{"id":37243,"date":"2025-01-06T15:32:45","date_gmt":"2025-01-06T18:32:45","guid":{"rendered":"https:\/\/myabcm.com\/rentabilite-des-clients-comment-assurer-des-benefices-durables\/"},"modified":"2025-03-18T09:36:07","modified_gmt":"2025-03-18T12:36:07","slug":"rentabilite-des-clients-comment-assurer-des-benefices-durables","status":"publish","type":"post","link":"https:\/\/myabcm.com\/fr\/rentabilite-des-clients-comment-assurer-des-benefices-durables\/","title":{"rendered":"Rentabilit\u00e9 des clients : comment assurer des b\u00e9n\u00e9fices durables"},"content":{"rendered":"

Connaissez-vous la rentabilit\u00e9 des clients de votre entreprise ? Il s’agit d’un facteur crucial qui pourrait avoir une incidence directe sur vos r\u00e9sultats financiers. De nombreuses entreprises se concentrent uniquement sur le chiffre d’affaires, mais n\u00e9gligent l’analyse de la rentabilit\u00e9 des clients<\/a>, ce qui compromet leur rentabilit\u00e9 globale.<\/p>\n

Voyons comment identifier les clients non rentables et mettre en \u0153uvre des strat\u00e9gies pour am\u00e9liorer les r\u00e9sultats de votre entreprise.<\/p>\n

Pourquoi la rentabilit\u00e9 des clients est-elle importante ?<\/h2>\n

Le client qui g\u00e9n\u00e8re le plus de revenus n’est pas toujours le plus rentable. Une \u00e9tude de la Harvard Business School a r\u00e9v\u00e9l\u00e9 que 20 % des clients sont tr\u00e8s rentables, 70 % sont neutres et 10 % sont extr\u00eamement peu rentables.<\/p>\n

Cela s’explique par le fait que de nombreux co\u00fbts associ\u00e9s au service des clients, tels que les visites de vente, les campagnes personnalis\u00e9es et les demandes sp\u00e9cifiques, ne sont pas correctement mesur\u00e9s. Par cons\u00e9quent, des ressources sont consomm\u00e9es dans des ventes qui, en fin de compte, g\u00e9n\u00e8rent des pertes.<\/p>\n

Le commissionnement bas\u00e9 sur le profit : Une solution strat\u00e9gique<\/h2>\n

Une pratique recommand\u00e9e consiste \u00e0 adapter la structure de commissionnement des vendeurs, en la basant non seulement sur le chiffre d’affaires, mais aussi sur la rentabilit\u00e9 de chaque client. Un mod\u00e8le efficace pourrait inclure une r\u00e9partition, par exemple 60 % sur le chiffre d’affaires et 40 % sur le b\u00e9n\u00e9fice.<\/p>\n

Cette approche encourage les vendeurs \u00e0 donner la priorit\u00e9 aux affaires les plus rentables, \u00e0 optimiser les visites, \u00e0 r\u00e9duire les remises inutiles et \u00e0 accro\u00eetre l’efficacit\u00e9 des n\u00e9gociations.<\/p>\n

Identifier la rentabilit\u00e9 des clients et adapter les actions pour obtenir de meilleurs r\u00e9sultats<\/h2>\n

La premi\u00e8re \u00e9tape consiste \u00e0 identifier les clients qui sont rentables et ceux qui g\u00e9n\u00e8rent des pertes. \u00c0 partir de l\u00e0, des actions correctives peuvent \u00eatre mises en \u0153uvre, comme la ren\u00e9gociation des contrats ou la r\u00e9\u00e9valuation des efforts de service. Les entreprises qui y parviennent se distinguent, gagnent en comp\u00e9titivit\u00e9 et augmentent leurs marges b\u00e9n\u00e9ficiaires.<\/p>\n

Conna\u00eetre ses r\u00e9sultats et \u00e9laborer de meilleures strat\u00e9gies<\/h2>\n

Il est essentiel de comprendre le retour g\u00e9n\u00e9r\u00e9 par vos clients pour assurer la croissance durable de votre entreprise. Avant d’offrir des remises ou de donner la priorit\u00e9 aux commandes importantes, posez-vous la question suivante : ce client contribue-t-il au chiffre d’affaires ou au b\u00e9n\u00e9fice de mon entreprise ?<\/p>\n

Remplissez le formulaire ci-dessous pour parler \u00e0 l’un de nos sp\u00e9cialistes et apprendre \u00e0 analyser la rentabilit\u00e9 de chaque client afin d’am\u00e9liorer vos r\u00e9sultats !<\/p>\n","protected":false},"excerpt":{"rendered":"

Connaissez-vous la rentabilit\u00e9 des clients de votre entreprise ? Il s’agit d’un facteur crucial qui pourrait avoir une incidence directe sur vos r\u00e9sultats financiers. De nombreuses entreprises se concentrent uniquement sur le chiffre d’affaires, mais n\u00e9gligent l’analyse de la rentabilit\u00e9 des clients, ce qui compromet leur rentabilit\u00e9 globale. Voyons comment identifier les clients non rentables […]<\/p>\n","protected":false},"author":15,"featured_media":37110,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","footnotes":""},"categories":[3566],"tags":[3990,3581,3989],"class_list":["post-37243","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-profitabilite","tag-clients","tag-rentabilite","tag-rentabilite-des-clients"],"acf":[],"yoast_head":"\nRentabilit\u00e9 des clients : comment assurer des b\u00e9n\u00e9fices durables - MyABCM<\/title>\n<meta name=\"description\" content=\"Apprenez comment la rentabilit\u00e9 des clients peut impacter votre entreprise et d\u00e9couvrez des strat\u00e9gies pour maximiser les profits de mani\u00e8re intelligente\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/myabcm.com\/fr\/rentabilite-des-clients-comment-assurer-des-benefices-durables\/\" \/>\n<meta property=\"og:locale\" content=\"fr_FR\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Rentabilit\u00e9 des clients : comment assurer des b\u00e9n\u00e9fices durables - MyABCM\" \/>\n<meta property=\"og:description\" content=\"Apprenez comment la rentabilit\u00e9 des clients peut impacter votre entreprise et d\u00e9couvrez des strat\u00e9gies pour maximiser les profits de mani\u00e8re intelligente\" \/>\n<meta property=\"og:url\" content=\"https:\/\/myabcm.com\/fr\/rentabilite-des-clients-comment-assurer-des-benefices-durables\/\" \/>\n<meta property=\"og:site_name\" content=\"MyABCM\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/www.facebook.com\/MyABCM\/\" \/>\n<meta property=\"article:published_time\" content=\"2025-01-06T18:32:45+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2025-03-18T12:36:07+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/myabcm.com\/wp-content\/uploads\/topo-blog.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"1337\" \/>\n\t<meta property=\"og:image:height\" content=\"410\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Rodolpho Ramirez\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:creator\" content=\"@myabcm\" \/>\n<meta name=\"twitter:site\" content=\"@myabcm\" \/>\n<meta name=\"twitter:label1\" content=\"\u00c9crit par\" \/>\n\t<meta name=\"twitter:data1\" content=\"Rodolpho Ramirez\" \/>\n\t<meta name=\"twitter:label2\" content=\"Dur\u00e9e de lecture estim\u00e9e\" \/>\n\t<meta name=\"twitter:data2\" content=\"2 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"WebPage\",\"@id\":\"https:\/\/myabcm.com\/fr\/rentabilite-des-clients-comment-assurer-des-benefices-durables\/\",\"url\":\"https:\/\/myabcm.com\/fr\/rentabilite-des-clients-comment-assurer-des-benefices-durables\/\",\"name\":\"Rentabilit\u00e9 des clients : comment assurer des b\u00e9n\u00e9fices durables - 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