Provisionen¶
Provisionen sind ein wirkungsvolles Instrument zur Motivation von Vertriebsmitarbeitern. Sie fördern die Leistung, steigern die Produktivität und fördern einen gesunden Wettbewerb. Die Funktion Provisionen in Odoo Verkauf bietet die Möglichkeit, Vertriebsmitarbeiter oder Verkaufsteams auf der Grundlage ihrer Leistung zu belohnen. Diese Funktion unterstützt die Erstellung flexibler, messbarer Provisionsstrukturen, die auf die Unternehmensziele abgestimmt sind, unabhängig davon, ob es sich um Umsatz, Volumen, Gewinn oder wiederkehrende Verträge handelt.
Konfiguration¶
Um die Provisionsfunktion zu aktivieren, navigieren Sie zu . Scrollen Sie zum Abschnitt Rechnungsstellung und kreuzen Sie das Kästchen Provisionen an. Klicken Sie dann auf Speichern. Dadurch erscheint ein neuer Menüpunkt Provisionen in der Menüleiste. Um einen Provisionsplan zu erstellen, navigieren Sie zu und klicken Sie auf Neu.
Struktur eines Provisionsplans¶
Jeder Provisionsplan besteht aus mehreren Komponenten:
Basiert auf: Legt fest, ob Provisionen basierend auf Zielen oder Erfolgen gewährt werden.
pro: Gibt an, ob der Plan für einzelne Vertriebsmitarbeiter oder ein gesamtes Verkaufsteam zählt.
Zielhäufigkeit: Legt fest, wie oft das Ziel zurückgesetzt wird: Monatlich, Vierteljährlich oder Jährlich.
Erfolge: Bestimmt, was für Provisionen gemessen wird.
Zielbasierte Provisionspläne¶
In a Target based commission plan, commissions are awarded based on the percentage of sales targets reached. Target based plans are ideal for setting clear, measurable goals, such as invoicing a specific amount in sales per quarter, then rewarding sales people progressively based on how close they come to reaching or exceeding that goal.
Tipp
Target based plans differ from Achievement based plans because they are based on reaching a fixed, predefined goal. They focus on goal-based incentives and performance milestones.
To configure a new target based commission plan, navigate to the , then click New. Click in the Based on drop-down menu and select Targets. Then, select an option in the per field.
In the On Target Commission field, set the payout amount for reaching 100% of the
target. Update the Effective Period fields to confirm the dates for this plan. Then,
update the Target Frequency field based on how often the targets should be set and
evaluated.
Monthly: short term goals with frequent payouts.
Quarterly: aligns with business cycles and provides mid-range objectives.
Yearly: long term sales goals for strategic planning.
After the Target Frequency field is updated, the Targets tab updates with a list of the appropriate time frame. For each Period, enter a Target goal.
On the Achievements tab, add one or more Achievement metric for this plan by clicking Add a new achievement.
Click the Sales People tab to assign this plan to the appropriate staff. Click either Add a new Sales Person to add them individually, or Add Multiple Salespersons to bulk add several at once.
Bemerkung
The Add Multiple Salespersons button is only available if Entwicklermodus (Fehlerbeseitigungsmodus) is active.
Level¶
To provide additional incentive, commission levels can be added to Target based plans. These
tiers allow salespeople to earn varying commission amounts based on their performance levels. Levels
can start at 0% and increase incrementally. This allows for salespeople to earn commission even if
they do not achieve 100% of the target, as well as the ability to achieve over 100% of the
target. Commission levels can be set from the Commissions tab when creating a commission
plan.
If no levels are added above 100%, salespeople are not able to earn above the stated commission.
Example
In the plan below, the levels start at 0%, and continue until 300%. If a salesperson exceeds
100% of the expected target, their expected payout continues to increase up to 300%.
Erfolgsbasierte Provisionspläne¶
In a Achievement based commission plan, salespeople earn a percentage of their invoice value as
commission. Target based plans are ideal for rewarding sales activity consistently, regardless of
specific goals. For example, offering a 5% commission on all invoiced amounts, regardless of how
much is sold.
Tipp
Achievement based plans differ from Target based plans because they are calculated based on actual achievements using a flat, consistent rate. They are beneficial for ongoing, non-goal based compensation plans.
To configure a new target based commission plan, navigate to the , then click New. Click in the Based on drop-down and select Achievements. Then, select an option in the per field.
Update the Effective Period fields to confirm the dates for this plan. Then, update the Target Frequency field based on how often the targets should be set and evaluated.
On the Achievements tab, add one or more Achievement metric for this plan by clicking Add a new achievement.
Click the Sales People tab to assign this plan to the appropriate staff. Click either Add a new Sales Person to add them individually, or Add Multiple Salespersons to bulk add several at once.
Erfolge¶
Performance can be measured in several ways in performance plans. These are configured in the Achievements tab of each plan.
Amount Sold: the total value of sales orders (SOs).
Amount Invoiced: the total value of confirmed invoices.
Quantity Sold: the total number of units sold via SOs.
Quantity Invoiced: the total number of units invoiced.
Margin: the profit margin (selling price minus cost price).
MRR: the new Monthly Recurring Revenue from subscription sales. this option is only available if the Subscriptions app is installed.
Bemerkung
Regardless of what the plan is Based on, each plan needs both Achievements and Targets configured.
Plan approval¶
After confirming the details of the new plan, click Approve. This moves the plan from the Draft stage into the Approved stage.
Wichtig
Commissions plans in the Approved stage cannot be edited. To edit an approved plan, it must first be Reset to Draft.
After a plan is approved, Odoo automatically tracks performance and calculates commissions based on the established parameters.