Area Comercial - Herramientas Profesionales - PDF

# AREA COMERCIAL - HERRAMIENTA PROFESIONAL ## ¡ARMANDOLA JUNTOS! ## CATEGORIAS **➤ Explorer** **➤ ExplorerAba** **➤ Azul** **➤ Zafiro** **➤ Eléctrico** **➤ Platino** **➤ VIP** **Pie chart:** - **Azul:** largest percentage. - **Zafiro:** second largest percentage. - **Eléctrico:** third largest...

# AREA COMERCIAL - HERRAMIENTA PROFESIONAL ## ¡ARMANDOLA JUNTOS! ## CATEGORIAS **➤ Explorer** **➤ ExplorerAba** **➤ Azul** **➤ Zafiro** **➤ Eléctrico** **➤ Platino** **➤ VIP** **Pie chart:** - **Azul:** largest percentage. - **Zafiro:** second largest percentage. - **Eléctrico:** third largest percentage. - **Platino:** fourth largest percentage. - **Explorer:** fifth largest percentage. - **Explorer Aba:** sixth largest percentage. - **Vip:** smallest percentage. ## CATEGORÍA | CATEGORÍA | DSTO COMERCIAL | MONTO MIN | MONTO MAX | VOLUMEN MIN | VOLUMEN MAX | PAGO PUNTUAL | MARGEN MAX | |---|---|---|---|---|---|---|---| | **Explorer** | P. Dist. | $2,000 | $15,000 | N/A | N/A | N/A | P. Dist. | | **ExplorerAba** | P. Dist. | $5,000 | $50,000 | 1% | 5% | 0% al 5% | -9.75% | | **Azul** | - 9% | $15,001 | $60,000| 1% | 5% | 0% al 5% | -17.87% | | **Zafiro** | -13% | $60,001 | $150,000 | 1% | 5% | 0% al 5% | -21.48% | | **Platino** | -18% | $150,001 | $600,000 | 1% | 4% | 0% al 5% | -25.22% | | **VIP** | -22% | $600,001 | $1,500,000 | 1% | 4% | 0% al 5% | -28.86% | | **Eléctrico** | -9% (5 al 15%) | $100,000 ($30,000) | $500,000 ($250,000) | 1% | 4% | 0% al 5% | -29.46% | ## DESCUENTO PAGO PUNTUAL El calculo para este descuento, se hará mediante un promedio ponderado de los días de pago. Aquí se evalúan: - El monto de la factura - Los días que se adelantó/retrasó en el pago de la factura (Fecha bono) Para acceder al descuento máximo de Pago Puntual los clientes deberán haber comprado por lo menos el mínimo de su categoría en el mes anterior. ## Descuento Pago Puntual El indicador de Días promedio de pago dará el descuento en función de la siguiente tabla: - A **5%** discount if the payment is made within 1 to 2 days. - A **3%** discount if the payment is made within 3 to 27 days. - A **3%** discount if the payment is made within 28 to 29 days. - A **1%** discount if the payment is made within 30 to 34 days. - A **0%** discount if the payment is made within 35 to 37 days. ## Descuento Pago Puntual La siguiente escala representa los descuentos que el cliente puede obtener en función del plazo. The **date bonus** is the last day the client has to make the payment; this date is considered **day 0**. | Payment Method | Days Average | Discount the next month| |---|---|---| | Major/equal to 5 days | 0% | | Between 5 and 2 days | 1% | | Between 2 and 0 days | 3% | | Between 0 and (days of deadline) | 3% - 5% | | Contado, PxA | 5% | | Late | 5 Days | ## ¿Cómo se calcula el promedio ponderado? The **weighted average** is calculated using the following formula: $promedio\ ponderado = \frac{(m1*d1)+(m2*d2)+(m3*d3)+(m4*d4)}{(m1+m2+m3+m4)}$ Where: - $m$ is the amount of the invoice. - $d$ is the number of days. **Example:** | Invoice | Invoice Amount | Bonus Date | Payment Date | Days | |---|---|---|---|---| | Fact 1 | $250 | 01/06/2020 | 01/05/2020 | -30 | | Fact 2 | $250 | 01/07/2020 | 15/06/2020 | -15 | | Fact 3 | $250 | 15/08/2020 | 15/07/2020 | -15 | | Fact 4 | $250 | 18/09/2020 | 24/09/2020 | 6 | $Promedio\ días\ pago = \frac {($250 *-30)+($250*-15)+($250*-15)+($250*6)}{($250+$250+$250+$250)} = -13.5$ ## ¿Cómo se calculará el pago puntual? Let's say we have a client with 4 invoices, which has a 30-day credit period. | Invoice | Invoice Amount | Bonus Date | Payment Date | Days | |---|---|---|---|---| | Fact 1 | $250 | 01/06/2020 | 01/05/2020 | -30 | | Fact 2 | $250 | 01/07/2020 | 15/06/2020 | -15 | | Fact 3 | $250 | 15/08/2020 | 15/07/2020 | -15 | | Fact 4 | $250 | 18/09/2020 | 24/09/2020 | 6 | The average of the days is **-13.5**. With this, the client will receive a **3.9% discount** on the invoices for the next month. ## ¿Cómo se calcula el promedio ponderado? The **weighted average** is calculated using the following formula: $promedio\ ponderado = \frac{(m1*d1)+(m2*d2)+(m3*d3)+(m4*d4)}{(m1+m2+m3+m4)}$ Where: - $m$ is the amount of the invoice. - $d$ is the number of days. **Example:** | Invoice | Invoice Amount | Bonus Date | Payment Date | Days | |---|---|---|---|---| | Fact 1 | $50 | 01/06/2020 | 15/05/2020 | -30 | | Fact 2 | $50 | 01/07/2020 | 05/07/2020 | -15 | | Fact 3 | $50 | 15/08/2020 | 15/08/2020 | -15 | | Fact 4 | $850 | 18/09/2020 | 19/09/2020 | 6 | $Promedio\ días\ pago = \frac {($50 *-30)+($50*-15)+($50*-15)+($850*6)}{($50+$50+$50+$850)} = 2.1$ ## ¿Cómo se calculará el pago puntual? The same exercise, but now the invoice amount is different. | Invoice | Invoice Amount | Bonus Date | Payment Date | Days | |---|---|---|---|---| | Fact 1 | $50 | 01/06/2020 | 15/05/2020 | -30 | | Fact 2 | $50 | 01/07/2020 | 05/07/2020 | -15 | | Fact 3 | $50 | 15/08/2020 | 15/08/2020 | -15 | | Fact 4 | $850 | 18/09/2020 | 19/09/2020 | 6 | The average of the days is **2.1**. With this, the client will receive a **1% discount** on the invoices for the next month. ## Reglas y consideraciones para el Pago Puntual 1. For the calculation of the average, the last month with activity from the client will be used, not necessarily the immediate previous month. 2. Invoices that are not overdue are not part of the calculation. 3. Overdue invoices do affect the average number of days. 4. If there is an invoice with some kind of incident, Credit and Collections will be responsible for marking the invoice so that it does not affect the client's average. ## ESQUEMA DE COMPENSACIÓN - Asesores señor Based on 4 bonuses: - **Effectiveness:** = Income - **Compliance with category:** = Income. - **PromOffers:** = Income. - **Commissions for collection:** = Income and penalty. ## EFECTIVIDAD **Bonus of Effectiveness** **Se calculará la efectividad de un vendedor dividiendo el número de clientes con movimiento entre el número de clientes en cartera.** $Efectividad = \frac{\# Clientes\ con\ movimiento} {\# Clientes\ en\ cartera} * 100$ | Range | MIN | MAX | Amount | |---|---|---|---| | 70.0% - 100.0% | 70.0% | 100.0% | $7,000 | | 60.0% - 69.9% | 60.0% | 69.9% | $ 5,000 | | 50.0% - 59.9% | 50.0% | 59.9% | $ 4,000 | | 40.0% - 49.9% | 40.0% | 49.9% | $ 2,000 | | 30.0% - 39.9% | 30.0% | 39.9% | $ 1,000 | | 0.0% - 29.9% | 0.0% | 29.9% | $ 0 | **Once the amount of bonus reached is defined, we will make a second validation that will help guarantee the profitability of the scheme.** ## Ajuste de cobranza | Range | Cobranza mínima | Cobranza máxima | Factor | |---|---|---|---| | $1,500,000 - $50,000,000 | $1,500,000 | $50,000,000 | 120% | | $750,000 - $1,499,999 | $750,000 | $1,499,999 | 100% | | $600,000 - $750,000 | $600,000 | $750,000 | 80% | | $400,000 - $600,000 | $400,000 | $600,000 | 60% | | $300,000 - $400,000 | $300,000 | $400,000 | 40% | | $0 - $300,00 | $0 | $300,00 | 0% | **Bono Efectividad =** Efectividad * Ajuste de cobranza ## CUMPLIMIENTO **Bonus of Effectiveness** **To determine the result of a salesperson in this bonus, we will analyze how many clients meet their category, divided by the number of clients assigned in the portfolio.** Cumplimiento = # Clientes que cumplen * 100 / # Clientes en cartera | Range | MIN | MAX | Amount | |---|---|---|---| | 130.0% - 150.0% | 130.0% | 150.0% | $15,000 | | 110.0% - 129.9% | 110.0% | 129.9% | $12,000 | | 100.0% - 109.9% | 100.0% | 109.9% | $10,000 | | 90.0% - 99.9% | 90.0% | 99.9% | $8,500 | | 80.0% - 89.9% | 80.0% | 89.9% | $ 7,000 | | 70.0% - 100.0% | 70.0% | 100.0% | $ 5,500 | | 60.0% - 69.9% | 60.0% | 69.9% | $4,000 | | 50.0% - 59.9% | 50.0% | 59.9% | $ 2,500 | | 40.0% - 49.9% | 40.0% | 49.9% | $ 1,500 | | 30.0% - 39.9% | 30.0% | 39.9% | $ 500 | | 0.0% - 29.9% | 0.0% | 29.9% | $ 0 | **Afterwards, we will take the average percentage of the top 3 Senior Salespeople, which will be settled as a target for the rest of the salespeople. The average percentage of these 3 salespeople will be taken as the target at 100%, from which we will apply the following table.** ## Ajuste de cobranza | Range | Cobranza mínima | Cobranza máxima | Factor | |---|---|---|---| | $1,500,00 - $50,000,00 | $1,500,00 | $50,000,00 | 120% | | $750,000 - $1,499,99 | $750,000 | $1,499,99 | 100% | | $600,000 - $750,000 | $600,000 | $750,000 | 80% | | $400,000 - $600,000 | $400,000 | $600,000 | 60% | | $300,000 - $400,000 | $300,000 | $400,000 | 40% | | $0 - $300,00 | $0 | $300,00 | 0% | **Bono Cumplimiento =** Cumplimiento * Ajuste de cobranza ## PROMOFERTA This bonus will boost promotion and sales of the products that are put on sale every month. To evaluate this point, a competition will be held among all the salespeople, and the first 20 places will win, as long as they meet the minimum target. This minimum target is defined by averaging the top 3 salespeople; the rest of the salespeople must cover at least 15% of that average in order to participate. **Bonus of PromOferta** | Rank | Bonus | Rank | Bonus | Rank | Bonus | |---|---|---|---|---|---| | 1 | $2,000 | 8 | $1,300 | 15 | $725 | | 2 | $1,900 | 9 | $1,200 | 16 | $650 | | 3 | $1,800 | 10 | $1,100 | 17 | $575 | | 4 | $1,700 | 11 | $1,025 | 18 | $500 | | 5 | $1,600 | 12 | $950 | 19 | $425 | | 6 | $1,500 | 13 | $875 | 20 | $350 | | 7 | $1,400 | 14 | $800 | ## COMISIONES POR COBRANZA A commission will be paid to the salesperson based on the collections they make during the month. This commission takes into account the client categories and the time of collection. An on-time collection will give a higher percentage of the commission, while a collection with maturity will decrease the percentage as the days of delay in payment increase. | Class | 0-5 Days | 6-14 Days | 15-29 Days | 30-45 Days | 46-X Days | 0-45 Days | 46-59 Days | 60-74 Days | 75-89 Days | More than 90 | |---|---|---|---|---|---|---|---|---|---|---| | 19 EXPLORER | 4.50% | 3.50% | 2.50% | 0.00% | 00% | -00% | -1% | -3% | -3% | -5.00% | | 19 AZUL | 3.00% | 2.50% | 1.50% | 1.00% | 00% | -00% | -1% | -3% | -3% | -5.00% | | 19 ZAFIRO | 2.50% | 2.00% | 1.00% | 0.50% | 00% | -00% | -1% | -3% | -3% | -5.00% | | 19 PLATINO | 1.50% | 1.20% | 0.80% | 0.30% | 00% | -00% | -1% | -3% | -3% | -5.00% | | 19 VIP | 1.00% | 0.80% | 0.30% | 0.00% | 00% | -3.00% | -1% | -3% | -3% | -5.00% | | 19 ELECTRICO | 1.00% | 0.80% | 0.30% | 0.00% | 00% | -3.00% | -1% | -3% | -3% | -5.00% | ## BONO DE COBRANZA | Class | 0-14 Days | 15-29 Days | 30-44 Days | 45-59 Days | 60-74 Days | 75-89 Days | More than 90 | |---|---|---|---|---|---|---|---| | 19 EXPLORER | 4.50% | 3.50% | 2.50% | 0.00% | -1.00% | -3.00% | -5.00% | | 19 AZUL | 3.00% | 2.50% | 1.50% | 1.00% | -1.00% | -3.00% | -5.00% | | 19 ZAFIRO | 2.50% | 2.00% | 1.00% | 0.50% | -1.00% | -3.00% | -5.00% | | 19 PLATINO | 1.50% | 1.25% | 0.75% | 0.25% | -1.00% | -3.00% | -5.00% | | 19 VIP | 1.00% | 0.75% | 0.25% | 0.00% | -1.00% | -3.00% | -5.00% | | 19 ELECTRICO | 1.00% | 0.75% | 0.25% | 0.00% | -1.00% | -3.00% | -5.00% | ## Artículos Nuevos | Mecánica de la promoción From now on, the promotion will be scalable from 1% to 7%. **The discount will be granted based on the number of products invoiced and the client's category.** | Class | 1% | 3% | 5% | 7% | |---|---|---|---|---| | Azul | 10 | 15 | 25 | 50 | | Zafiro | 15 | 20 | 30 | 60| | Electric | 25 | 50 | 100 | | Platino | 25 | 50 | 100 | | VIP | 25 | 50 | 100 | ## ARTÍCULOS NUEVOS - We gain **selling margin**. - The **client** buys at a lower price. - We earn a **5% commission** on each sale. # GENERANDO VENTAS An entrepreneur starts a business to make a profit. Your job is to **advise the client** about the quality and price of your products so they can make a profit. ## LLAMAR LA ATENCIÓN **Selling through social networks.** **Example:** "Good morning, Mr. Carlos Slim, I now have a list of items that are bestsellers in your region due to their quality and price. Would you be interested in reviewing them during my next visit? " ## LLAMAR LA ATENCIÓN **Selling through social networks.** **Example:** "Good afternoon Mr. Client, I have a list of items that you have bought from us in the past. These products are currently on sale and have an additional discount. Would you be interested in reviewing which items are offering you a discount benefit to increase your profits?" ## LLAMAR LA ATENCIÓN **Selling through social networks.** **Example:** "Good afternoon Mr. Client, As you know, every month we have sales on high-rotation products. These products, in addition to the sale, have a new line discount. Would you be interested in reviewing the prices?" ## COMENDACIONES - Organize your sales route to see more active clients and leave 5 days to prospect. - Start your route from the furthest point and work your way closer to home. - Always ask for an appointment, be prepared, and have a sales proposal ready. - Try not to leave printed sheets with customers because they won't see them. - Keep track of transportation and gas expenses.