{"id":114633,"date":"2025-07-17T16:50:25","date_gmt":"2025-07-17T14:50:25","guid":{"rendered":"https:\/\/www.akeron.com\/vulki\/?p=114633"},"modified":"2026-03-09T17:58:18","modified_gmt":"2026-03-09T16:58:18","slug":"nuovo-ruolo-commerciale-impatto-sulla-sales-compensation","status":"publish","type":"post","link":"https:\/\/www.akeron.com\/vulki\/nuovo-ruolo-commerciale-impatto-sulla-sales-compensation\/","title":{"rendered":"Come sta cambiando il ruolo del commerciale e qual \u00e8 l\u2019impatto sulla Sales Compensation?"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"114633\" class=\"elementor elementor-114633\" 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-09d3b87 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"09d3b87\" 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-4eed12c\" data-id=\"4eed12c\" 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-2701a07 elementor-widget elementor-widget-html\" data-id=\"2701a07\" data-element_type=\"widget\" data-widget_type=\"html.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<a href=\"https:\/\/it.freepik.com\/immagine-ia-gratis\/visioni-future-concetto-commerciale-e-tecnologico_396969398.htm\">Immagine di freepik<\/a>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-3b3de73 elementor-widget elementor-widget-text-editor\" data-id=\"3b3de73\" 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<h4><b><span data-contrast=\"auto\">Da Order Taker a Trusted Advisor<\/span><\/b><\/h4><p><span data-contrast=\"auto\">Negli ultimi anni, il ruolo del commerciale sta vivendo una trasformazione radicale. Il tradizionale <\/span><i><span data-contrast=\"auto\">order taker<\/span><\/i><span data-contrast=\"auto\">, focalizzato su un approccio transazionale e a breve termine, sta lasciando il posto a una figura pi\u00f9 evoluta: <b>quella del <\/b><\/span><b><i><span data-contrast=\"auto\">trusted advisor<\/span><\/i><\/b><span data-contrast=\"auto\"><b>, un professionista che crea valore<\/b> supportando il cliente lungo tutto il processo decisionale.<\/span><span data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true,&quot;201341983&quot;:0,&quot;335551550&quot;:6,&quot;335551620&quot;:6,&quot;335559685&quot;:567,&quot;335559737&quot;:685,&quot;335559740&quot;:240,&quot;335559991&quot;:11}\">\u00a0<\/span><\/p><p><span data-contrast=\"auto\">Questa evoluzione implica un <b>profondo ripensamento anche dei modelli di incentivazione<\/b>, che devono passare da una logica puramente quantitativa a una pi\u00f9 qualitativa, capace di premiare la creazione di valore nel lungo periodo.<\/span><span data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true,&quot;201341983&quot;:0,&quot;335551550&quot;:6,&quot;335551620&quot;:6,&quot;335559685&quot;:567,&quot;335559737&quot;:685,&quot;335559740&quot;:240,&quot;335559991&quot;:11}\">\u00a0<\/span><\/p><p><span data-contrast=\"auto\">L\u2019<\/span><i><span data-contrast=\"auto\">order taker<\/span><\/i><span data-contrast=\"auto\"> si limita a raccogliere ordini, spesso concentrandosi su volumi e chiusure rapide. La sua sales compensation \u00e8 generalmente semplice, legata a commissioni sulle vendite.<\/span><span data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true,&quot;201341983&quot;:0,&quot;335551550&quot;:6,&quot;335551620&quot;:6,&quot;335559685&quot;:567,&quot;335559737&quot;:685,&quot;335559740&quot;:240,&quot;335559991&quot;:11}\">\u00a0<\/span><\/p><p><span data-contrast=\"auto\">Al contrario, il <\/span><i><span data-contrast=\"auto\">trusted advisor<\/span><\/i><span data-contrast=\"auto\"> costruisce relazioni durature, comprende i bisogni del cliente e propone soluzioni su misura. <b>Questo richiede competenze avanzate<\/b> (consulenza, analisi, gestione strategica), e quindi anche un <b>sistema di incentivi pi\u00f9 sofisticato<\/b>.<\/span><span data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true,&quot;201341983&quot;:0,&quot;335551550&quot;:6,&quot;335551620&quot;:6,&quot;335559685&quot;:567,&quot;335559737&quot;:685,&quot;335559740&quot;:240,&quot;335559991&quot;:11}\">\u00a0<\/span><\/p><p><span data-contrast=\"auto\">In questo scenario, la vendita diventa pi\u00f9 articolata: bisogna educare il cliente, guadagnarne la fiducia e co-progettare soluzioni. Il ciclo si allunga, e i KPI tradizionali (come il solo fatturato trimestrale) non sono pi\u00f9 sufficienti.<\/span><span data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true,&quot;201341983&quot;:0,&quot;335551550&quot;:6,&quot;335551620&quot;:6,&quot;335559685&quot;:567,&quot;335559737&quot;:685,&quot;335559740&quot;:240,&quot;335559991&quot;:11}\">\u00a0<\/span><\/p><p><span data-ccp-props=\"{&quot;335559685&quot;:567}\">\u00a0<\/span><\/p><h4><b><span data-contrast=\"auto\">Qual \u00e8 l\u2019Impatto sulla Sales Compensation?<\/span><\/b><span data-ccp-props=\"{&quot;335559685&quot;:567}\">\u00a0<\/span><\/h4><ul><li aria-setsize=\"-1\" data-leveltext=\"\uf0b7\" data-font=\"Symbol\" data-listid=\"34\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559685&quot;:1276,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Symbol&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\uf0b7&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" data-aria-posinset=\"1\" data-aria-level=\"1\"><span data-contrast=\"auto\"><b>Marginalit\u00e0 e qualit\u00e0 del deal<\/b>: la competizione non si gioca pi\u00f9 solo sul prezzo, ma sulla capacit\u00e0 di generare valore. Gli incentivi devono riflettere questa evoluzione, premiando la marginalit\u00e0 e la qualit\u00e0 delle opportunit\u00e0 chiuse, non solo il volume.<\/span><\/li><li aria-setsize=\"-1\" data-leveltext=\"\uf0b7\" data-font=\"Symbol\" data-listid=\"34\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559685&quot;:1276,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Symbol&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\uf0b7&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" data-aria-posinset=\"1\" data-aria-level=\"1\"><span data-contrast=\"auto\"><b>Retention e crescita dell\u2019account:<\/b> il rapporto non si chiude con la firma del contratto. Un <\/span><i><span data-contrast=\"auto\">trusted advisor<\/span><\/i><span data-contrast=\"auto\"> accompagna il cliente nel tempo, contribuendo alla sua fidelizzazione e allo sviluppo dell\u2019account.\u00a0<\/span><\/li><li aria-setsize=\"-1\" data-leveltext=\"\uf0b7\" data-font=\"Symbol\" data-listid=\"34\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559685&quot;:1276,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Symbol&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\uf0b7&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" data-aria-posinset=\"1\" data-aria-level=\"1\"><span data-contrast=\"auto\"><b>Nuovi KPI<\/b>: la vendita consulenziale richiede metriche diverse: Net Promoter Score (NPS), adoption rate del prodotto, engagement del cliente, retention e customer lifetime value (CLV). La sales compensation deve diventare data-driven e pi\u00f9 ibrida, legata non solo ai risultati immediati ma anche alla sostenibilit\u00e0 della relazione.<\/span><\/li><\/ul><div>\u00a0<\/div><div>\u00a0<span data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true,&quot;201341983&quot;:0,&quot;335551550&quot;:6,&quot;335551620&quot;:6,&quot;335559685&quot;:567,&quot;335559737&quot;:685,&quot;335559740&quot;:240,&quot;335559991&quot;:11}\">\u00a0<\/span><span data-contrast=\"auto\">L\u2019evoluzione del ruolo commerciale da <\/span><i><span data-contrast=\"auto\">order taker<\/span><\/i><span data-contrast=\"auto\"> a <\/span><i><span data-contrast=\"auto\">trusted advisor<\/span><\/i><span data-contrast=\"auto\"> segna <b>un punto di svolta nella gestione della forza vendita<\/b>. Per essere davvero efficace, la sales compensation deve premiare la creazione di valore nel tempo, integrando KPI di lungo periodo, metriche qualitative e logiche di incentivazione ricorrente.\u00a0<\/span><span data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true,&quot;201341983&quot;:0,&quot;335551550&quot;:6,&quot;335551620&quot;:6,&quot;335559685&quot;:567,&quot;335559737&quot;:685,&quot;335559740&quot;:240,&quot;335559991&quot;:11}\">\u00a0<\/span><\/div>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-66d75a0 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"66d75a0\" 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 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.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-6c4b577 elementor-widget elementor-widget-heading\" data-id=\"6c4b577\" 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-84f0e13 elementor-widget elementor-widget-text-editor\" data-id=\"84f0e13\" 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;\">Allinea la gestione della forza vendita agli obiettivi strategici aziendali<\/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-51b41a0 elementor-widget elementor-widget-spacer\" data-id=\"51b41a0\" 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 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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-1d97cf3 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"1d97cf3\" 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-3a9b643\" data-id=\"3a9b643\" 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-b3a8a9d elementor-widget elementor-widget-image\" data-id=\"b3a8a9d\" 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\/library\/come-creare-un-piano-incentivi-efficace\/\">\n\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"800\" height=\"800\" src=\"https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/07\/blueprint_incentive_plan_2_optimized-1024x1024.jpg\" class=\"attachment-large size-large wp-image-114674\" alt=\"\" srcset=\"https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/07\/blueprint_incentive_plan_2_optimized-1024x1024.jpg 1024w, https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/07\/blueprint_incentive_plan_2_optimized-300x300.jpg 300w, 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radicale.<\/p>\n","protected":false},"author":5,"featured_media":121874,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[285,1],"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>Sales Compensation: l\u2019impatto dei nuovi ruoli commerciali<\/title>\n<meta name=\"description\" content=\"Sales compensation: scopri come i nuovi ruoli commerciali influenzano i modelli di incentivazione e la performance delle vendite.\" \/>\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\/nuovo-ruolo-commerciale-impatto-sulla-sales-compensation\/\" \/>\n<meta property=\"og:locale\" content=\"it_IT\" \/>\n<meta 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