{"id":112300,"date":"2025-05-20T17:27:59","date_gmt":"2025-05-20T15:27:59","guid":{"rendered":"https:\/\/www.akeron.com\/vulki\/?post_type=library&#038;p=112300"},"modified":"2025-05-20T17:54:29","modified_gmt":"2025-05-20T15:54:29","slug":"topliners-episode-1-remuneration-variable","status":"publish","type":"library","link":"https:\/\/www.akeron.com\/vulki\/fr\/publications\/topliners-episode-1-remuneration-variable\/","title":{"rendered":"Topliners \u2013 \u00c9pisode 1 \u2013 Repenser son mod\u00e8le de R\u00e9mun\u00e9ration Variable"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"112300\" class=\"elementor elementor-112300\" data-elementor-post-type=\"library\">\n\t\t\t\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-2c023cb2 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"2c023cb2\" data-element_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-17c86b55\" data-id=\"17c86b55\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-5cf009ad elementor-widget elementor-widget-text-editor\" data-id=\"5cf009ad\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<style>\/*! elementor - v3.15.0 - 20-08-2023 *\/\n.elementor-widget-text-editor.elementor-drop-cap-view-stacked .elementor-drop-cap{background-color:#69727d;color:#fff}.elementor-widget-text-editor.elementor-drop-cap-view-framed .elementor-drop-cap{color:#69727d;border:3px solid;background-color:transparent}.elementor-widget-text-editor:not(.elementor-drop-cap-view-default) .elementor-drop-cap{margin-top:8px}.elementor-widget-text-editor:not(.elementor-drop-cap-view-default) .elementor-drop-cap-letter{width:1em;height:1em}.elementor-widget-text-editor .elementor-drop-cap{float:left;text-align:center;line-height:1;font-size:50px}.elementor-widget-text-editor .elementor-drop-cap-letter{display:inline-block}<\/style>\t\t\t\t<h3 data-start=\"356\" data-end=\"441\"><strong>Une discussion directe sur les enjeux de performance et de motivation commerciale<\/strong><\/h3><p data-start=\"443\" data-end=\"751\">Dans ce premier \u00e9pisode de <em data-start=\"470\" data-end=\"481\">Topliners<\/em>, le podcast d\u2019Akeron en partenariat avec B SMART, <strong data-start=\"532\" data-end=\"549\">Laurence Yvon<\/strong>, Directrice des Op\u00e9rations France chez Akeron, \u00e9change avec <strong data-start=\"610\" data-end=\"631\">Fr\u00e9d\u00e9ric Bonneton<\/strong>, CEO de MCR Groupe, sur un sujet d\u00e9cisif : <em>Quand et pourquoi faut-il repenser son plan de r\u00e9mun\u00e9ration variable ?<\/em><\/p><h3 data-start=\"758\" data-end=\"808\"><strong>Une question simple, des implications complexes<\/strong><\/h3><p data-start=\"810\" data-end=\"1130\">Entre baisse de performance, turnover mal ma\u00eetris\u00e9, difficult\u00e9s de recrutement, ou encore changement de strat\u00e9gie en cours d\u2019ann\u00e9e, les signaux d\u2019alerte ne manquent pas.<br data-start=\"995\" data-end=\"998\" \/>Mais comment savoir si le plan de commission est en cause ? Et surtout, comment le faire \u00e9voluer sans d\u00e9sorganiser les \u00e9quipes ?<\/p><p data-start=\"1132\" data-end=\"1160\"><span style=\"text-decoration: underline\">Fr\u00e9d\u00e9ric Bonneton r\u00e9sume :<\/span><\/p><blockquote data-start=\"1161\" data-end=\"1286\"><p data-start=\"1163\" data-end=\"1286\">\u00ab Le syst\u00e8me de r\u00e9mun\u00e9ration est un levier strat\u00e9gique. Mal pens\u00e9, il peut inciter \u00e0 des comportements contre-productifs. \u00bb<\/p><\/blockquote><h3 data-start=\"1293\" data-end=\"1335\"><strong>Ce que vous apprendrez dans cet \u00e9pisode<\/strong><\/h3><ul data-start=\"1337\" data-end=\"2126\"><li data-start=\"215\" data-end=\"318\"><p data-start=\"217\" data-end=\"318\">Les<strong> 7 vraies raisons<\/strong> de revoir un plan de r\u00e9mun\u00e9ration : turnover, performance, strat\u00e9gie, d\u00e9rives.<\/p><\/li><li data-start=\"319\" data-end=\"411\"><p data-start=\"321\" data-end=\"411\"><strong>Pourquoi<\/strong> tous les turnovers n\u2019ont pas la m\u00eame signification selon les profils concern\u00e9s.<\/p><\/li><li data-start=\"412\" data-end=\"496\"><p data-start=\"414\" data-end=\"496\">Comment<strong> un mod\u00e8le de r\u00e9mun\u00e9ration<\/strong> mal pens\u00e9 peut produire des effets contraires \u00e0 ceux attendus.<\/p><\/li><li data-start=\"497\" data-end=\"572\"><p data-start=\"499\" data-end=\"572\">Le<strong> r\u00f4le cl\u00e9<\/strong> du variable comme levier d\u2019ajustement et de reconnaissance.<\/p><\/li><li data-start=\"573\" data-end=\"659\"><p data-start=\"575\" data-end=\"659\">Comment la<strong> technologie<\/strong> peut rendre la r\u00e9mun\u00e9ration lisible, pilotable et engageante.<\/p><\/li><\/ul><p data-start=\"2128\" data-end=\"2154\"><span style=\"text-decoration: underline\">Laurence Yvon souligne :<\/span><\/p><blockquote data-start=\"2155\" data-end=\"2293\"><p data-start=\"2157\" data-end=\"2293\">\u00ab Le plan de commission, c\u2019est la premi\u00e8re reconnaissance positive de l\u2019effort. Encore faut-il qu\u2019il soit lisible, motivant et adapt\u00e9. \u00bb<\/p><\/blockquote><h3 data-start=\"2300\" data-end=\"2313\"><strong>Pour qui ?<\/strong><\/h3><p data-start=\"2315\" data-end=\"2444\">Ce podcast s\u2019adresse \u00e0 toutes les entreprises confront\u00e9es \u00e0 des enjeux de performance commerciale, et plus particuli\u00e8rement aux :<\/p><ul><li data-start=\"2447\" data-end=\"2485\">Directions commerciales et g\u00e9n\u00e9rales<\/li><li>Directions financi\u00e8res\u00a0<\/li><li data-start=\"2488\" data-end=\"2535\">Responsables RH, Comp &amp; Ben, Sales Operations<\/li><li data-start=\"2538\" data-end=\"2601\">Managers de proximit\u00e9, consultants et experts en transformation<\/li><\/ul><div>\u00a0<\/div><p data-start=\"2608\" data-end=\"2666\">\ud83c\udfa7 <strong data-start=\"2611\" data-end=\"2664\">\u00c9couter l\u2019\u00e9pisode sur votre plateforme pr\u00e9f\u00e9r\u00e9e :<\/strong><\/p><ul data-start=\"2667\" data-end=\"2789\"><li data-start=\"2667\" data-end=\"2683\"><p data-start=\"2669\" data-end=\"2683\"><a href=\"https:\/\/www.deezer.com\/fr\/show\/1001889511\">Deezer<\/a><\/p><\/li><li data-start=\"2684\" data-end=\"2707\"><p data-start=\"2686\" data-end=\"2707\"><a class=\"\" href=\"https:\/\/podcasts.apple.com\/fr\/podcast\/topliners\/id1814868888\" rel=\"noopener\" data-start=\"2686\" data-end=\"2705\">Apple Podcasts<\/a><\/p><\/li><li data-start=\"2708\" data-end=\"2732\"><p data-start=\"2710\" data-end=\"2732\"><a href=\"https:\/\/podcastaddict.com\/podcast\/topliners\/5882248\">Podcast Addict<\/a><\/p><\/li><li data-start=\"2733\" data-end=\"2789\"><p data-start=\"2735\" data-end=\"2789\"><a class=\"\" href=\"https:\/\/www.bsmart.fr\/emissions\/topliners\" target=\"_new\" rel=\"noopener\" data-start=\"2735\" data-end=\"2789\">bsmart.fr<\/a><\/p><\/li><\/ul>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-e69890a elementor-widget elementor-widget-spacer\" data-id=\"e69890a\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<style>\/*! elementor - v3.15.0 - 20-08-2023 *\/\n.elementor-column .elementor-spacer-inner{height:var(--spacer-size)}.e-con{--container-widget-width:100%}.e-con-inner>.elementor-widget-spacer,.e-con>.elementor-widget-spacer{width:var(--container-widget-width,var(--spacer-size));--align-self:var(--container-widget-align-self,initial);--flex-shrink:0}.e-con-inner>.elementor-widget-spacer>.elementor-widget-container,.e-con-inner>.elementor-widget-spacer>.elementor-widget-container>.elementor-spacer,.e-con>.elementor-widget-spacer>.elementor-widget-container,.e-con>.elementor-widget-spacer>.elementor-widget-container>.elementor-spacer{height:100%}.e-con-inner>.elementor-widget-spacer>.elementor-widget-container>.elementor-spacer>.elementor-spacer-inner,.e-con>.elementor-widget-spacer>.elementor-widget-container>.elementor-spacer>.elementor-spacer-inner{height:var(--container-widget-height,var(--spacer-size))}<\/style>\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-454abe1 elementor-widget elementor-widget-spacer\" data-id=\"454abe1\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\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\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-a51dfa2 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"a51dfa2\" data-element_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-0ce01a6\" data-id=\"0ce01a6\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-a1bb5a5 elementor-widget elementor-widget-spacer\" data-id=\"a1bb5a5\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\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\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>Une discussion directe sur les enjeux de performance et de motivation commerciale Dans ce premier \u00e9pisode de Topliners, le podcast d\u2019Akeron en partenariat avec B SMART, Laurence Yvon, Directrice des Op\u00e9rations France chez Akeron, \u00e9change avec Fr\u00e9d\u00e9ric Bonneton, CEO de MCR Groupe, sur un sujet d\u00e9cisif : Quand et pourquoi faut-il repenser son plan de [&hellip;]<\/p>\n","protected":false},"featured_media":112304,"parent":0,"menu_order":0,"template":"","categoria-library":[78],"tag-library":[250],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v22.1 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Topliners \u2013 \u00c9pisode 1 : Repenser sa r\u00e9mun\u00e9ration variable<\/title>\n<meta name=\"description\" content=\"Un \u00e9change Akeron x MCR Groupe sur la r\u00e9mun\u00e9ration variable, ses limites et son r\u00f4le dans la performance commerciale.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.akeron.com\/vulki\/fr\/publications\/topliners-episode-1-remuneration-variable\/\" \/>\n<meta property=\"og:locale\" content=\"fr_FR\" \/>\n<meta property=\"og:type\" content=\"article\" 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