{"id":5568,"date":"2016-02-17T20:02:13","date_gmt":"2016-02-18T01:02:13","guid":{"rendered":"http:\/\/www.forentrepreneurs.com\/pt-br\/commissions\/"},"modified":"2016-03-16T15:14:11","modified_gmt":"2016-03-16T19:14:11","slug":"commissions","status":"publish","type":"post","link":"https:\/\/www.forentrepreneurs.com\/pt-br\/commissions\/","title":{"rendered":"Quando Pagar e Contabilizar Comiss\u00f5es"},"content":{"rendered":"<h3>Quando Pagar Commis\u00f5es?<\/h3>\n<p><span style=\"font-weight: 400;\">Um ponto importante no seu plano, al\u00e9m do que voc\u00ea paga, \u00e9 quando voc\u00ea paga comiss\u00f5es. No mercado de SaaS, h\u00e1 tr\u00eas op\u00e7\u00f5es, cada uma com as suas implica\u00e7\u00f5es individuais:<\/span><\/p>\n<ol>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Quando o contrato \u00e9 assinado (bookings);<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">No momento do primeiro pagamento efetuado por parte do cliente;<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">No momento de cada pagamento mensal por parte do cliente;<\/span><\/li>\n<\/ol>\n<p><span style=\"font-weight: 400;\">Cada empresa ter\u00e1 que escolher a melhor abordagem para si. Uma pesquisa do Bridge Group constatou que 38 por cento das empresas de SaaS pagam comiss\u00f5es quando a cobran\u00e7a \u00e9 realizada, outros 35 por cento no momento da contrata\u00e7\u00e3o e 20 por cento a cada vez que se fatura o cliente.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Se h\u00e1 um longo atraso entre o momento da reserva (bookings) e primeiro pagamento, voc\u00ea pode querer pagar sua equipe de vendas antes do pagamento do cliente para mant\u00ea-los motivados, mas isso vai colocar uma press\u00e3o maior sobre o seu fluxo de caixa. Pagar no momento de cada pagamento mant\u00e9m os pagamentos de comiss\u00f5es mais perto do reconhecimento real de receita, e \u00e9 \u00fatil se voc\u00ea precisar de sua equipe de vendas focada em reten\u00e7\u00e3o. Mas isso pode resultar num processo de contabilidade mais complicado.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Na Matrix Partners, normalmente vemos a segunda op\u00e7\u00e3o, o pagamento no momento do primeiro pagamento, sendo usado como uma ferramenta para reten\u00e7\u00e3o em caso de clientes cancelando.<\/span><\/p>\n<h3>Contabiliza\u00e7\u00e3o de comiss\u00f5es<\/h3>\n<p><span style=\"font-weight: 400;\">Junto com quando voc\u00ea paga, voc\u00ea tamb\u00e9m precisa decidir quando reconhecer as comiss\u00f5es, em seu sistema de contabilidade. H\u00e1 duas op\u00e7\u00f5es:<\/span><\/p>\n<ol>\n<li><span style=\"font-weight: 400;\">No momento da reserva (bookings) e pagamento para o vendedor.<\/span><\/li>\n<\/ol>\n<p><span style=\"font-weight: 400;\">A desvantagem desta op\u00e7\u00e3o \u00e9 que voc\u00ea pode ter grandes perdas em um trimestre onde voc\u00ea tem um alto volume de novos bookings. No entanto, esta parece ser a op\u00e7\u00e3o prevalecente para startups em est\u00e1gio inicial. Nossa pesquisa de SaaS descobriu que <\/span><a href=\"http:\/\/www.forentrepreneurs.com\/2015-saas-survey-part-2\/\" target=\"_blank\"><span style=\"font-weight: 400;\">72% das empresas de SaaS reconhece o custo adianto ao pagamento<\/span><\/a><span style=\"font-weight: 400;\">.<\/span><\/p>\n<ol>\n<li>Proporcionalmente ao longo da dura\u00e7\u00e3o do contrato.<\/li>\n<\/ol>\n<p>Isso requer um sistema de rastreamento e contabilidade mais sofisticados e, portanto, \u00e9 provavelmente melhor para as empresas, considerando uma abertura de capital no futuro (IPO).<\/p>\n<p><span style=\"font-weight: 400;\">Este post \u00e9 completar ao artigo &#8220;<\/span><a href=\"http:\/\/www.forentrepreneurs.com\/saas-sales-compensation-plan\/\" target=\"_blank\"><span style=\"font-weight: 400;\">Compensa\u00e7\u00e3o de times de vendas SaaS<\/span><\/a><span style=\"font-weight: 400;\">&#8220;. N\u00f3s recomendamos que voc\u00ea comece por ele.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Traduzido por <\/span><a href=\"http:\/\/www.linkedin.com\/in\/diegottg\" target=\"_blank\"><span style=\"font-weight: 400;\">Diego Gomes<\/span><\/a><span style=\"font-weight: 400;\"> (fundador da <\/span><a href=\"http:\/\/rockcontent.com\/\" target=\"_blank\"><span style=\"font-weight: 400;\">Rock Content<\/span><\/a><span style=\"font-weight: 400;\"> e blogueiro do <\/span><a href=\"http:\/\/webholic.com.br\/\" target=\"_blank\"><span style=\"font-weight: 400;\">Webholic<\/span><\/a><span style=\"font-weight: 400;\">). Caso curta, voc\u00ea pode <\/span><a href=\"https:\/\/twitter.com\/dttg\" target=\"_blank\"><span style=\"font-weight: 400;\">segu\u00ed-lo no Twitter<\/span><\/a><span style=\"font-weight: 400;\"> ou se conectar <\/span><a href=\"http:\/\/linkedin.com\/in\/diegottg\" target=\"_blank\"><span style=\"font-weight: 400;\">via Linkedin<\/span><\/a><span style=\"font-weight: 400;\">. <\/span><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Quando Pagar Commis\u00f5es? Um ponto importante no seu plano, al\u00e9m do que voc\u00ea paga, \u00e9 quando voc\u00ea paga comiss\u00f5es. No mercado de SaaS, h\u00e1 tr\u00eas op\u00e7\u00f5es, cada uma com as suas implica\u00e7\u00f5es individuais: Quando o contrato \u00e9 assinado (bookings); No momento do primeiro pagamento efetuado por parte do cliente; No momento de cada pagamento mensal [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":5503,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"content-type":"","jetpack_post_was_ever_published":false,"_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}},"categories":[1250],"tags":[],"coauthors":[886],"class_list":["post-5568","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-sales-pt-br"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.3 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Quando Pagar e Contabilizar Comiss\u00f5es - 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\/commissions\/\" \/>\n<meta property=\"og:locale\" content=\"pt_BR\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Quando Pagar e Contabilizar Comiss\u00f5es - For Entrepreneurs\" \/>\n<meta property=\"og:description\" content=\"Quando Pagar Commis\u00f5es? Um ponto importante no seu plano, al\u00e9m do que voc\u00ea paga, \u00e9 quando voc\u00ea paga comiss\u00f5es. 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