-item --><!-- wp:list-item --><li>Type de produit li\u00e9 \u00e0 l\u2019annonce<\/li><!-- \/wp:list-item --><\/ul><!-- \/wp:list -->\n\n<!-- \/wp:list --><br>\n<!-- wp:table -->\n\n<!-- wp:paragraph --><p><figure class=\"wp-block-table\">\n<table>\n<thead>\n<tr>\n<th>Type<\/th>\n<th>Effet sur motivation<\/th>\n<th>Risque principal<\/th>\n<th>Usage recommand\u00e9<\/th>\n<\/tr>\n<\/thead>\n<tbody>\n<tr>\n<td><strong>Fixe<\/strong><\/td>\n<td>Stabilit\u00e9 du revenu<\/td>\n<td>Moindre incitation \u00e0 la prospection<\/td>\n<td>Gestion de comptes cl\u00e9s<\/td>\n<\/tr>\n<tr>\n<td><strong>Variable<\/strong><\/td>\n<td>Forte pouss\u00e9e commerciale<\/td>\n<td>Courte vue, pression sur relation client<\/td>\n<td>P\u00e9n\u00e9tration de nouveaux march\u00e9s<\/td>\n<\/tr>\n<tr>\n<td><strong>Mix<\/strong><\/td>\n<td>\u00c9quilibre court et long terme<\/td>\n<td>Complexit\u00e9 de calcul<\/td>\n<td>Postes mixtes prospection\/gestion<\/td>\n<\/tr>\n<tr>\n<td><strong>Commission<\/strong><\/td>\n<td>Lien direct performance-r\u00e9compense<\/td>\n<td>Risque d\u2019optimisation par opportunit\u00e9s faciles<\/td>\n<td>Vendeurs orient\u00e9s transaction<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<\/figure><\/p><!-- \/wp:paragraph -->\n\n<!-- \/wp:table --><br>\n<!-- wp:paragraph -->\n\n<!-- wp:paragraph --><p>Selon Salesforce, l\u2019alignement entre pipeline et r\u00e9mun\u00e9ration augmente la pr\u00e9visibilit\u00e9 des revenus. Selon Laurent GRANGER, la clart\u00e9 pr\u00e9alable des objectifs prot\u00e8ge le salari\u00e9 et l\u2019employeur. Ces r\u00e9f\u00e9rences montrent l\u2019importance d\u2019un param\u00e9trage rigoureux.<\/p><!-- \/wp:paragraph -->\n\n<!-- \/wp:paragraph --><br>\n<!-- wp:quote -->\n\n<!-- wp:quote --><blockquote class=\"wp-block-quote\">\n<p>\u00ab J&rsquo;ai vu l&rsquo;\u00e9quipe changer quand les r\u00e8gles de bonus ont \u00e9t\u00e9 clarifi\u00e9es, la confiance est revenue. \u00bb<\/p>\n<p><cite>Alice D.<\/cite><\/p><\/blockquote><!-- \/wp:quote -->\n\n<!-- \/wp:quote -->\n\n<!-- wp:heading {\"level\":2} -->\n\n<!-- wp:heading {\"level\":2} --><h2><span class=\"ez-toc-section\" id=\"Parametrage_du_pipeline_et_regles_de_remuneration_dans_Salesforce\"><\/span>Param\u00e9trage du pipeline et r\u00e8gles de r\u00e9mun\u00e9ration dans Salesforce<span class=\"ez-toc-section-end\"><\/span><\/h2><!-- \/wp:heading -->\n\n<!-- \/wp:heading --><br>\n<!-- wp:paragraph -->\n\n<!-- wp:paragraph --><p>Apr\u00e8s avoir d\u00e9fini les champs et formules, le param\u00e9trage du <strong>pipeline<\/strong> fixe l\u2019application des r\u00e8gles. Un bon param\u00e9trage permet d\u2019orchestrer les crit\u00e8res qui d\u00e9clenchent la <strong>r\u00e9compense<\/strong> ou le versement de <strong>commission<\/strong>.<\/p><!-- \/wp:paragraph -->\n\n<!-- \/wp:paragraph --><br>\n<!-- wp:heading {\"level\":3} -->\n\n<!-- wp:heading {\"level\":3} --><h3><span class=\"ez-toc-section\" id=\"Structurer_les_etapes_du_pipeline_pour_piloter_le_calcul\"><\/span>Structurer les \u00e9tapes du pipeline pour piloter le calcul<span class=\"ez-toc-section-end\"><\/span><\/h3><!-- \/wp:heading -->\n\n<!-- \/wp:heading --><br>\n<!-- wp:paragraph -->\n\n<!-- wp:paragraph --><p>Cette sous-partie montre comment chaque \u00e9tape du pipeline influence le moment du calcul du <strong>bonus<\/strong>. Les \u00e9tapes normalis\u00e9es r\u00e9duisent les divergences d\u2019interpr\u00e9tation entre commerciaux et managers.<\/p><!-- \/wp:paragraph -->\n\n<!-- \/wp:paragraph --><br>\n<!-- wp:paragraph -->\n\n<!-- wp:paragraph --><p>\u00c9tapes du pipeline :<\/p><!-- \/wp:paragraph -->\n\n<!-- \/wp:paragraph --><br>\n<!-- wp:list -->\n\n<!-- wp:list --><ul><!-- wp:list-item --><li>Qualification initiale du prospect<\/li><!-- \/wp:list-item --><!-- wp:list-item --><li>Proposition commerciale formalis\u00e9e<\/li><!-- \/wp:list-item --><!-- wp:list-item --><li>N\u00e9gociation et ajustement des conditions<\/li><!-- \/wp:list-item --><!-- wp:list-item --><li>Cl\u00f4ture et facturation finalis\u00e9e<\/li><!-- \/wp:list-item --><\/ul><!-- \/wp:list -->\n\n<!-- \/wp:list --><br>\n<!-- wp:paragraph -->\n\n<!-- wp:paragraph --><p>Selon Salesforce, automatiser les r\u00e8gles dans des workflows \u00e9vite les erreurs humaines. Selon Laurent GRANGER, une grille limit\u00e9e en crit\u00e8res reste plus lisible et efficace pour les \u00e9quipes.<\/p><!-- \/wp:paragraph -->\n\n<!-- \/wp:paragraph --><br>\n<!-- wp:heading {\"level\":3} -->\n\n<!-- wp:heading {\"level\":3} --><h3><span class=\"ez-toc-section\" id=\"Equilibrer_fixe_et_variable_pour_preserver_la_performance_durable\"><\/span>\u00c9quilibrer fixe et variable pour pr\u00e9server la performance durable<span class=\"ez-toc-section-end\"><\/span><\/h3><!-- \/wp:heading -->\n\n<!-- \/wp:heading --><br>\n<!-- wp:paragraph -->\n\n<!-- wp:paragraph --><p>Cette partie \u00e9value l\u2019impact du mix sur la motivation et la fid\u00e9lit\u00e9 des vendeurs. Un \u00e9pisode trop long de 100% variable peut cr\u00e9er une pression quotidienne nuisible \u00e0 la relation client.<\/p><!-- \/wp:paragraph -->\n\n<!-- \/wp:paragraph --><br>\n<!-- wp:paragraph -->\n\n<!-- wp:paragraph --><p>Crit\u00e8res de r\u00e9partition :<\/p><!-- \/wp:paragraph -->\n\n<!-- \/wp:paragraph --><br>\n<!-- wp:list -->\n\n<!-- wp:list --><ul><!-- wp:list-item --><li>Cycle moyen de vente par segment<\/li><!-- \/wp:list-item --><!-- wp:list-item --><li>Objectifs qualitatifs de fid\u00e9lisation<\/li><!-- \/wp:list-item --><!-- wp:list-item --><li>Part de revenus r\u00e9currents versus ponctuels<\/li><!-- \/wp:list-item --><!-- wp:list-item --><li>Sensibilit\u00e9 du poste \u00e0 la prospection<\/li><!-- \/wp:list-item --><\/ul><!-- \/wp:list -->\n\n<!-- \/wp:list --><br>\n<!-- wp:paragraph -->\n\n<!-- wp:paragraph --><p>Pour illustrer, un vendeur de comptes strat\u00e9giques aura plus de <strong>fixe<\/strong> qu\u2019un chasseur orient\u00e9 prospection. Ce choix pr\u00e9pare l\u2019analyse des d\u00e9rives et du pilotage op\u00e9rationnel.<\/p><!-- \/wp:paragraph -->\n\n<!-- \/wp:paragraph -->\n\n<!-- wp:quote -->\n\n<!-- wp:quote --><blockquote class=\"wp-block-quote\">\n<p>\u00ab Les crit\u00e8res excessifs ont rendu la grille incompr\u00e9hensible avant que nous la simplifiions. \u00bb<\/p>\n<p><cite>Marc B.<\/cite><\/p><\/blockquote><!-- \/wp:quote -->\n\n<!-- \/wp:quote --><br>\n<!-- wp:heading {\"level\":2} -->\n\n<!-- wp:heading {\"level\":2} --><h2><span class=\"ez-toc-section\" id=\"Pilotage_de_la_performance_et_prevention_des_derives_liees_au_bonus\"><\/span>Pilotage de la performance et pr\u00e9vention des d\u00e9rives li\u00e9es au bonus<span class=\"ez-toc-section-end\"><\/span><\/h2><!-- \/wp:heading -->\n\n<!-- \/wp:heading --><br>\n<!-- wp:paragraph -->\n\n<!-- wp:paragraph --><p>En cons\u00e9quence des choix pr\u00e9c\u00e9dents, le pilotage exige des indicateurs clairs et des revues r\u00e9guli\u00e8res. Les indicateurs doivent mesurer \u00e0 la fois volume, qualit\u00e9 commerciale et satisfaction client.<\/p><!-- \/wp:paragraph -->\n\n<!-- \/wp:paragraph --><br>\n<!-- wp:heading {\"level\":3} -->\n\n<!-- wp:heading {\"level\":3} --><h3><span class=\"ez-toc-section\" id=\"Indicateurs_de_performance_et_recompense_durable\"><\/span>Indicateurs de performance et r\u00e9compense durable<span class=\"ez-toc-section-end\"><\/span><\/h3><!-- \/wp:heading -->\n\n<!-- \/wp:heading --><br>\n<!-- wp:paragraph -->\n\n<!-- wp:paragraph --><p>Ce volet identifie les KPI pertinents pour \u00e9viter la chasse aux primes uniquement. Les KPI doivent \u00e9quilibrer chiffre d\u2019affaires, marge et r\u00e9tention client sur la dur\u00e9e.<\/p><!-- \/wp:paragraph -->\n\n<!-- \/wp:paragraph --><br>\n<!-- wp:table -->\n\n<!-- wp:paragraph --><p><figure class=\"wp-block-table\">\n<table>\n<thead>\n<tr>\n<th>Indicateur<\/th>\n<th>Pourquoi suivi<\/th>\n<th>Fr\u00e9quence<\/th>\n<th>Action si alerte<\/th>\n<\/tr>\n<\/thead>\n<tbody>\n<tr>\n<td>Taux de conversion opportunit\u00e9<\/td>\n<td>Qualit\u00e9 du pipeline<\/td>\n<td>Hebdomadaire<\/td>\n<td>Coaching cibl\u00e9<\/td>\n<\/tr>\n<tr>\n<td>Valeur moyenne par contrat<\/td>\n<td>Marge et pricing<\/td>\n<td>Mensuelle<\/td>\n<td>Revue tarifaire<\/td>\n<\/tr>\n<tr>\n<td>Taux de r\u00e9tention client<\/td>\n<td>Relation long terme<\/td>\n<td>Trimestrielle<\/td>\n<td>Plan de fid\u00e9lisation<\/td>\n<\/tr>\n<tr>\n<td>Respect des \u00e9tapes pipeline<\/td>\n<td>Conformit\u00e9 processus<\/td>\n<td>Hebdomadaire<\/td>\n<td>Automatisation corrective<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<\/figure><\/p><!-- \/wp:paragraph -->\n\n<!-- \/wp:table --><br>\n<!-- wp:paragraph -->\n\n<!-- wp:paragraph --><p>Selon une jurisprudence connue, la r\u00e9p\u00e9tition d\u2019un bonus peut \u00eatre interpr\u00e9t\u00e9e comme contractualisation du paiement. Cette r\u00e9alit\u00e9 l\u00e9gale impose de r\u00e9diger clairement les r\u00e8gles et les conditions de versement.<\/p><!-- \/wp:paragraph -->\n\n<!-- \/wp:paragraph --><br>\n<!-- wp:heading {\"level\":3} -->\n\n<!-- wp:heading {\"level\":3} --><h3><span class=\"ez-toc-section\" id=\"Cas_pratiques_commission_bonus_et_fidelisation_des_clients\"><\/span>Cas pratiques : commission, bonus et fid\u00e9lisation des clients<span class=\"ez-toc-section-end\"><\/span><\/h3><!-- \/wp:heading -->\n\n<!-- \/wp:heading --><br>\n<!-- wp:paragraph -->\n\n<!-- wp:paragraph --><p>Ce dernier point illustre des sc\u00e9narios concrets pour limiter les effets pervers des primes. Les grilles simples r\u00e9duisent la concurrence interne entre produits et march\u00e9s.<\/p><!-- \/wp:paragraph -->\n\n<!-- \/wp:paragraph --><br>\n<!-- wp:paragraph -->\n\n<!-- wp:paragraph --><p>Bonnes pratiques op\u00e9rationnelles :<\/p><!-- \/wp:paragraph -->\n\n<!-- \/wp:paragraph --><br>\n<!-- wp:list -->\n\n<!-- wp:list --><ul><!-- wp:list-item --><li>Limiter le nombre de crit\u00e8res \u00e0 l\u2019essentiel<\/li><!-- \/wp:list-item --><!-- wp:list-item --><li>Privil\u00e9gier des r\u00e8gles mesurables et v\u00e9rifiables<\/li><!-- \/wp:list-item --><!-- wp:list-item --><li>Inclure des crit\u00e8res de qualit\u00e9 client<\/li><!-- \/wp:list-item --><!-- wp:list-item --><li>Revoir la grille annuellement avec les \u00e9quipes<\/li><!-- \/wp:list-item --><\/ul><!-- \/wp:list -->\n\n<!-- \/wp:list -->\n\n<!-- wp:quote -->\n\n<!-- wp:quote --><blockquote class=\"wp-block-quote\">\n<p>\u00ab Apr\u00e8s simplification, la confiance a augment\u00e9 et les ventes se sont stabilis\u00e9es. \u00bb<\/p>\n<p><cite>Sophie T.<\/cite><\/p><\/blockquote><!-- \/wp:quote -->\n\n<!-- \/wp:quote --><br>\n<!-- wp:quote -->\n\n<!-- wp:quote --><blockquote class=\"wp-block-quote\">\n<p>\u00ab La r\u00e9compense li\u00e9e aux objectifs a permis d\u2019aligner comportements et strat\u00e9gie commerciale. \u00bb<\/p>\n<p><cite>Paul R.<\/cite><\/p><\/blockquote><!-- \/wp:quote -->\n\n<!-- \/wp:quote -->\n\n<!-- wp:paragraph -->\n\n<!-- wp:paragraph --><p>Source : Salesforce, \u00ab Pipeline des ventes : comment le g\u00e9rer et le faire grandir \u00bb, Salesforce ; Laurent GRANGER, \u00ab R\u00e9mun\u00e9ration variable et\/ou de bonus des salari\u00e9s : panorama \u00bb, Manager-go.com ; Cour de cassation, \u00ab n\u00b019-18078 \u00bb, Jurisprudence.<\/p><!-- \/wp:paragraph -->\n\n<!-- \/wp:paragraph -->\n\n","protected":false},"excerpt":{"rendered":"<p>La gestion des primes influence la motivation et la fid\u00e9lisation des \u00e9quipes commerciales, notamment sur le terrain. Une annonce transparente des r\u00e8gles variable et un &#8230; <a title=\"Annonce avec variable : comment est calcul\u00e9 le bonus (Salesforce pipeline)\" class=\"read-more\" href=\"https:\/\/www.offredemploi.fr\/newsroom\/bonus-salesforce-pipeline\/\" aria-label=\"En savoir plus sur Annonce avec variable : comment est calcul\u00e9 le bonus (Salesforce pipeline)\">Lire plus<\/a><\/p>\n","protected":false},"author":1,"featured_media":3375,"comment_status":"open","ping_status":"","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-3376","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-offre-demploi","resize-featured-image"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.5 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Calcul du bonus Salesforce : d\u00e9cryptage du pipeline<\/title>\n<meta name=\"description\" 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