{"id":114835,"date":"2025-08-28T10:31:45","date_gmt":"2025-08-28T08:31:45","guid":{"rendered":"https:\/\/www.akeron.com\/vulki\/?p=114835"},"modified":"2025-08-28T10:32:22","modified_gmt":"2025-08-28T08:32:22","slug":"transformation-role-commercial-remuneration-variable","status":"publish","type":"post","link":"https:\/\/www.akeron.com\/vulki\/fr\/transformation-role-commercial-remuneration-variable\/","title":{"rendered":"Transformation du r\u00f4le du commercial : vers une nouvelle approche de la r\u00e9mun\u00e9ration variable ?"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"114835\" class=\"elementor elementor-114835\" data-elementor-post-type=\"post\">\n\t\t\t\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-ee9ea2b elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"ee9ea2b\" 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-949bfe4\" data-id=\"949bfe4\" 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-51b787f elementor-widget elementor-widget-text-editor\" data-id=\"51b787f\" 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<h5><strong>De preneur de commandes \u00e0 conseiller de confiance : comment la fonction commerciale \u00e9volue ?<\/strong><\/h5><p class=\"whitespace-normal break-words\">Ces derni\u00e8res ann\u00e9es, le r\u00f4le du commercial vit une transformation radicale. Le traditionnel <strong>preneur de commandes<\/strong>, focalis\u00e9 sur une approche transactionnelle et \u00e0 court terme, laisse place \u00e0 une figure plus \u00e9volu\u00e9e : celle du <strong>conseiller de confiance<\/strong>, un professionnel qui cr\u00e9e de la valeur en accompagnant le client tout au long du processus d\u00e9cisionnel.<\/p><p class=\"whitespace-normal break-words\">Cette \u00e9volution implique \u00e9galement une profonde r\u00e9flexion sur les mod\u00e8les de r\u00e9mun\u00e9ration variable, qui doivent passer d&rsquo;une logique purement quantitative \u00e0 une approche plus qualitative, capable de r\u00e9compenser la cr\u00e9ation de valeur \u00e0 long terme.<\/p><h5><strong>Preneur de commandes vs Conseiller de confiance : deux mod\u00e8les en comparaison<\/strong><\/h5><p class=\"whitespace-normal break-words\">Le <strong>preneur de commandes<\/strong> se contente de collecter les commandes, se concentrant souvent sur les volumes et les cl\u00f4tures rapides. Sa r\u00e9mun\u00e9ration commerciale est g\u00e9n\u00e9ralement simple, li\u00e9e aux commissions sur les ventes.<\/p><p class=\"whitespace-normal break-words\">\u00c0 l&rsquo;inverse, le <strong>conseiller de confiance<\/strong> construit des relations durables, comprend les besoins du client et propose des solutions sur mesure. Cela n\u00e9cessite des comp\u00e9tences avanc\u00e9es (conseil, analyse, gestion strat\u00e9gique), et donc aussi un syst\u00e8me de r\u00e9mun\u00e9ration variable plus sophistiqu\u00e9.<\/p><p class=\"whitespace-normal break-words\">Dans ce sc\u00e9nario, la vente devient plus complexe : il faut \u00e9duquer le client, gagner sa confiance et co-concevoir des solutions. Le cycle s&rsquo;allonge, et les KPI traditionnels (comme le seul chiffre d&rsquo;affaires trimestriel) ne suffisent plus.<\/p><h5><strong>Quel est l&rsquo;impact sur la r\u00e9mun\u00e9ration des ventes ?<\/strong><\/h5><ul><li><strong>Marge et qualit\u00e9 de l&rsquo;affaire :<\/strong> la comp\u00e9tition ne se joue plus seulement sur le prix, mais sur la capacit\u00e9 \u00e0 g\u00e9n\u00e9rer de la valeur. La r\u00e9mun\u00e9ration variable doit refl\u00e9ter cette \u00e9volution, en r\u00e9compensant la rentabilit\u00e9 et la qualit\u00e9 des opportunit\u00e9s conclues, pas seulement le volume.<\/li><li><strong>Fid\u00e9lisation et croissance du compte :<\/strong> la relation ne se termine pas avec la signature du contrat. Un <strong>conseiller de confiance<\/strong> accompagne le client dans le temps, contribuant \u00e0 sa fid\u00e9lisation et au d\u00e9veloppement du compte.<\/li><li><strong>Nouveaux KPI :<\/strong> la vente consultative n\u00e9cessite des m\u00e9triques diff\u00e9rentes : Net Promoter Score (NPS), taux d&rsquo;adoption du produit, engagement client, fid\u00e9lisation et valeur vie client (CLV). La r\u00e9mun\u00e9ration commerciale doit s&rsquo;appuyer davantage sur les donn\u00e9es et adopter une approche plus hybride, en prenant en compte non seulement les r\u00e9sultats imm\u00e9diats mais aussi la p\u00e9rennit\u00e9 de la relation client.<\/li><\/ul><p class=\"whitespace-normal break-words\">L&rsquo;\u00e9volution du r\u00f4le du vendeur de <strong>preneur de commandes<\/strong> \u00e0 <strong>conseiller de confiance<\/strong> marque un tournant dans la gestion de la force de vente. Pour \u00eatre vraiment efficace, la r\u00e9mun\u00e9ration commerciale doit r\u00e9compenser la cr\u00e9ation de valeur dans le temps, en int\u00e9grant des KPI de long terme, des m\u00e9triques qualitatives et des logiques de r\u00e9mun\u00e9ration variable r\u00e9currente.<\/p><p class=\"whitespace-normal break-words\">Dans ce contexte, <strong>Vulki by Akeron<\/strong> repr\u00e9sente un alli\u00e9 strat\u00e9gique pour concevoir des mod\u00e8les de r\u00e9mun\u00e9ration variable flexibles, sur mesure, capables d&rsquo;accompagner les entreprises dans un march\u00e9 de plus en plus orient\u00e9 vers la relation et l&rsquo;exp\u00e9rience client.<\/p><p>\u00a0<\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-dc1439b elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"dc1439b\" data-element_type=\"widget\" data-widget_type=\"divider.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-divider{--divider-border-style:none;--divider-border-width:1px;--divider-color:#0c0d0e;--divider-icon-size:20px;--divider-element-spacing:10px;--divider-pattern-height:24px;--divider-pattern-size:20px;--divider-pattern-url:none;--divider-pattern-repeat:repeat-x}.elementor-widget-divider .elementor-divider{display:flex}.elementor-widget-divider .elementor-divider__text{font-size:15px;line-height:1;max-width:95%}.elementor-widget-divider .elementor-divider__element{margin:0 var(--divider-element-spacing);flex-shrink:0}.elementor-widget-divider .elementor-icon{font-size:var(--divider-icon-size)}.elementor-widget-divider .elementor-divider-separator{display:flex;margin:0;direction:ltr}.elementor-widget-divider--view-line_icon .elementor-divider-separator,.elementor-widget-divider--view-line_text .elementor-divider-separator{align-items:center}.elementor-widget-divider--view-line_icon .elementor-divider-separator:after,.elementor-widget-divider--view-line_icon .elementor-divider-separator:before,.elementor-widget-divider--view-line_text .elementor-divider-separator:after,.elementor-widget-divider--view-line_text .elementor-divider-separator:before{display:block;content:\"\";border-bottom:0;flex-grow:1;border-top:var(--divider-border-width) var(--divider-border-style) var(--divider-color)}.elementor-widget-divider--element-align-left .elementor-divider .elementor-divider-separator>.elementor-divider__svg:first-of-type{flex-grow:0;flex-shrink:100}.elementor-widget-divider--element-align-left .elementor-divider-separator:before{content:none}.elementor-widget-divider--element-align-left .elementor-divider__element{margin-left:0}.elementor-widget-divider--element-align-right .elementor-divider .elementor-divider-separator>.elementor-divider__svg:last-of-type{flex-grow:0;flex-shrink:100}.elementor-widget-divider--element-align-right .elementor-divider-separator:after{content:none}.elementor-widget-divider--element-align-right .elementor-divider__element{margin-right:0}.elementor-widget-divider:not(.elementor-widget-divider--view-line_text):not(.elementor-widget-divider--view-line_icon) .elementor-divider-separator{border-top:var(--divider-border-width) var(--divider-border-style) var(--divider-color)}.elementor-widget-divider--separator-type-pattern{--divider-border-style:none}.elementor-widget-divider--separator-type-pattern.elementor-widget-divider--view-line .elementor-divider-separator,.elementor-widget-divider--separator-type-pattern:not(.elementor-widget-divider--view-line) .elementor-divider-separator:after,.elementor-widget-divider--separator-type-pattern:not(.elementor-widget-divider--view-line) .elementor-divider-separator:before,.elementor-widget-divider--separator-type-pattern:not([class*=elementor-widget-divider--view]) .elementor-divider-separator{width:100%;min-height:var(--divider-pattern-height);-webkit-mask-size:var(--divider-pattern-size) 100%;mask-size:var(--divider-pattern-size) 100%;-webkit-mask-repeat:var(--divider-pattern-repeat);mask-repeat:var(--divider-pattern-repeat);background-color:var(--divider-color);-webkit-mask-image:var(--divider-pattern-url);mask-image:var(--divider-pattern-url)}.elementor-widget-divider--no-spacing{--divider-pattern-size:auto}.elementor-widget-divider--bg-round{--divider-pattern-repeat:round}.rtl .elementor-widget-divider .elementor-divider__text{direction:rtl}.e-con-inner>.elementor-widget-divider,.e-con>.elementor-widget-divider{width:var(--container-widget-width,100%);--flex-grow:var(--container-widget-flex-grow)}<\/style>\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\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-ec4ff5e elementor-widget elementor-widget-heading\" data-id=\"ec4ff5e\" data-element_type=\"widget\" data-widget_type=\"heading.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-heading-title{padding:0;margin:0;line-height:1}.elementor-widget-heading .elementor-heading-title[class*=elementor-size-]>a{color:inherit;font-size:inherit;line-height:inherit}.elementor-widget-heading .elementor-heading-title.elementor-size-small{font-size:15px}.elementor-widget-heading .elementor-heading-title.elementor-size-medium{font-size:19px}.elementor-widget-heading .elementor-heading-title.elementor-size-large{font-size:29px}.elementor-widget-heading .elementor-heading-title.elementor-size-xl{font-size:39px}.elementor-widget-heading .elementor-heading-title.elementor-size-xxl{font-size:59px}<\/style><h3 class=\"elementor-heading-title elementor-size-default\">Vulky by Akeron <br>\nSales Performance Management<\/h3>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-34d6b3d elementor-widget elementor-widget-text-editor\" data-id=\"34d6b3d\" data-element_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<h5 style=\"text-align: center\">Aligner la gestion de la force de vente avec les objectifs strat\u00e9giques de l&rsquo;entreprise<\/h5>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-bd6ecbf elementor-widget elementor-widget-spacer\" data-id=\"bd6ecbf\" 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\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-d2bb4d5 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"d2bb4d5\" 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-50 elementor-top-column elementor-element elementor-element-2ebe48d6\" data-id=\"2ebe48d6\" 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-5e4ea4ef elementor-widget elementor-widget-image\" data-id=\"5e4ea4ef\" data-element_type=\"widget\" data-widget_type=\"image.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-image{text-align:center}.elementor-widget-image a{display:inline-block}.elementor-widget-image a img[src$=\".svg\"]{width:48px}.elementor-widget-image img{vertical-align:middle;display:inline-block}<\/style>\t\t\t\t\t\t\t\t\t\t\t\t\t<a href=\"https:\/\/www.akeron.com\/vulki\/fr\/publications\/5-regles-pour-construire-un-plan-de-remuneration-variable-efficace\/\">\n\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"300\" height=\"300\" src=\"https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/07\/Template_post-3-300x300.jpg\" class=\"attachment-medium size-medium wp-image-114860\" alt=\"\" srcset=\"https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/07\/Template_post-3-300x300.jpg 300w, https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/07\/Template_post-3-1024x1024.jpg 1024w, https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/07\/Template_post-3-150x150.jpg 150w, https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/07\/Template_post-3-768x768.jpg 768w, https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/07\/Template_post-3-1536x1536.jpg 1536w, https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/07\/Template_post-3-700x700.jpg 700w, https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/07\/Template_post-3.jpg 1600w\" sizes=\"(max-width: 300px) 100vw, 300px\" \/>\t\t\t\t\t\t\t\t<\/a>\n\t\t\t\t\t\t\t\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<div class=\"elementor-column elementor-col-50 elementor-top-column elementor-element elementor-element-35b0ac99\" data-id=\"35b0ac99\" 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-347f9379 elementor-widget elementor-widget-image\" data-id=\"347f9379\" data-element_type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<a href=\"https:\/\/www.akeron.com\/vulki\/fr\/publications\/simplification-de-la-gestion-des-bonus-chez-bel-france\/\">\n\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"300\" height=\"300\" src=\"https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/07\/carosello-cs-bel_FR_01-1-300x300-1.jpg\" class=\"attachment-large size-large wp-image-114844\" alt=\"\" srcset=\"https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/07\/carosello-cs-bel_FR_01-1-300x300-1.jpg 300w, https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/07\/carosello-cs-bel_FR_01-1-300x300-1-150x150.jpg 150w\" sizes=\"(max-width: 300px) 100vw, 300px\" \/>\t\t\t\t\t\t\t\t<\/a>\n\t\t\t\t\t\t\t\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\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>De preneur de commandes \u00e0 conseiller de confiance : comment la fonction commerciale \u00e9volue ? Ces derni\u00e8res ann\u00e9es, le r\u00f4le du commercial vit une transformation radicale. Le traditionnel preneur de commandes, focalis\u00e9 sur une approche transactionnelle et \u00e0 court terme, laisse place \u00e0 une figure plus \u00e9volu\u00e9e : celle du conseiller de confiance, un professionnel [&hellip;]<\/p>\n","protected":false},"author":19,"featured_media":114856,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"inline_featured_image":false,"footnotes":""},"categories":[291],"tags":[],"post_folder":[],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v22.1 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Transformation du r\u00f4le du commercial et r\u00e9mun\u00e9ration variable<\/title>\n<meta name=\"description\" content=\"Du vendeur traditionnel au conseiller : nouveaux KPI, retention client et approche data-driven pour transformer la r\u00e9mun\u00e9ration 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\/transformation-role-commercial-remuneration-variable\/\" \/>\n<meta property=\"og:locale\" content=\"fr_FR\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Transformation du r\u00f4le du commercial et r\u00e9mun\u00e9ration variable\" \/>\n<meta property=\"og:description\" content=\"Du vendeur traditionnel au conseiller : nouveaux KPI, retention client et approche data-driven pour transformer la r\u00e9mun\u00e9ration commerciale.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.akeron.com\/vulki\/fr\/transformation-role-commercial-remuneration-variable\/\" \/>\n<meta property=\"og:site_name\" content=\"Vulki Software Platform\" \/>\n<meta property=\"article:published_time\" content=\"2025-08-28T08:31:45+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2025-08-28T08:32:22+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/07\/BLOG-1.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"768\" \/>\n\t<meta property=\"og:image:height\" content=\"525\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"martindupuis\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"\u00c9crit par\" \/>\n\t<meta name=\"twitter:data1\" content=\"martindupuis\" \/>\n\t<meta name=\"twitter:label2\" content=\"Dur\u00e9e de lecture estim\u00e9e\" \/>\n\t<meta name=\"twitter:data2\" content=\"3 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\/\/www.akeron.com\/vulki\/fr\/transformation-role-commercial-remuneration-variable\/#article\",\"isPartOf\":{\"@id\":\"https:\/\/www.akeron.com\/vulki\/fr\/transformation-role-commercial-remuneration-variable\/\"},\"author\":{\"name\":\"martindupuis\",\"@id\":\"https:\/\/www.akeron.com\/vulki\/fr\/#\/schema\/person\/e8c72c5442667532f0802c826514c663\"},\"headline\":\"Transformation du r\u00f4le du commercial : vers une nouvelle approche de la r\u00e9mun\u00e9ration variable ?\",\"datePublished\":\"2025-08-28T08:31:45+00:00\",\"dateModified\":\"2025-08-28T08:32:22+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\/\/www.akeron.com\/vulki\/fr\/transformation-role-commercial-remuneration-variable\/\"},\"wordCount\":556,\"publisher\":{\"@id\":\"https:\/\/www.akeron.com\/vulki\/fr\/#organization\"},\"articleSection\":[\"Blog\"],\"inLanguage\":\"fr-FR\"},{\"@type\":\"WebPage\",\"@id\":\"https:\/\/www.akeron.com\/vulki\/fr\/transformation-role-commercial-remuneration-variable\/\",\"url\":\"https:\/\/www.akeron.com\/vulki\/fr\/transformation-role-commercial-remuneration-variable\/\",\"name\":\"Transformation du r\u00f4le du commercial et r\u00e9mun\u00e9ration variable\",\"isPartOf\":{\"@id\":\"https:\/\/www.akeron.com\/vulki\/fr\/#website\"},\"datePublished\":\"2025-08-28T08:31:45+00:00\",\"dateModified\":\"2025-08-28T08:32:22+00:00\",\"description\":\"Du vendeur traditionnel au conseiller : nouveaux KPI, retention client et approche data-driven pour transformer la r\u00e9mun\u00e9ration commerciale.\",\"breadcrumb\":{\"@id\":\"https:\/\/www.akeron.com\/vulki\/fr\/transformation-role-commercial-remuneration-variable\/#breadcrumb\"},\"inLanguage\":\"fr-FR\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\/\/www.akeron.com\/vulki\/fr\/transformation-role-commercial-remuneration-variable\/\"]}]},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\/\/www.akeron.com\/vulki\/fr\/transformation-role-commercial-remuneration-variable\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\/\/www.akeron.com\/vulki\/fr\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"Transformation du r\u00f4le du commercial : vers une nouvelle approche de la r\u00e9mun\u00e9ration variable ?\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\/\/www.akeron.com\/vulki\/fr\/#website\",\"url\":\"https:\/\/www.akeron.com\/vulki\/fr\/\",\"name\":\"Vulki Software Platform\",\"description\":\"Piattaforma modulare per motivare e vendere meglio\",\"publisher\":{\"@id\":\"https:\/\/www.akeron.com\/vulki\/fr\/#organization\"},\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\/\/www.akeron.com\/vulki\/fr\/?s={search_term_string}\"},\"query-input\":\"required name=search_term_string\"}],\"inLanguage\":\"fr-FR\"},{\"@type\":\"Organization\",\"@id\":\"https:\/\/www.akeron.com\/vulki\/fr\/#organization\",\"name\":\"Vulki Software Platform\",\"url\":\"https:\/\/www.akeron.com\/vulki\/fr\/\",\"logo\":{\"@type\":\"ImageObject\",\"inLanguage\":\"fr-FR\",\"@id\":\"https:\/\/www.akeron.com\/vulki\/fr\/#\/schema\/logo\/image\/\",\"url\":\"https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2023\/05\/LogoVulkiDef.svg\",\"contentUrl\":\"https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2023\/05\/LogoVulkiDef.svg\",\"caption\":\"Vulki Software Platform\"},\"image\":{\"@id\":\"https:\/\/www.akeron.com\/vulki\/fr\/#\/schema\/logo\/image\/\"}},{\"@type\":\"Person\",\"@id\":\"https:\/\/www.akeron.com\/vulki\/fr\/#\/schema\/person\/e8c72c5442667532f0802c826514c663\",\"name\":\"martindupuis\",\"image\":{\"@type\":\"ImageObject\",\"inLanguage\":\"fr-FR\",\"@id\":\"https:\/\/www.akeron.com\/vulki\/fr\/#\/schema\/person\/image\/\",\"url\":\"https:\/\/secure.gravatar.com\/avatar\/b53c1aec52596a24809eccdcc512cefb?s=96&d=mm&r=g\",\"contentUrl\":\"https:\/\/secure.gravatar.com\/avatar\/b53c1aec52596a24809eccdcc512cefb?s=96&d=mm&r=g\",\"caption\":\"martindupuis\"},\"url\":\"https:\/\/www.akeron.com\/vulki\/fr\/author\/martindupuis\/\"}]}<\/script>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"Transformation du r\u00f4le du commercial et r\u00e9mun\u00e9ration variable","description":"Du vendeur traditionnel au conseiller : nouveaux KPI, retention client et approche data-driven pour transformer la r\u00e9mun\u00e9ration commerciale.","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/www.akeron.com\/vulki\/fr\/transformation-role-commercial-remuneration-variable\/","og_locale":"fr_FR","og_type":"article","og_title":"Transformation du r\u00f4le du commercial et r\u00e9mun\u00e9ration variable","og_description":"Du vendeur traditionnel au conseiller : nouveaux KPI, retention client et approche data-driven pour transformer la r\u00e9mun\u00e9ration commerciale.","og_url":"https:\/\/www.akeron.com\/vulki\/fr\/transformation-role-commercial-remuneration-variable\/","og_site_name":"Vulki Software Platform","article_published_time":"2025-08-28T08:31:45+00:00","article_modified_time":"2025-08-28T08:32:22+00:00","og_image":[{"width":768,"height":525,"url":"https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/07\/BLOG-1.jpg","type":"image\/jpeg"}],"author":"martindupuis","twitter_card":"summary_large_image","twitter_misc":{"\u00c9crit par":"martindupuis","Dur\u00e9e de lecture estim\u00e9e":"3 minutes"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"Article","@id":"https:\/\/www.akeron.com\/vulki\/fr\/transformation-role-commercial-remuneration-variable\/#article","isPartOf":{"@id":"https:\/\/www.akeron.com\/vulki\/fr\/transformation-role-commercial-remuneration-variable\/"},"author":{"name":"martindupuis","@id":"https:\/\/www.akeron.com\/vulki\/fr\/#\/schema\/person\/e8c72c5442667532f0802c826514c663"},"headline":"Transformation du r\u00f4le du commercial : vers une nouvelle approche de la r\u00e9mun\u00e9ration variable ?","datePublished":"2025-08-28T08:31:45+00:00","dateModified":"2025-08-28T08:32:22+00:00","mainEntityOfPage":{"@id":"https:\/\/www.akeron.com\/vulki\/fr\/transformation-role-commercial-remuneration-variable\/"},"wordCount":556,"publisher":{"@id":"https:\/\/www.akeron.com\/vulki\/fr\/#organization"},"articleSection":["Blog"],"inLanguage":"fr-FR"},{"@type":"WebPage","@id":"https:\/\/www.akeron.com\/vulki\/fr\/transformation-role-commercial-remuneration-variable\/","url":"https:\/\/www.akeron.com\/vulki\/fr\/transformation-role-commercial-remuneration-variable\/","name":"Transformation du r\u00f4le du commercial et r\u00e9mun\u00e9ration variable","isPartOf":{"@id":"https:\/\/www.akeron.com\/vulki\/fr\/#website"},"datePublished":"2025-08-28T08:31:45+00:00","dateModified":"2025-08-28T08:32:22+00:00","description":"Du vendeur traditionnel au conseiller : nouveaux KPI, retention client et approche data-driven pour transformer la r\u00e9mun\u00e9ration commerciale.","breadcrumb":{"@id":"https:\/\/www.akeron.com\/vulki\/fr\/transformation-role-commercial-remuneration-variable\/#breadcrumb"},"inLanguage":"fr-FR","potentialAction":[{"@type":"ReadAction","target":["https:\/\/www.akeron.com\/vulki\/fr\/transformation-role-commercial-remuneration-variable\/"]}]},{"@type":"BreadcrumbList","@id":"https:\/\/www.akeron.com\/vulki\/fr\/transformation-role-commercial-remuneration-variable\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Home","item":"https:\/\/www.akeron.com\/vulki\/fr\/"},{"@type":"ListItem","position":2,"name":"Transformation du r\u00f4le du commercial : vers une nouvelle approche de la r\u00e9mun\u00e9ration variable ?"}]},{"@type":"WebSite","@id":"https:\/\/www.akeron.com\/vulki\/fr\/#website","url":"https:\/\/www.akeron.com\/vulki\/fr\/","name":"Vulki Software Platform","description":"Piattaforma modulare per motivare e vendere meglio","publisher":{"@id":"https:\/\/www.akeron.com\/vulki\/fr\/#organization"},"potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/www.akeron.com\/vulki\/fr\/?s={search_term_string}"},"query-input":"required name=search_term_string"}],"inLanguage":"fr-FR"},{"@type":"Organization","@id":"https:\/\/www.akeron.com\/vulki\/fr\/#organization","name":"Vulki Software Platform","url":"https:\/\/www.akeron.com\/vulki\/fr\/","logo":{"@type":"ImageObject","inLanguage":"fr-FR","@id":"https:\/\/www.akeron.com\/vulki\/fr\/#\/schema\/logo\/image\/","url":"https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2023\/05\/LogoVulkiDef.svg","contentUrl":"https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2023\/05\/LogoVulkiDef.svg","caption":"Vulki Software Platform"},"image":{"@id":"https:\/\/www.akeron.com\/vulki\/fr\/#\/schema\/logo\/image\/"}},{"@type":"Person","@id":"https:\/\/www.akeron.com\/vulki\/fr\/#\/schema\/person\/e8c72c5442667532f0802c826514c663","name":"martindupuis","image":{"@type":"ImageObject","inLanguage":"fr-FR","@id":"https:\/\/www.akeron.com\/vulki\/fr\/#\/schema\/person\/image\/","url":"https:\/\/secure.gravatar.com\/avatar\/b53c1aec52596a24809eccdcc512cefb?s=96&d=mm&r=g","contentUrl":"https:\/\/secure.gravatar.com\/avatar\/b53c1aec52596a24809eccdcc512cefb?s=96&d=mm&r=g","caption":"martindupuis"},"url":"https:\/\/www.akeron.com\/vulki\/fr\/author\/martindupuis\/"}]}},"_links":{"self":[{"href":"https:\/\/www.akeron.com\/vulki\/fr\/wp-json\/wp\/v2\/posts\/114835"}],"collection":[{"href":"https:\/\/www.akeron.com\/vulki\/fr\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.akeron.com\/vulki\/fr\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.akeron.com\/vulki\/fr\/wp-json\/wp\/v2\/users\/19"}],"replies":[{"embeddable":true,"href":"https:\/\/www.akeron.com\/vulki\/fr\/wp-json\/wp\/v2\/comments?post=114835"}],"version-history":[{"count":32,"href":"https:\/\/www.akeron.com\/vulki\/fr\/wp-json\/wp\/v2\/posts\/114835\/revisions"}],"predecessor-version":[{"id":115687,"href":"https:\/\/www.akeron.com\/vulki\/fr\/wp-json\/wp\/v2\/posts\/114835\/revisions\/115687"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.akeron.com\/vulki\/fr\/wp-json\/wp\/v2\/media\/114856"}],"wp:attachment":[{"href":"https:\/\/www.akeron.com\/vulki\/fr\/wp-json\/wp\/v2\/media?parent=114835"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.akeron.com\/vulki\/fr\/wp-json\/wp\/v2\/categories?post=114835"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.akeron.com\/vulki\/fr\/wp-json\/wp\/v2\/tags?post=114835"},{"taxonomy":"post_folder","embeddable":true,"href":"https:\/\/www.akeron.com\/vulki\/fr\/wp-json\/wp\/v2\/post_folder?post=114835"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}