{"id":14542,"date":"2022-11-30T10:34:00","date_gmt":"2022-11-30T09:34:00","guid":{"rendered":"https:\/\/www.lucca.fr\/magazine\/?p=14542"},"modified":"2025-07-08T16:28:57","modified_gmt":"2025-07-08T15:28:57","slug":"remuneration-commission","status":"publish","type":"post","link":"https:\/\/www.lucca.fr\/magazine\/talents\/remuneration\/remuneration-commission","title":{"rendered":"R\u00e9mun\u00e9ration \u00e0 la commission VS salaire fixe : comment r\u00e9tribuer vos \u00e9quipes ?"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"14542\" class=\"elementor elementor-14542\" data-elementor-post-type=\"post\">\n\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-9c6534d elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"9c6534d\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-107e602\" data-id=\"107e602\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-191781a elementor-widget elementor-widget-text-editor\" data-id=\"191781a\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">Si la r\u00e9mun\u00e9ration fixe est un classique en France pour la plupart des professions, le salaire variable est une tradition bien ancr\u00e9e dans les \u00e9quipes commerciales. Tellement ancr\u00e9e que 92% des commerciaux seraient concern\u00e9s selon le <\/span><a href=\"https:\/\/www.primeum.com\/fr\/blog\/pourquoi-remuneration-variable-seduit-entreprises#:~:text=D'apr%C3%A8s%20une%20%C3%A9tude%20r%C3%A9alis%C3%A9e,des%20fonctions%20de%20l'entreprise.\" target=\"_blank\" rel=\"noopener nofollow\"><span style=\"font-weight: 400;\">barom\u00e8tre r\u00e9alis\u00e9 par le cabinet Primeum<\/span><\/a><span style=\"font-weight: 400;\"> (2021). Certaines entreprises d\u00e9cident pourtant de supprimer toute forme de variable dans leur strat\u00e9gie salariale.\u00a0<\/span><\/p><p>\u00a0<\/p><p><span style=\"font-weight: 400;\">Quelles motivations justifient le choix d&rsquo;un moyen de r\u00e9mun\u00e9ration fixe ou variable ? <a href=\"https:\/\/www.lucca.fr\/magazine\/administration\/politique-salariale-innovante\" target=\"_blank\" rel=\"noopener\">Quelle politique de r\u00e9mun\u00e9ration<\/a> appliquer dans votre entreprise ? Nous faisons le tour du sujet pour vous aider \u00e0 prendre une d\u00e9cision \u00e9clair\u00e9e en lien avec les valeurs et les ambitions de votre entreprise.<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-a26ba7f elementor-toc--minimized-on-tablet elementor-widget elementor-widget-table-of-contents\" data-id=\"a26ba7f\" data-element_type=\"widget\" data-e-type=\"widget\" data-settings=\"{&quot;headings_by_tags&quot;:[&quot;h2&quot;,&quot;h3&quot;],&quot;exclude_headings_by_selector&quot;:[],&quot;no_headings_message&quot;:&quot;Aucun titre n\\u2019a \\u00e9t\\u00e9 trouv\\u00e9 sur cette page.&quot;,&quot;marker_view&quot;:&quot;numbers&quot;,&quot;minimize_box&quot;:&quot;yes&quot;,&quot;minimized_on&quot;:&quot;tablet&quot;,&quot;hierarchical_view&quot;:&quot;yes&quot;,&quot;min_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;min_height_tablet&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;min_height_mobile&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]}}\" data-widget_type=\"table-of-contents.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-toc__header\">\n\t\t\t\t\t\t<div class=\"elementor-toc__header-title\">\n\t\t\t\tSommaire\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t<div class=\"elementor-toc__toggle-button elementor-toc__toggle-button--expand\" role=\"button\" tabindex=\"0\" aria-controls=\"elementor-toc__a26ba7f\" aria-expanded=\"true\" aria-label=\"Ouvrir la table des mati\u00e8res\"><svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-chevron-down\" viewBox=\"0 0 448 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div>\n\t\t\t\t<div class=\"elementor-toc__toggle-button elementor-toc__toggle-button--collapse\" role=\"button\" tabindex=\"0\" aria-controls=\"elementor-toc__a26ba7f\" aria-expanded=\"true\" aria-label=\"Fermer la table des mati\u00e8res\"><svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-chevron-up\" viewBox=\"0 0 448 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M240.971 130.524l194.343 194.343c9.373 9.373 9.373 24.569 0 33.941l-22.667 22.667c-9.357 9.357-24.522 9.375-33.901.04L224 227.495 69.255 381.516c-9.379 9.335-24.544 9.317-33.901-.04l-22.667-22.667c-9.373-9.373-9.373-24.569 0-33.941L207.03 130.525c9.372-9.373 24.568-9.373 33.941-.001z\"><\/path><\/svg><\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<div id=\"elementor-toc__a26ba7f\" class=\"elementor-toc__body\">\n\t\t\t<div class=\"elementor-toc__spinner-container\">\n\t\t\t\t<svg class=\"elementor-toc__spinner eicon-animation-spin e-font-icon-svg e-eicon-loading\" aria-hidden=\"true\" viewBox=\"0 0 1000 1000\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M500 975V858C696 858 858 696 858 500S696 142 500 142 142 304 142 500H25C25 237 238 25 500 25S975 237 975 500 763 975 500 975Z\"><\/path><\/svg>\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-a912080 elementor-widget elementor-widget-heading\" data-id=\"a912080\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">R\u00e9mun\u00e9ration variable : avantages et bonnes pratiques<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-be19694 elementor-widget elementor-widget-heading\" data-id=\"be19694\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">Un atout de taille pour attirer les candidats et motiver vos \u00e9quipes<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-1acc25e elementor-widget elementor-widget-text-editor\" data-id=\"1acc25e\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><b>La r\u00e9mun\u00e9ration variable repr\u00e9sente un levier non n\u00e9gligeable pour l\u2019attractivit\u00e9 de l\u2019entreprise.<\/b><span style=\"font-weight: 400;\"> Dans un march\u00e9 o\u00f9 82% des entreprises peinent \u00e0 recruter des cadres (<\/span><a href=\"https:\/\/www.cadreaverti-saintsernin.fr\/public\/Medias\/barometre_apec_intentions_recrutement_mobilite_cadres_t3_2022.pdf\" target=\"_blank\" rel=\"noopener\"><span style=\"font-weight: 400;\">Barom\u00e8tre Apec &#8211; 3\u00e8me trimestre 2022<\/span><\/a><span style=\"font-weight: 400;\">), proposer un salaire variable bas\u00e9 sur des objectifs r\u00e9alisables et transparents offre la perspective d\u2019une r\u00e9mun\u00e9ration globale comp\u00e9titive.\u00a0<\/span><\/p><p>\u00a0<\/p><p><span style=\"font-weight: 400;\">Par ailleurs,<\/span><b> le salaire reste l&rsquo;un des principaux leviers de motivation et d\u2019engagement<\/b><span style=\"font-weight: 400;\">. La r\u00e9mun\u00e9ration variable y joue un r\u00f4le important puisqu\u2019elle vient r\u00e9compenser des actions qui d\u00e9pendent directement de la performance du salari\u00e9. En s\u2019investissant dans ses missions, il a la main pour faire progresser son salaire, ce qui le motive \u00e0 se d\u00e9passer.\u00a0<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-bd7bc3b elementor-widget elementor-widget-heading\" data-id=\"bd7bc3b\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">Nos conseils pour obtenir l'adh\u00e9sion de tous<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d2544f3 elementor-widget elementor-widget-text-editor\" data-id=\"d2544f3\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400\">D\u00e9motivation en cas de non atteinte des objectifs, in\u00e9galit\u00e9s de traitement, perte de cr\u00e9ativit\u00e9\u2026 Un syst\u00e8me de r\u00e9mun\u00e9ration variable peut entra\u00eener des d\u00e9rives s\u2019il est mal encadr\u00e9, voici quelques pistes pour \u00e9viter ces effets de bord :\u00a0<\/span><\/p><ul><li style=\"font-weight: 400\"><b>bien fixer les objectifs de performance des \u00e9quipes<\/b><span style=\"font-weight: 400\">. S\u2019ils sont trop ambitieux, les \u00e9quipes peuvent se d\u00e9motiver \u00e0 travailler vers un but qu\u2019elles n\u2019arriveront pas \u00e0 atteindre ;<\/span><\/li><li style=\"font-weight: 400\"><b>proposer des primes bas\u00e9es sur l\u2019atteinte d\u2019objectifs collectifs <\/b><span style=\"font-weight: 400\">pour favoriser la coh\u00e9sion et l\u2019esprit d\u2019\u00e9quipe ;<\/span><\/li><li style=\"font-weight: 400\"><b>\u00e9tendre la r\u00e9mun\u00e9ration variable \u00e0 l&rsquo;ensemble des fonctions impliqu\u00e9es dans l&rsquo;acte de vente <\/b><span style=\"font-weight: 400\">pour \u00e9viter les in\u00e9galit\u00e9s de traitement et de r\u00e9mun\u00e9ration. Selon le Barom\u00e8tre Primeum (2021), 29% des entreprises ont \u00e9tendu la r\u00e9mun\u00e9ration variable \u00e0 l\u2019ensemble des fonctions de son entreprise.<\/span><\/li><\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-147ff63 elementor-alert-info elementor-widget elementor-widget-alert\" data-id=\"147ff63\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"alert.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-alert\" role=\"alert\">\n\n\t\t\t\t\t\t<span class=\"elementor-alert-title\">Bonne pratique :<\/span>\n\t\t\t\n\t\t\t\t\t\t<span class=\"elementor-alert-description\">selon l'auteur <a href=\"https:\/\/www.youtube.com\/watch?v=rrkrvAUbU9Y&amp;t=27s\">Daniel Pink<\/a>,  l\u2019approche \u00ab m\u00e9caniste \u00bb de r\u00e9compense nuit \u00e0 la cr\u00e9ativit\u00e9. \u00catre trop focalis\u00e9 sur l\u2019atteinte d\u2019un objectif emp\u00eache de prendre du recul et freine l\u2019innovation. Certaines entreprises, comme Google, offrent la possibilit\u00e9 \u00e0 leurs collaborateurs de consacrer une partie de leur temps \u00e0 un projet de leur choix.<\/span>\n\t\t\t\n\t\t\t\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t<div class=\"elementor-element elementor-element-511fab3e cta-img e-flex e-con-boxed e-con e-parent\" data-id=\"511fab3e\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div class=\"elementor-element elementor-element-26f7f33a e-flex e-con-boxed e-con e-child\" data-id=\"26f7f33a\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-15255e93 elementor-widget elementor-widget-heading\" data-id=\"15255e93\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<p class=\"elementor-heading-title elementor-size-default\">Kit RH : apprenez \u00e0 vos managers \u00e0 fixer de bons objectifs<\/p>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-83a8568 elementor-widget elementor-widget-text-editor\" data-id=\"83a8568\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Ce mod\u00e8le de politique de fixation et de revue des objectifs a \u00e9t\u00e9 cr\u00e9\u00e9 pour vous aider \u00e0 former vos managers \u00e0 l\u2019art subtil du pilotage de la performance.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-548ca7eb elementor-widget elementor-widget-button\" data-id=\"548ca7eb\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"button.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-button-wrapper\">\n\t\t\t\t\t<a class=\"elementor-button elementor-button-link elementor-size-sm\" href=\"https:\/\/info.lucca.fr\/l\/950782\/2024-04-17\/5xz46x\" target=\"_blank\" rel=\"nofollow\">\n\t\t\t\t\t\t<span class=\"elementor-button-content-wrapper\">\n\t\t\t\t\t\t\t\t\t<span class=\"elementor-button-text\">T\u00e9l\u00e9charger le kit<\/span>\n\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-b7437a0 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"b7437a0\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-f9b6555\" data-id=\"f9b6555\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-e958a89 elementor-widget elementor-widget-heading\" data-id=\"e958a89\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Salaire fixe pour tous : 4 b\u00e9n\u00e9fices \u00e0 consid\u00e9rer<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d032d65 elementor-widget elementor-widget-text-editor\" data-id=\"d032d65\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">Lucca, <\/span><a href=\"https:\/\/www.actionco.fr\/Thematique\/pilotage-commercial-1215\/Breves\/LDLC-supprime-remuneration-variable-plus-efficacite-360157.htm\" target=\"_blank\" rel=\"noopener nofollow\"><span style=\"font-weight: 400;\">LDLC<\/span><\/a><span style=\"font-weight: 400;\"> ou encore <\/span><a href=\"https:\/\/changethework.com\/remuneration-variable-necessaire\/#:~:text=Le%20point%20fort%20de%20la,performance%20attendue%20par%20l%27entreprise.\" target=\"_blank\" rel=\"noopener nofollow\"><span style=\"font-weight: 400;\">Alan<\/span><\/a><span style=\"font-weight: 400;\"> ont opt\u00e9 pour une r\u00e9mun\u00e9ration fixe pour l\u2019ensemble de leurs collaborateurs. Quatre raisons expliquent ce choix.<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-e700afb elementor-widget elementor-widget-heading\" data-id=\"e700afb\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">1. Un traitement plus \u00e9quitable de l\u2019ensemble des \u00e9quipes<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-65a560a elementor-widget elementor-widget-text-editor\" data-id=\"65a560a\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400\"><strong>On ne r\u00e9compense pas une seule personne pour le travail de toute une entreprise.<\/strong> De nombreux collaborateurs sont impliqu\u00e9s dans le processus de vente et chacun contribue d\u2019une mani\u00e8re ou d\u2019une autre \u00e0 l\u2019acquisition d\u2019un nouveau client. Par exemple, les d\u00e9veloppeurs con\u00e7oivent des logiciels de qualit\u00e9, les \u00e9quipes Customer Success sont aux petits soins avec les clients ce qui encourage un bouche \u00e0 oreille positif, le Marketing g\u00e9n\u00e8re des leads en mettant en lumi\u00e8re les services et l\u2019expertise de l\u2019entreprise, etc.<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-64cdf9c elementor-widget elementor-widget-heading\" data-id=\"64cdf9c\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">2. Plus d\u2019entraide au sein de l\u2019\u00e9quipe commerciale<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-5705e2a elementor-widget elementor-widget-text-editor\" data-id=\"5705e2a\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400\"><strong>La suppression de toute forme de r\u00e9mun\u00e9ration variable individuelle cr\u00e9e une meilleure entente au sein des \u00e9quipes commerciales.<\/strong> La collaboration remplace la comp\u00e9tition. Les commerciaux ne sont pas en concurrence les uns avec les autres, tout le monde contribue \u00e0 l\u2019effort collectif. Cela limite la r\u00e9tention d\u2019informations et encourage le partage de bonnes pratiques entre coll\u00e8gues.<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-13cad64 elementor-widget elementor-widget-heading\" data-id=\"13cad64\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">3. L'int\u00e9r\u00eat du client au c\u0153ur des pr\u00e9occupations<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-4f03801 elementor-widget elementor-widget-text-editor\" data-id=\"4f03801\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">L\u2019absence de commission a \u00e9galement des retomb\u00e9es positives sur la relation client. <strong>Les commerciaux ne cherchent pas \u00e0 vendre \u00e0 tout prix, mais plut\u00f4t \u00e0 r\u00e9pondre au maximum aux besoins du client.<\/strong> Certains en font m\u00eame un argument de vente : \u00ab Je ne vous vends pas ce logiciel pour toucher ma commission \u00e0 la fin du mois mais parce qu\u2019il r\u00e9pond \u00e0 vos enjeux. \u00bb<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7536425 elementor-widget elementor-widget-heading\" data-id=\"7536425\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">4. Une politique de r\u00e9mun\u00e9ration simple et juste\n<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-b3d56b1 elementor-widget elementor-widget-text-editor\" data-id=\"b3d56b1\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400\">Tout est plus simple, il n\u2019y a pas de plan de commissionnement \u00e0 pr\u00e9parer ou \u00e0 n\u00e9gocier. Cela permet \u00e9galement de limiter les \u00e9carts de r\u00e9mun\u00e9ration entre les collaborateurs.\u00a0<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t<div class=\"elementor-element elementor-element-3ae6b49c cta-img e-flex e-con-boxed e-con e-parent\" data-id=\"3ae6b49c\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div class=\"elementor-element elementor-element-4385e0f6 e-flex e-con-boxed e-con e-child\" data-id=\"4385e0f6\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-58a281af elementor-widget elementor-widget-heading\" data-id=\"58a281af\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<p class=\"elementor-heading-title elementor-size-default\">Avec Lucca Engagement, prenez le pouls de vos collaborateurs et agissez concr\u00e8tement sur leur bien-\u00eatre :<\/p>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-4daa6173 elementor-widget elementor-widget-text-editor\" data-id=\"4daa6173\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<ul><li>envoyez des enqu\u00eates cibl\u00e9es, align\u00e9es sur vos enjeux du moment ;<\/li><li>analysez les r\u00e9sultats instantan\u00e9ment via un tableau de bord intuitif ;<\/li><li>passez \u00e0 l\u2019action gr\u00e2ce \u00e0 un catalogue d\u2019id\u00e9es concr\u00e8tes et activables.<\/li><\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-11e0975c elementor-widget elementor-widget-button\" data-id=\"11e0975c\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"button.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-button-wrapper\">\n\t\t\t\t\t<a class=\"elementor-button elementor-button-link elementor-size-sm\" href=\"https:\/\/info.lucca.fr\/l\/950782\/2025-06-24\/5zhmqk\" target=\"_blank\" rel=\"nofollow\">\n\t\t\t\t\t\t<span class=\"elementor-button-content-wrapper\">\n\t\t\t\t\t\t\t\t\t<span class=\"elementor-button-text\">Tester la solution<\/span>\n\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>Si la r\u00e9mun\u00e9ration fixe est un classique en France pour la plupart des professions, le salaire variable est une tradition bien ancr\u00e9e dans les \u00e9quipes commerciales. Tellement ancr\u00e9e que 92% des commerciaux seraient concern\u00e9s selon&#8230;<\/p>\n","protected":false},"author":31,"featured_media":29935,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"inline_featured_image":false,"footnotes":""},"categories":[165],"tags":[],"post_folder":[],"class_list":["post-14542","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-remuneration"],"_links":{"self":[{"href":"https:\/\/www.lucca.fr\/magazine\/wp-json\/wp\/v2\/posts\/14542","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.lucca.fr\/magazine\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.lucca.fr\/magazine\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.lucca.fr\/magazine\/wp-json\/wp\/v2\/users\/31"}],"replies":[{"embeddable":true,"href":"https:\/\/www.lucca.fr\/magazine\/wp-json\/wp\/v2\/comments?post=14542"}],"version-history":[{"count":4,"href":"https:\/\/www.lucca.fr\/magazine\/wp-json\/wp\/v2\/posts\/14542\/revisions"}],"predecessor-version":[{"id":33693,"href":"https:\/\/www.lucca.fr\/magazine\/wp-json\/wp\/v2\/posts\/14542\/revisions\/33693"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.lucca.fr\/magazine\/wp-json\/wp\/v2\/media\/29935"}],"wp:attachment":[{"href":"https:\/\/www.lucca.fr\/magazine\/wp-json\/wp\/v2\/media?parent=14542"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.lucca.fr\/magazine\/wp-json\/wp\/v2\/categories?post=14542"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.lucca.fr\/magazine\/wp-json\/wp\/v2\/tags?post=14542"},{"taxonomy":"post_folder","embeddable":true,"href":"https:\/\/www.lucca.fr\/magazine\/wp-json\/wp\/v2\/post_folder?post=14542"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}