{"id":5566,"date":"2016-02-17T20:01:41","date_gmt":"2016-02-18T01:01:41","guid":{"rendered":"http:\/\/www.forentrepreneurs.com\/pt-br\/quota-and-commission-rates\/"},"modified":"2016-03-16T14:42:46","modified_gmt":"2016-03-16T18:42:46","slug":"quota-and-commission-rates","status":"publish","type":"post","link":"https:\/\/www.forentrepreneurs.com\/pt-br\/quota-and-commission-rates\/","title":{"rendered":"Defininindo a meta e comiss\u00f5es do seu time de vendas SaaS"},"content":{"rendered":"

Este artigo fornece um olhar mais profundo sobre forma como as empresas de SaaS podem abordar a defini\u00e7\u00e3o de metas de vendas e comiss\u00f5es. \u00c9 um complemento para o o guia <\/span>SaaS Sales Compensation: How to Design the Right Plan<\/span><\/a>.<\/span><\/p>\n

Para definir o plano de compensa\u00e7\u00e3o do seu time de vendas, ou seja, quanto um vendedor deve ganhar na sua empresa, \u00e9 necess\u00e1rio criar o plano de comissionamento e metas – seja usando uma abordagem <\/span>top down<\/span><\/i> (de cima para baixo) ou <\/span>bottom up<\/span><\/i> (de baixo para cima).<\/span><\/p>\n

Metas Top Down<\/h3>\n

Um bom ponto para come\u00e7ar \u00e9 olhar para o que outras empresas t\u00eam sido capazes de alcan\u00e7ar com o mesmo perfil de vendedores. A pesquisa do <\/span>Bridge Group sobre Inside Sales SaaS<\/span><\/a> fornece pontos de refer\u00eancia \u00fateis nesta \u00e1rea, mas h\u00e1 uma grande varia\u00e7\u00e3o em cotas que variam de menos de US $ 500 mil a mais de US $ 1 milh\u00e3o. A regra geral parece ser que as metas sobem \u00e0 medida que o tamanho m\u00e9dio dos contratos sobe. Mas, como o levantamento revela, geralmente essa n\u00e3o \u00e9 uma rela\u00e7\u00e3o linear.<\/span><\/p>\n

Nota do Diego: <\/span>Esta parte \u00e9 menos \u00fatil para o mercado brasileiro, mas j\u00e1 d\u00e1 para ter uma ideia da rela\u00e7\u00e3o entre sal\u00e1rio anual do vendedor e sua meta de vendas, para tentar identificar as propor\u00e7\u00f5es “\u00e1ureas” do mercado americano. Um ponto que notei e pede um artigo complementar \u00e9 que no mercado brasileiro estas propor\u00e7\u00f5es tendem a ser muito mais eficientes, dado a um menor custo do talento (e a menor disponibilidade de talento senior no mercado de vendas SaaS). Por outro lado, a necessidade de investir na forma\u00e7\u00e3o\/desenvolvimento do talento no mercado brasileiro \u00e9 desproporcionalmente maior que nos EUA, onde vendas SaaS \u00e9 um “caminho de carreira” j\u00e1 extremamente estabelecido.<\/span><\/i><\/p>\n

Metas Bottoms Up<\/h3>\n

Para definir uma meta bottoms up, comece por descobrir quantas vendas um vendedor pode fechar em um m\u00eas t\u00edpico e multiplicar isso pelo valor m\u00e9dio dos contratos. N\u00e3o h\u00e1 nenhum n\u00famero de refer\u00eancia simples aqui, e ele provavelmente vai mudar ao longo do tempo, dependendo de onde voc\u00ea est\u00e1 na sua curva de aprendizagem, bem como a complexidade do seu processo de vendas. Por exemplo, para um produto simples, no qual existe demanda inbound e requer apenas uma a duas liga\u00e7\u00f5es para se fechar um contrato, \u00e9 muito diferente de um produto complexo, precisando de v\u00e1rias liga\u00e7\u00f5es e onde voc\u00ea ainda precisa identificar todos os respons\u00e1veis \u200b\u200bpelas decis\u00f5es necess\u00e1rias.<\/span><\/p>\n

Verifique As Metas De Acordo Com Os Custos De Vendas<\/h3>\n

Um bom teste \u00e9 verificar se a meta est\u00e1 pr\u00f3xima de cinco vezes maior que o sal\u00e1rio alvo de seu vendedor. No mundo ideal, as metas s\u00e3o entre 6-8X o sal\u00e1rio OTE (On target earnings, ou sal\u00e1rio alvo) para que voc\u00ea tenha um time de vendas de alta performance.<\/span><\/p>\n

Comiss\u00f5es<\/h3>\n

Agora que voc\u00ea tem sua cota, voc\u00ea pode descobrir qual a comiss\u00e3o necess\u00e1ria para que o vendedor atinja o sal\u00e1rio alvo (AKA: OTE ou on target earnings).<\/span><\/p>\n

Taxa de Comiss\u00f5es = Percentual v\u00e1riavel de remunera\u00e7\u00e3o\/ Meta<\/h3>\n

Por exemplo, se os seus vendedores podem vender 100 contas de $ 10K por conta, a sua meta ser\u00e1 de R $ 1 milh\u00e3o. Se o seu OTE \u00e9 de US $ 150K com base de 50% e 50% vari\u00e1vel, a comiss\u00e3o ideal ser\u00e1 de 7,5%. (Este valor corresponderia a uma cota OTE ligeiramente acima de 6X).<\/span><\/p>\n

Nota do Diego: David Skok usa neste modelo metas anuais e remunera\u00e7\u00e3o anual, trabalhando com contratos anuais, que \u00e9 o modelo mais amplamente adotado nos EUA. Num paralelo brasileiro onde se usa metas mensais e remunera\u00e7\u00e3o mensal, o exemplo acima ficaria assim: Um vendedor pode vender 8 contas por m\u00eas, de um valor mensal de R$1000, sua meta mensal seria de R$8000 em novas assinaturas (anualizada, a meta seria de 8000×12 meses = R$96000 em novos contratos por m\u00eas) . Se o sal\u00e1rio alvo para este vendedor \u00e9 de R$8.000 mensais, sendo 50% base e 50% vari\u00e1vel, a comiss\u00e3o seria de 50% das novas receitas no primeiro m\u00eas do cliente OU 4,1% do valor de contrato anual (ACV).<\/span><\/i><\/p>\n

Mais uma vez, voc\u00ea vai querer comparar isso com alguns benchmarks da ind\u00fastria. 6-12% \u00e9 o intervalo que parece mais comum no levantamento Grupo Bridge. Mas comissionamento pode variar amplamente. Na pesquisa de 2015 com 305 empresas de SaaS<\/a> descobrimos que comiss\u00e3o mediana para as vendas internas foi de 8,9% e de vendas externas foi de 9,5%, mas com uma ampla distribui\u00e7\u00e3o: 50% tinham entre 7% e 11%.<\/span><\/p>\n

Depois de ter \u00a0definidas suas taxas de comiss\u00e3o e cotas, voc\u00ea pode come\u00e7ar o planejamento de capacidade – mapeando o n\u00famero de liga\u00e7\u00f5es, chamadas e conversas que cada representante precisa ter e de onde vir\u00e3o as leads para serem trabalhadas. Voc\u00ea tamb\u00e9m deve come\u00e7ar a contratar, muitas vezes \u00e0 frente de suas necessidades para ter em conta o tempo envolvido na contrata\u00e7\u00e3o e treinamento de novos vendedores.<\/span><\/p>\n

Este post \u00e9 completar ao artigo “<\/span>Compensa\u00e7\u00e3o de times de vendas SaaS<\/span><\/a>“. N\u00f3s recomendamos que voc\u00ea comece por ele.<\/span><\/p>\n

Traduzido por <\/span>Diego Gomes<\/span><\/a> (fundador da <\/span>Rock Content<\/span><\/a> e blogueiro do <\/span>Webholic<\/span><\/a>). Caso curta, voc\u00ea pode <\/span>segu\u00ed-lo no Twitter<\/span><\/a> ou se conectar <\/span>via Linkedin<\/span><\/a>. <\/span><\/p>\n","protected":false},"excerpt":{"rendered":"

Este artigo fornece um olhar mais profundo sobre forma como as empresas de SaaS podem abordar a defini\u00e7\u00e3o de metas de vendas e comiss\u00f5es. \u00c9 um complemento para o o guia SaaS Sales Compensation: How to Design the Right Plan. Para definir o plano de compensa\u00e7\u00e3o do seu time de vendas, ou seja, quanto um […]<\/p>\n","protected":false},"author":2,"featured_media":5509,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"content-type":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":true,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[1250],"tags":[],"coauthors":[886],"class_list":["post-5566","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-sales-pt-br"],"yoast_head":"\nDefininindo a meta e comiss\u00f5es do seu time de vendas SaaS - For Entrepreneurs<\/title>\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.forentrepreneurs.com\/pt-br\/quota-and-commission-rates\/\" \/>\n<meta property=\"og:locale\" content=\"pt_BR\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Defininindo a meta e comiss\u00f5es do seu time de vendas SaaS - For Entrepreneurs\" \/>\n<meta property=\"og:description\" content=\"Este artigo fornece um olhar mais profundo sobre forma como as empresas de SaaS podem abordar a defini\u00e7\u00e3o de metas de vendas e comiss\u00f5es. \u00c9 um complemento para o o guia SaaS Sales Compensation: How to Design the Right Plan. 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