{"id":3138,"date":"2026-03-16T09:51:54","date_gmt":"2026-03-16T02:51:54","guid":{"rendered":"https:\/\/www.careerlink.vn\/cam-nang-luong\/?p=3138"},"modified":"2026-03-31T10:54:09","modified_gmt":"2026-03-31T03:54:09","slug":"chinh-sach-luong-thuong-nhan-vien-kinh-doanh","status":"publish","type":"post","link":"https:\/\/www.careerlink.vn\/cam-nang-luong\/chinh-sach-luong-thuong-nhan-vien-kinh-doanh\/","title":{"rendered":"Ch\u00ednh S\u00e1ch L\u01b0\u01a1ng Th\u01b0\u1edfng Nh\u00e2n Vi\u00ean Kinh Doanh: M\u00f4 H\u00ecnh & C\u00e1ch T\u00ednh"},"content":{"rendered":"\n

Doanh nghi\u1ec7p n\u00e0o c\u0169ng hi\u1ec3u r\u1eb1ng \u0111\u1ed9i ng\u0169 b\u00e1n h\u00e0ng l\u00e0 \u0111\u1ed9ng l\u1ef1c tr\u1ef1c ti\u1ebfp t\u1ea1o ra doanh thu. Nh\u01b0ng kh\u00f4ng ph\u1ea3i ai c\u0169ng x\u00e2y d\u1ef1ng \u0111\u01b0\u1ee3c ch\u00ednh s\u00e1ch l\u01b0\u01a1ng th\u01b0\u1edfng nh\u00e2n vi\u00ean kinh doanh<\/strong> \u0111\u1ee7 h\u1ea5p d\u1eabn \u0111\u1ec3 gi\u1eef ch\u00e2n ng\u01b0\u1eddi t\u00e0i l\u1eabn th\u00fac \u0111\u1ea9y hi\u1ec7u su\u1ea5t th\u1ef1c s\u1ef1. M\u1ed9t ch\u00ednh s\u00e1ch thi\u1ebft k\u1ebf k\u00e9m s\u1ebd khi\u1ebfn nh\u00e2n vi\u00ean gi\u1ecfi ra \u0111i, trong khi ng\u01b0\u1eddi l\u00e0m d\u01b0\u1edbi m\u1ee9c k\u1ef3 v\u1ecdng l\u1ea1i \u1edf l\u1ea1i \u2014 \u0111\u00e2y l\u00e0 b\u00e0i to\u00e1n m\u00e0 nhi\u1ec1u ph\u00f2ng nh\u00e2n s\u1ef1 v\u00e0 qu\u1ea3n l\u00fd b\u1ed9 ph\u1eadn \u0111ang ph\u1ea3i \u0111\u1ed1i m\u1eb7t.<\/p>\n\n\n\n

\"\"<\/figure>\n\n\n\n
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\u2013 Ch\u00ednh s\u00e1ch l\u01b0\u01a1ng th\u01b0\u1edfng nh\u00e2n vi\u00ean kinh doanh th\u01b0\u1eddng g\u1ed3m 2 ph\u1ea7n: l\u01b0\u01a1ng c\u1ee9ng (fixed salary) v\u00e0 thu nh\u1eadp bi\u1ebfn \u0111\u1ed5i (variable pay) theo hoa h\u1ed3ng ho\u1eb7c KPI.<\/p>\n

\u2013 Ba m\u00f4 h\u00ecnh commission ph\u1ed5 bi\u1ebfn nh\u1ea5t: flat rate (t\u1ef7 l\u1ec7 c\u1ed1 \u0111\u1ecbnh), tiered (b\u1eadc thang) v\u00e0 threshold (ng\u01b0\u1ee1ng k\u00edch ho\u1ea1t).<\/p>\n

\u2013 B\u1ed9 lu\u1eadt Lao \u0111\u1ed9ng 2019 (Lu\u1eadt s\u1ed1 45\/2019\/QH14) quy \u0111\u1ecbnh l\u01b0\u01a1ng t\u1ed1i thi\u1ec3u v\u00f9ng l\u00e0 s\u00e0n tham chi\u1ebfu b\u1eaft bu\u1ed9c cho ph\u1ea7n l\u01b0\u01a1ng c\u1ee9ng.<\/p>\n

\u2013 Ch\u00ednh s\u00e1ch hi\u1ec7u qu\u1ea3 c\u1ea7n c\u00e2n b\u1eb1ng gi\u1eefa \u0111\u1ed9ng l\u1ef1c ng\u1eafn h\u1ea1n (th\u01b0\u1edfng th\u00e1ng\/qu\u00fd) v\u00e0 gi\u1eef ch\u00e2n d\u00e0i h\u1ea1n (th\u01b0\u1edfng n\u0103m, ph\u00fac l\u1ee3i).<\/p>\n<\/div>\n\n\n\n

1. C\u1ea5u tr\u00fac l\u01b0\u01a1ng nh\u00e2n vi\u00ean kinh doanh g\u1ed3m nh\u1eefng g\u00ec?<\/h2>\n\n\n\n

Tr\u01b0\u1edbc khi b\u00e0n \u0111\u1ebfn c\u00e1c m\u00f4 h\u00ecnh t\u00ednh hoa h\u1ed3ng hay KPI, c\u1ea7n hi\u1ec3u r\u00f5 c\u1ea5u tr\u00fac t\u1ed5ng th\u1ec3 c\u1ee7a m\u1ed9t g\u00f3i thu nh\u1eadp d\u00e0nh cho v\u1ecb tr\u00ed Sales (nh\u00e2n vi\u00ean kinh doanh \/ b\u00e1n h\u00e0ng). Ph\u1ea7n l\u1edbn doanh nghi\u1ec7p t\u1ea1i Vi\u1ec7t Nam hi\u1ec7n nay chia thu nh\u1eadp c\u1ee7a nh\u00e2n vi\u00ean kinh doanh th\u00e0nh hai kh\u1ed1i ch\u00ednh.<\/p>\n\n\n\n

Kh\u1ed1i th\u1ee9 nh\u1ea5t l\u00e0 l\u01b0\u01a1ng c\u1ee9ng<\/strong> (base salary) \u2014 m\u1ee9c thu nh\u1eadp c\u1ed1 \u0111\u1ecbnh nh\u1eadn h\u00e0ng th\u00e1ng b\u1ea5t k\u1ec3 k\u1ebft qu\u1ea3 kinh doanh ra sao. Theo B\u1ed9 lu\u1eadt Lao \u0111\u1ed9ng 2019, l\u01b0\u01a1ng c\u1ee9ng kh\u00f4ng \u0111\u01b0\u1ee3c th\u1ea5p h\u01a1n m\u1ee9c l\u01b0\u01a1ng t\u1ed1i thi\u1ec3u v\u00f9ng do Ch\u00ednh ph\u1ee7 ban h\u00e0nh (hi\u1ec7n t\u1ea1i t\u1eeb 3,45\u20134,96 tri\u1ec7u \u0111\u1ed3ng\/th\u00e1ng t\u00f9y v\u00f9ng, theo Ngh\u1ecb \u0111\u1ecbnh 74\/2024\/N\u0110-CP). Doanh nghi\u1ec7p l\u1edbn th\u01b0\u1eddng \u0111\u1eb7t l\u01b0\u01a1ng c\u1ee9ng \u1edf m\u1ee9c 40\u201360% t\u1ed5ng thu nh\u1eadp m\u1ee5c ti\u00eau \u0111\u1ec3 t\u1ea1o c\u1ea3m gi\u00e1c \u1ed5n \u0111\u1ecbnh cho nh\u00e2n vi\u00ean.<\/p>\n\n\n\n

Kh\u1ed1i th\u1ee9 hai l\u00e0 thu nh\u1eadp bi\u1ebfn \u0111\u1ed5i<\/strong> (variable pay), bao g\u1ed3m hoa h\u1ed3ng (commission), th\u01b0\u1edfng KPI th\u00e1ng\/qu\u00fd, th\u01b0\u1edfng v\u01b0\u1ee3t ch\u1ec9 ti\u00eau, v\u00e0 th\u01b0\u1edfng cu\u1ed1i n\u0103m. \u0110\u00e2y l\u00e0 ph\u1ea7n t\u1ea1o ra s\u1ef1 kh\u00e1c bi\u1ec7t gi\u1eefa ng\u01b0\u1eddi \u0111\u1ea1t v\u00e0 ng\u01b0\u1eddi v\u01b0\u1ee3t target. Ngo\u00e0i ra, m\u1ed9t s\u1ed1 doanh nghi\u1ec7p c\u00f2n c\u00f3 th\u00eam ph\u1ee5 c\u1ea5p x\u0103ng xe, \u0111i\u1ec7n tho\u1ea1i, v\u00e0 ph\u00fac l\u1ee3i nh\u01b0 b\u1ea3o hi\u1ec3m s\u1ee9c kh\u1ecfe n\u00e2ng cao.<\/p>\n\n\n\n

T\u1ef7 l\u1ec7 l\u01b0\u01a1ng c\u1ee9ng\/thu nh\u1eadp bi\u1ebfn \u0111\u1ed5i theo ng\u00e0nh<\/h3>\n\n\n\n
Ng\u00e0nh<\/th>L\u01b0\u01a1ng c\u1ee9ng (% t\u1ed5ng TN)<\/th>Variable pay (% t\u1ed5ng TN)<\/th>Ghi ch\u00fa<\/th><\/tr><\/thead>
FMCG \/ H\u00e0ng ti\u00eau d\u00f9ng nhanh<\/td>60\u201370%<\/td>30\u201340%<\/td>KPI doanh s\u1ed1 + \u0111\u1ed9 ph\u1ee7 k\u00eanh<\/td><\/tr>
B\u1ea5t \u0111\u1ed9ng s\u1ea3n<\/td>10\u201330%<\/td>70\u201390%<\/td>Commission theo h\u1ee3p \u0111\u1ed3ng k\u00fd<\/td><\/tr>
B\u1ea3o hi\u1ec3m \/ T\u00e0i ch\u00ednh<\/td>20\u201340%<\/td>60\u201380%<\/td>Hoa h\u1ed3ng k\u1ef3 \u0111\u1ea7u + duy tr\u00ec<\/td><\/tr>
C\u00f4ng ngh\u1ec7 \/ SaaS \/ B2B<\/td>50\u201365%<\/td>35\u201350%<\/td>Chu k\u1ef3 b\u00e1n h\u00e0ng d\u00e0i h\u01a1n<\/td><\/tr>
B\u00e1n l\u1ebb \/ Chu\u1ed7i c\u1eeda h\u00e0ng<\/td>70\u201385%<\/td>15\u201330%<\/td>Th\u01b0\u1edfng theo doanh thu c\u1eeda h\u00e0ng<\/td><\/tr><\/tbody><\/table><\/figure>\n\n\n\n

T\u1ef7 l\u1ec7 n\u00e0y kh\u00f4ng c\u1ed1 \u0111\u1ecbnh m\u00e0 ph\u1ee5 thu\u1ed9c v\u00e0o chu k\u1ef3 b\u00e1n h\u00e0ng, m\u1ee9c \u0111\u1ed9 ph\u1ee5 thu\u1ed9c v\u00e0o n\u1ed7 l\u1ef1c c\u00e1 nh\u00e2n, v\u00e0 chi\u1ebfn l\u01b0\u1ee3c tuy\u1ec3n d\u1ee5ng c\u1ee7a t\u1eebng c\u00f4ng ty. Ng\u00e0nh c\u00f3 chu k\u1ef3 b\u00e1n h\u00e0ng ng\u1eafn (FMCG, b\u00e1n l\u1ebb) th\u01b0\u1eddng \u01b0u ti\u00ean l\u01b0\u01a1ng c\u1ee9ng cao h\u01a1n \u0111\u1ec3 \u1ed5n \u0111\u1ecbnh nh\u00e2n s\u1ef1; ng\u00e0nh c\u00f3 deal gi\u00e1 tr\u1ecb l\u1edbn (b\u1ea5t \u0111\u1ed9ng s\u1ea3n, b\u1ea3o hi\u1ec3m) th\u00ec ng\u01b0\u1ee3c l\u1ea1i.<\/p>\n\n\n\n

2. C\u00e1c m\u00f4 h\u00ecnh hoa h\u1ed3ng (commission) ph\u1ed5 bi\u1ebfn nh\u1ea5t hi\u1ec7n nay<\/h2>\n\n\n\n

\u0110\u00e2y l\u00e0 ph\u1ea7n c\u1ed1t l\u00f5i c\u1ee7a b\u1ea5t k\u1ef3 ch\u00ednh s\u00e1ch l\u01b0\u01a1ng th\u01b0\u1edfng nh\u00e2n vi\u00ean kinh doanh<\/strong> n\u00e0o. Vi\u1ec7c ch\u1ecdn sai m\u00f4 h\u00ecnh commission c\u00f3 th\u1ec3 d\u1eabn \u0111\u1ebfn h\u00e0nh vi “cherry-picking” (ch\u1ec9 ch\u0103m s\u00f3c kh\u00e1ch d\u1ec5), b\u1ecf qua kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng d\u00e0i h\u1ea1n, ho\u1eb7c gian l\u1eadn doanh s\u1ed1 cu\u1ed1i k\u1ef3.<\/p>\n\n\n\n

Tham kh\u1ea3o th\u00eam c\u00e1c h\u00ecnh th\u1ee9c tr\u1ea3 l\u01b0\u01a1ng<\/em><\/strong><\/a> ph\u1ed5 bi\u1ebfn \u0111\u1ec3 hi\u1ec3u r\u00f5 h\u01a1n n\u1ec1n t\u1ea3ng thi\u1ebft k\u1ebf ch\u00ednh s\u00e1ch thu nh\u1eadp cho t\u1eebng v\u1ecb tr\u00ed.<\/p>\n\n\n\n

M\u00f4 h\u00ecnh flat rate (t\u1ef7 l\u1ec7 c\u1ed1 \u0111\u1ecbnh)<\/h3>\n\n\n\n

\u0110\u00e2y l\u00e0 m\u00f4 h\u00ecnh \u0111\u01a1n gi\u1ea3n nh\u1ea5t: nh\u00e2n vi\u00ean nh\u1eadn X% tr\u00ean m\u1ed7i \u0111\u01a1n h\u00e0ng ho\u1eb7c doanh thu k\u00fd \u0111\u01b0\u1ee3c, b\u1ea5t k\u1ec3 \u0111\u1ea1t hay ch\u01b0a \u0111\u1ea1t ch\u1ec9 ti\u00eau. V\u00ed d\u1ee5: c\u00f4ng ty ph\u1ea7n m\u1ec1m A \u00e1p d\u1ee5ng commission 5% tr\u00ean gi\u00e1 tr\u1ecb h\u1ee3p \u0111\u1ed3ng. Nh\u00e2n vi\u00ean k\u00fd \u0111\u01b0\u1ee3c h\u1ee3p \u0111\u1ed3ng 200 tri\u1ec7u \u0111\u1ed3ng s\u1ebd nh\u1eadn 10 tri\u1ec7u ti\u1ec1n hoa h\u1ed3ng.<\/p>\n\n\n\n

\u2013 \u01afu \u0111i\u1ec3m: d\u1ec5 hi\u1ec3u, d\u1ec5 t\u00ednh, minh b\u1ea1ch v\u1edbi nh\u00e2n vi\u00ean m\u1edbi \u2014 ph\u00f9 h\u1ee3p khi c\u00f4ng ty m\u1edbi thi\u1ebft l\u1eadp \u0111\u1ed9i sales ho\u1eb7c ch\u01b0a c\u00f3 d\u1eef li\u1ec7u doanh s\u1ed1 \u0111\u1ec3 x\u00e2y d\u1ef1ng ng\u01b0\u1ee1ng ch\u1ec9 ti\u00eau.
\n\u2013 Nh\u01b0\u1ee3c \u0111i\u1ec3m: kh\u00f4ng ph\u00e2n bi\u1ec7t \u0111\u01b0\u1ee3c ng\u01b0\u1eddi \u0111\u1ea1t 80% target v\u00e0 150% target \u2014 thi\u1ebfu \u0111\u1ed9ng l\u1ef1c \u0111\u1ec3 v\u01b0\u1ee3t ch\u1ec9 ti\u00eau v\u00e0 d\u1ec5 d\u1eabn \u0111\u1ebfn m\u1eb7t b\u1eb1ng hi\u1ec7u su\u1ea5t th\u1ea5p trong d\u00e0i h\u1ea1n.<\/p>\n\n\n\n

Flat rate ph\u00f9 h\u1ee3p nh\u1ea5t \u1edf giai \u0111o\u1ea1n \u0111\u1ea7u khi doanh nghi\u1ec7p ch\u01b0a \u0111\u1ee7 d\u1eef li\u1ec7u \u0111\u1ec3 calibrate c\u00e1c ng\u01b0\u1ee1ng tiered, ho\u1eb7c v\u1edbi nh\u1eefng v\u1ecb tr\u00ed b\u00e1n h\u00e0ng c\u00f3 chu k\u1ef3 deal ng\u1eafn v\u00e0 gi\u00e1 tr\u1ecb \u0111\u1ed3ng \u0111\u1ec1u (v\u00ed d\u1ee5: b\u00e1n l\u1ebb, b\u1ea3o hi\u1ec3m ng\u1eafn h\u1ea1n).<\/p>\n\n\n\n

M\u00f4 h\u00ecnh tiered commission (b\u1eadc thang)<\/h3>\n\n\n\n

M\u00f4 h\u00ecnh n\u00e0y thi\u1ebft k\u1ebf c\u00e1c ng\u01b0\u1ee1ng doanh s\u1ed1 t\u0103ng d\u1ea7n, m\u1ed7i ng\u01b0\u1ee1ng \u00e1p d\u1ee5ng t\u1ef7 l\u1ec7 hoa h\u1ed3ng kh\u00e1c nhau. \u0110\u00e2y l\u00e0 m\u00f4 h\u00ecnh \u0111\u01b0\u1ee3c nhi\u1ec1u c\u00f4ng ty B2B v\u00e0 b\u1ea3o hi\u1ec3m \u01b0a chu\u1ed9ng v\u00ec t\u1ea1o \u0111\u1ed9ng l\u1ef1c r\u00f5 r\u00e0ng \u0111\u1ec3 v\u01b0\u1ee3t target.<\/p>\n\n\n\n

V\u00ed d\u1ee5 th\u1ef1c t\u1ebf t\u1eeb m\u1ed9t c\u00f4ng ty b\u1ea3o hi\u1ec3m nh\u00e2n th\u1ecd t\u1ea1i TP.HCM:<\/p>\n\n\n\n

\u2013 Doanh s\u1ed1 t\u1eeb 0 \u0111\u1ebfn 50 tri\u1ec7u \u0111\u1ed3ng\/th\u00e1ng: nh\u00e2n vi\u00ean nh\u1eadn commission 8% tr\u00ean to\u00e0n b\u1ed9 gi\u00e1 tr\u1ecb h\u1ee3p \u0111\u1ed3ng.
\n\u2013 Doanh s\u1ed1 t\u1eeb 51 \u0111\u1ebfn 100 tri\u1ec7u \u0111\u1ed3ng\/th\u00e1ng: commission t\u0103ng l\u00ean 12%, \u00e1p d\u1ee5ng h\u1ed3i t\u1ed1 cho to\u00e0n b\u1ed9 doanh s\u1ed1 t\u1eeb \u0111\u1ea7u th\u00e1ng.
\n\u2013 Doanh s\u1ed1 v\u01b0\u1ee3t 100 tri\u1ec7u \u0111\u1ed3ng\/th\u00e1ng: commission nh\u1ea3y l\u00ean 18% \u2014 m\u1ee9c k\u00edch th\u00edch m\u1ea1nh nh\u1ea5t trong thang b\u1eadc.<\/p>\n\n\n\n

Nh\u00e2n vi\u00ean \u0111\u1ea1t 120 tri\u1ec7u doanh s\u1ed1 trong th\u00e1ng s\u1ebd nh\u1eadn: 120 tri\u1ec7u \u00d7 18% = 21,6 tri\u1ec7u ti\u1ec1n hoa h\u1ed3ng. So s\u00e1nh v\u1edbi flat rate 8%: ch\u1ec9 \u0111\u01b0\u1ee3c 9,6 tri\u1ec7u \u2014 ch\u00eanh l\u1ec7ch 12 tri\u1ec7u \u0111\u1ed3ng t\u1ea1o ra \u0111\u1ed9ng l\u1ef1c \u0111\u00e1ng k\u1ec3 \u0111\u1ec3 \u0111\u1ea9y th\u00eam doanh s\u1ed1 cu\u1ed1i th\u00e1ng.<\/p>\n\n\n\n

M\u00f4 h\u00ecnh threshold (ng\u01b0\u1ee1ng k\u00edch ho\u1ea1t)<\/h3>\n\n\n\n

Kh\u00e1c v\u1edbi tiered, threshold y\u00eau c\u1ea7u nh\u00e2n vi\u00ean ph\u1ea3i \u0111\u1ea1t ng\u01b0\u1ee1ng t\u1ed1i thi\u1ec3u tr\u01b0\u1edbc khi \u0111\u01b0\u1ee3c nh\u1eadn commission. M\u00f4 h\u00ecnh n\u00e0y ph\u1ed5 bi\u1ebfn trong c\u00e1c c\u00f4ng ty FMCG v\u00e0 ph\u00e2n ph\u1ed1i, n\u01a1i ch\u1ec9 ti\u00eau l\u00e0 “s\u00e0n” ho\u1ea1t \u0111\u1ed9ng t\u1ed1i thi\u1ec3u.<\/p>\n\n\n\n

\u2013 V\u00ed d\u1ee5: ch\u1ec9 ti\u00eau th\u00e1ng 80 tri\u1ec7u. \u0110\u1ea1t d\u01b0\u1edbi 80% (t\u1ee9c d\u01b0\u1edbi 64 tri\u1ec7u) \u2192 kh\u00f4ng c\u00f3 commission. \u0110\u1ea1t 80\u2013100%: commission 6%. \u0110\u1ea1t tr\u00ean 100%: commission 10% cho ph\u1ea7n v\u01b0\u1ee3t.<\/p>\n\n\n\n

M\u00f4 h\u00ecnh threshold c\u00f3 \u01b0u \u0111i\u1ec3m l\u00e0 b\u1ea3o v\u1ec7 ng\u00e2n s\u00e1ch commission c\u1ee7a c\u00f4ng ty \u2014 ch\u1ec9 chi tr\u1ea3 khi nh\u00e2n vi\u00ean \u0111\u1ea1t s\u00e0n t\u1ed1i thi\u1ec3u. Tuy nhi\u00ean c\u1ea7n c\u00e2n nh\u1eafc k\u1ef9 m\u1ee9c ng\u01b0\u1ee1ng: n\u1ebfu ch\u1ec9 ti\u00eau qu\u00e1 cao ho\u1eb7c t\u1ef7 l\u1ec7 nh\u00e2n vi\u00ean kh\u00f4ng \u0111\u1ea1t ng\u01b0\u1ee1ng li\u00ean t\u1ee5c tr\u00ean 40%, m\u00f4 h\u00ecnh n\u00e0y s\u1ebd g\u00e2y m\u1ea5t \u0111\u1ed9ng l\u1ef1c thay v\u00ec t\u1ea1o \u00e1p l\u1ef1c t\u00edch c\u1ef1c.<\/p>\n\n\n\n

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\u2013 L\u01b0u \u00fd ph\u00e1p l\u00fd:<\/strong> Theo B\u1ed9 lu\u1eadt Lao \u0111\u1ed9ng 2019 (\u0110i\u1ec1u 95), quy ch\u1ebf l\u01b0\u01a1ng th\u01b0\u1edfng ph\u1ea3i \u0111\u01b0\u1ee3c ban h\u00e0nh c\u00f4ng khai t\u1ea1i n\u01a1i l\u00e0m vi\u1ec7c v\u00e0 th\u00f4ng b\u00e1o tr\u01b0\u1edbc khi \u00e1p d\u1ee5ng. N\u1ebfu doanh nghi\u1ec7p thay \u0111\u1ed5i ch\u00ednh s\u00e1ch commission gi\u1eefa k\u1ef3 m\u00e0 kh\u00f4ng b\u00e1o tr\u01b0\u1edbc \u00edt nh\u1ea5t 15 ng\u00e0y, nh\u00e2n vi\u00ean c\u00f3 quy\u1ec1n khi\u1ebfu n\u1ea1i.<\/p>\n

\u2013 Hoa h\u1ed3ng thu\u1ed9c thu nh\u1eadp ch\u1ecbu thu\u1ebf TNCN \u2014 doanh nghi\u1ec7p c\u00f3 ngh\u0129a v\u1ee5 kh\u1ea5u tr\u1eeb t\u1ea1i ngu\u1ed3n v\u00e0 xu\u1ea5t phi\u1ebfu l\u01b0\u01a1ng r\u00f5 r\u00e0ng cho t\u1eebng kho\u1ea3n.<\/p>\n

\u2013 Kh\u00f4ng \u0111\u01b0\u1ee3c d\u00f9ng kho\u1ea3n commission \u0111\u1ec3 b\u00f9 \u0111\u1eafp cho vi\u1ec7c tr\u1ea3 l\u01b0\u01a1ng c\u1ee9ng th\u1ea5p h\u01a1n m\u1ee9c t\u1ed1i thi\u1ec3u v\u00f9ng.<\/p>\n<\/div>\n\n\n\n

3. Thi\u1ebft k\u1ebf KPI v\u00e0 c\u01a1 ch\u1ebf th\u01b0\u1edfng hi\u1ec7u su\u1ea5t<\/h2>\n\n\n\n

\u1ee8ng vi\u00ean \u0111ang t\u00ecm ki\u1ebfm c\u01a1 h\u1ed9i trong l\u0129nh v\u1ef1c n\u00e0y c\u00f3 th\u1ec3 tham kh\u1ea3o vi\u1ec7c l\u00e0m b\u00e1n h\u00e0ng kinh doanh<\/a><\/em><\/strong> \u0111\u1ec3 n\u1eafm r\u00f5 m\u1ee9c thu nh\u1eadp v\u00e0 y\u00eau c\u1ea7u tuy\u1ec3n d\u1ee5ng th\u1ef1c t\u1ebf t\u1eeb c\u00e1c doanh nghi\u1ec7p hi\u1ec7n t\u1ea1i.<\/p>\n\n\n\n

KPI (Key Performance Indicator) l\u00e0 c\u00f4ng c\u1ee5 \u0111o l\u01b0\u1eddng hi\u1ec7u su\u1ea5t quan tr\u1ecdng kh\u00f4ng k\u00e9m g\u00ec m\u00f4 h\u00ecnh commission. Tuy nhi\u00ean, nhi\u1ec1u doanh nghi\u1ec7p m\u1eafc sai l\u1ea7m khi x\u00e2y d\u1ef1ng qu\u00e1 nhi\u1ec1u ch\u1ec9 s\u1ed1, khi\u1ebfn nh\u00e2n vi\u00ean kinh doanh kh\u00f4ng bi\u1ebft \u01b0u ti\u00ean \u0111i\u1ec1u g\u00ec.<\/p>\n\n\n\n

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“M\u1ed9t nh\u00e2n vi\u00ean kinh doanh gi\u1ecfi c\u1ea7n bi\u1ebft r\u00f5 m\u00ecnh \u0111ang \u0111\u01b0\u1ee3c \u0111\u00e1nh gi\u00e1 tr\u00ean \u0111i\u1ec1u g\u00ec \u2014 kh\u00f4ng ph\u1ea3i 15 ch\u1ec9 s\u1ed1, m\u00e0 l\u00e0 3\u20135 ch\u1ec9 s\u1ed1 th\u1ef1c s\u1ef1 \u1ea3nh h\u01b0\u1edfng \u0111\u1ebfn thu nh\u1eadp c\u1ee7a h\u1ecd.” \u2014 Quan \u0111i\u1ec3m ph\u1ed5 bi\u1ebfn trong qu\u1ea3n tr\u1ecb nh\u00e2n s\u1ef1 hi\u1ec7n \u0111\u1ea1i.<\/p>\n<\/blockquote>\n\n\n\n

Nh\u00ecn chung, c\u00e1c KPI d\u00e0nh cho nh\u00e2n vi\u00ean kinh doanh c\u00f3 th\u1ec3 chia th\u00e0nh hai nh\u00f3m: ch\u1ec9 s\u1ed1 k\u1ebft qu\u1ea3 \u0111\u1ea7u ra (output metrics) v\u00e0 ch\u1ec9 s\u1ed1 h\u00e0nh vi quy tr\u00ecnh (activity metrics). Nh\u00f3m \u0111\u1ea7u ra g\u1ed3m doanh s\u1ed1, s\u1ed1 h\u1ee3p \u0111\u1ed3ng k\u00fd; nh\u00f3m quy tr\u00ecnh g\u1ed3m s\u1ed1 cu\u1ed9c g\u1ecdi, s\u1ed1 bu\u1ed5i demo, t\u1ef7 l\u1ec7 follow-up. D\u01b0\u1edbi \u0111\u00e2y l\u00e0 nh\u1eefng ch\u1ec9 s\u1ed1 \u0111\u1ea7u ra ph\u1ed5 bi\u1ebfn nh\u1ea5t:<\/p>\n\n\n\n

\u2013 Doanh s\u1ed1 thu\u1ea7n (Net Revenue): ch\u1ec9 s\u1ed1 c\u1ed1t l\u00f5i, \u0111o t\u1ed5ng gi\u00e1 tr\u1ecb h\u1ee3p \u0111\u1ed3ng\/\u0111\u01a1n h\u00e0ng k\u00fd \u0111\u01b0\u1ee3c trong k\u1ef3 \u2014 th\u01b0\u1eddng chi\u1ebfm 50\u201370% tr\u1ecdng s\u1ed1 trong b\u1ea3ng KPI.
\n\u2013 S\u1ed1 l\u01b0\u1ee3ng kh\u00e1ch h\u00e0ng m\u1edbi (New Clients Acquired): quan tr\u1ecdng v\u1edbi c\u00f4ng ty \u0111ang m\u1edf r\u1ed9ng th\u1ecb ph\u1ea7n, ph\u1ea3n \u00e1nh kh\u1ea3 n\u0103ng prospecting v\u00e0 chuy\u1ec3n \u0111\u1ed5i kh\u00e1ch l\u1ea1nh.
\n\u2013 M\u1ee9c \u0111\u1ed9 s\u1eed d\u1ee5ng CRM (CRM Adoption Rate): theo d\u00f5i m\u1ee9c \u0111\u1ed9 c\u1eadp nh\u1eadt pipeline \u2014 quan tr\u1ecdng \u0111\u1ec3 d\u1ef1 b\u00e1o doanh thu v\u00e0 gi\u1ea3m tranh ch\u1ea5p v\u1ec1 attribution.<\/p>\n\n\n\n

V\u1edbi v\u1ecb tr\u00ed account manager ho\u1eb7c SaaS sales, hai ch\u1ec9 s\u1ed1 b\u1ed5 sung th\u01b0\u1eddng \u0111\u01b0\u1ee3c \u0111\u01b0a v\u00e0o l\u00e0 Retention Rate (t\u1ef7 l\u1ec7 gi\u1eef ch\u00e2n kh\u00e1ch h\u00e0ng) v\u00e0 Sales Cycle Length (th\u1eddi gian ch\u1ed1t deal trung b\u00ecnh). Retention Rate \u0111\u1eb7c bi\u1ec7t quan tr\u1ecdng trong m\u00f4 h\u00ecnh subscription v\u00ec chi ph\u00ed gi\u1eef ch\u00e2n kh\u00e1ch th\u01b0\u1eddng th\u1ea5p h\u01a1n nhi\u1ec1u so v\u1edbi t\u00ecm kh\u00e1ch m\u1edbi.<\/p>\n\n\n\n

Kh\u00f4ng ph\u1ea3i m\u1ecdi KPI \u0111\u1ec1u ph\u00f9 h\u1ee3p v\u1edbi m\u1ecdi v\u1ecb tr\u00ed, v\u00e0 m\u1ed9t ch\u00ednh s\u00e1ch l\u01b0\u01a1ng th\u01b0\u1edfng<\/strong> thi\u1ebfu KPI r\u00f5 r\u00e0ng s\u1ebd kh\u00f3 t\u1ea1o ra s\u1ef1 c\u00f4ng b\u1eb1ng trong \u0111\u00e1nh gi\u00e1 hi\u1ec7u su\u1ea5t. Nh\u00e2n vi\u00ean sales ngo\u00e0i th\u1ef1c \u0111\u1ecba (field sales) th\u01b0\u1eddng \u0111\u01b0\u1ee3c \u0111\u00e1nh gi\u00e1 n\u1eb7ng h\u01a1n v\u1ec1 doanh s\u1ed1 v\u00e0 s\u1ed1 kh\u00e1ch m\u1edbi, trong khi account manager t\u1eadp trung v\u00e0o retention v\u00e0 upsell. Key Account Manager (KAM) \u2014 ng\u01b0\u1eddi ph\u1ee5 tr\u00e1ch kh\u00e1ch h\u00e0ng l\u1edbn \u2014 th\u01b0\u1eddng c\u00f3 th\u00eam ch\u1ec9 s\u1ed1 v\u1ec1 gi\u00e1 tr\u1ecb h\u1ee3p \u0111\u1ed3ng gia h\u1ea1n (Renewal Rate) v\u00e0 m\u1ee9c \u0111\u1ed9 m\u1edf r\u1ed9ng t\u00e0i kho\u1ea3n (Account Expansion Revenue).<\/p>\n\n\n\n

Th\u1ef1c t\u1ebf, m\u1ed9t c\u00f4ng ty ph\u00e2n ph\u1ed1i thi\u1ebft b\u1ecb v\u0103n ph\u00f2ng t\u1ea1i H\u00e0 N\u1ed9i \u00e1p d\u1ee5ng h\u1ec7 th\u1ed1ng KPI t\u1ed5ng h\u1ee3p v\u1edbi tr\u1ecdng s\u1ed1 nh\u01b0 sau: doanh s\u1ed1 chi\u1ebfm 60%, s\u1ed1 kh\u00e1ch m\u1edbi chi\u1ebfm 25%, v\u00e0 m\u1ee9c \u0111\u1ed9 h\u00e0i l\u00f2ng kh\u00e1ch h\u00e0ng (CSAT) chi\u1ebfm 15%. T\u1ed5ng \u0111i\u1ec3m KPI s\u1ebd nh\u00e2n v\u1edbi h\u1ec7 s\u1ed1 \u0111\u1ec3 ra ph\u1ea7n th\u01b0\u1edfng KPI th\u00e1ng \u2014 \u0111i\u1ec1u n\u00e0y gi\u00fap tr\u00e1nh t\u00ecnh tr\u1ea1ng nh\u00e2n vi\u00ean ch\u1ec9 ch\u1ea1y doanh s\u1ed1 m\u00e0 b\u1ecf qua ch\u1ea5t l\u01b0\u1ee3ng d\u1ecbch v\u1ee5.<\/p>\n\n\n\n

C\u01a1 ch\u1ebf th\u01b0\u1edfng qu\u00fd v\u00e0 cu\u1ed1i n\u0103m<\/h3>\n\n\n\n

Ngo\u00e0i th\u01b0\u1edfng th\u00e1ng, nhi\u1ec1u doanh nghi\u1ec7p th\u00eam l\u1edbp th\u01b0\u1edfng qu\u00fd \u0111\u1ec3 duy tr\u00ec \u0111\u1ed9ng l\u1ef1c d\u00e0i h\u01a1i. Th\u01b0\u1edfng qu\u00fd th\u01b0\u1eddng d\u1ef1a tr\u00ean t\u00edch l\u0169y doanh s\u1ed1 3 th\u00e1ng, t\u1ef7 l\u1ec7 ho\u00e0n th\u00e0nh ch\u1ec9 ti\u00eau c\u1ed9ng d\u1ed3n v\u00e0 x\u1ebfp h\u1ea1ng trong team. C\u1ee5 th\u1ec3, Over-Quota Bonus (th\u01b0\u1edfng v\u01b0\u1ee3t target qu\u00fd) \u0111\u01b0\u1ee3c k\u00edch ho\u1ea1t khi nh\u00e2n vi\u00ean \u0111\u1ea1t tr\u00ean 110\u2013120% ch\u1ec9 ti\u00eau qu\u00fd. B\u00ean c\u1ea1nh \u0111\u00f3, 3\u20135 nh\u00e2n vi\u00ean xu\u1ea5t s\u1eafc nh\u1ea5t qu\u00fd c\u00f3 th\u1ec3 nh\u1eadn th\u00eam ph\u1ea7n th\u01b0\u1edfng \u0111\u1eb7c bi\u1ec7t d\u1ea1ng ti\u1ec1n m\u1eb7t, chuy\u1ebfn du l\u1ecbch ho\u1eb7c c\u1ed5 ph\u1ea7n \u01b0u \u0111\u00e3i. Th\u01b0\u1edfng cu\u1ed1i n\u0103m (Annual Bonus) th\u01b0\u1eddng t\u01b0\u01a1ng \u0111\u01b0\u01a1ng 1\u20133 th\u00e1ng l\u01b0\u01a1ng, t\u00ednh theo k\u1ebft qu\u1ea3 c\u00e1 nh\u00e2n k\u1ebft h\u1ee3p v\u1edbi hi\u1ec7u qu\u1ea3 chung c\u1ee7a to\u00e0n c\u00f4ng ty.<\/p>\n\n\n\n

\u0110i\u1ec3m chung c\u1ee7a c\u00e1c c\u01a1 ch\u1ebf th\u01b0\u1edfng theo qu\u00fd v\u00e0 n\u0103m l\u00e0 t\u1ea1o ra “l\u1ef1c k\u00e9o d\u00e0i h\u01a1i” \u2014 khi nh\u00e2n vi\u00ean nh\u00ecn th\u1ea5y ph\u1ea7n th\u01b0\u1edfng l\u1edbn h\u01a1n \u1edf cu\u1ed1i chu k\u1ef3, h\u1ecd c\u00f3 xu h\u01b0\u1edbng duy tr\u00ec n\u1ed7 l\u1ef1c \u1ed5n \u0111\u1ecbnh thay v\u00ec ch\u1ec9 ch\u1ea1y n\u01b0\u1edbc r\u00fat v\u00e0o cu\u1ed1i th\u00e1ng. \u0110\u00e2y l\u00e0 l\u00fd do nhi\u1ec1u doanh nghi\u1ec7p FMCG v\u00e0 B2B k\u1ebft h\u1ee3p c\u1ea3 ba l\u1edbp th\u01b0\u1edfng: th\u00e1ng, qu\u00fd v\u00e0 n\u0103m \u0111\u1ec3 qu\u1ea3n l\u00fd h\u00e0nh vi b\u00e1n h\u00e0ng to\u00e0n di\u1ec7n h\u01a1n.<\/p>\n\n\n\n

4. X\u00e2y d\u1ef1ng ch\u00ednh s\u00e1ch l\u01b0\u01a1ng th\u01b0\u1edfng hi\u1ec7u qu\u1ea3 \u2014 nh\u1eefng \u0111i\u1ec1u doanh nghi\u1ec7p c\u1ea7n l\u01b0u \u00fd<\/h2>\n\n\n\n

Thi\u1ebft k\u1ebf ch\u00ednh s\u00e1ch l\u01b0\u01a1ng th\u01b0\u1edfng<\/strong> kh\u00f4ng ch\u1ec9 l\u00e0 b\u00e0i to\u00e1n t\u00e0i ch\u00ednh m\u00e0 c\u00f2n l\u00e0 b\u00e0i to\u00e1n h\u00e0nh vi. M\u1ed9t ch\u00ednh s\u00e1ch t\u1ed1t ph\u1ea3i d\u1ef1 \u0111o\u00e1n \u0111\u01b0\u1ee3c c\u00e1ch nh\u00e2n vi\u00ean ph\u1ea3n \u1ee9ng v\u1edbi t\u1eebng c\u1ea5u tr\u00fac th\u01b0\u1edfng \u2014 v\u00e0 h\u01b0\u1edbng h\u00e0nh vi \u0111\u00f3 \u0111\u1ebfn l\u1ee3i \u00edch chung.<\/p>\n\n\n\n

\u0110i\u1ec3m xu\u1ea5t ph\u00e1t quan tr\u1ecdng nh\u1ea5t l\u00e0 x\u00e1c \u0111\u1ecbnh r\u00f5 m\u1ee5c ti\u00eau kinh doanh<\/strong> m\u00e0 b\u1ed9 ph\u1eadn sales c\u1ea7n \u0111\u00f3ng g\u00f3p. N\u1ebfu c\u00f4ng ty \u0111ang \u1edf giai \u0111o\u1ea1n m\u1edf r\u1ed9ng th\u1ecb ph\u1ea7n, n\u00ean \u01b0u ti\u00ean KPI v\u1ec1 kh\u00e1ch h\u00e0ng m\u1edbi. N\u1ebfu \u0111ang t\u1eadp trung gi\u1eef ch\u00e2n kh\u00e1ch c\u0169 v\u00e0 t\u0103ng gi\u00e1 tr\u1ecb h\u1ee3p \u0111\u1ed3ng, n\u00ean tr\u1ecdng s\u1ed1 nhi\u1ec1u h\u01a1n cho retention v\u00e0 upsell. M\u00f4 h\u00ecnh commission kh\u00f4ng th\u1ec3 “copy-paste” t\u1eeb \u0111\u1ed1i th\u1ee7 \u2014 c\u1ea7n \u0111i\u1ec1u ch\u1ec9nh theo chi\u1ebfn l\u01b0\u1ee3c t\u1eebng giai \u0111o\u1ea1n.<\/p>\n\n\n\n

Y\u1ebfu t\u1ed1 th\u1ee9 hai c\u1ea7n xem x\u00e9t l\u00e0 m\u1ee9c \u0111\u1ed9 ki\u1ec3m so\u00e1t c\u1ee7a nh\u00e2n vi\u00ean \u0111\u1ed1i v\u1edbi k\u1ebft qu\u1ea3<\/strong>. N\u1ebfu k\u1ebft qu\u1ea3 b\u00e1n h\u00e0ng ph\u1ee5 thu\u1ed9c nhi\u1ec1u v\u00e0o ch\u00ednh s\u00e1ch c\u00f4ng ty, ch\u1ea5t l\u01b0\u1ee3ng s\u1ea3n ph\u1ea9m, ho\u1eb7c ng\u00e2n s\u00e1ch marketing \u2014 m\u00e0 \u00edt ph\u1ee5 thu\u1ed9c v\u00e0o n\u1ed7 l\u1ef1c c\u00e1 nh\u00e2n \u2014 th\u00ec vi\u1ec7c \u0111\u1eb7t ph\u1ea7n l\u1edbn thu nh\u1eadp v\u00e0o variable pay l\u00e0 thi\u1ebfu c\u00f4ng b\u1eb1ng v\u00e0 s\u1ebd g\u00e2y m\u1ea5t \u0111\u1ed9ng l\u1ef1c.<\/p>\n\n\n\n

Y\u1ebfu t\u1ed1 th\u1ee9 ba l\u00e0 t\u00ednh minh b\u1ea1ch v\u00e0 d\u1ec5 hi\u1ec3u<\/strong>. Nh\u00e2n vi\u00ean ph\u1ea3i t\u1ef1 t\u00ednh \u0111\u01b0\u1ee3c thu nh\u1eadp c\u1ee7a m\u00ecnh b\u1ea5t k\u1ef3 l\u00fac n\u00e0o. N\u1ebfu c\u00f4ng th\u1ee9c qu\u00e1 ph\u1ee9c t\u1ea1p ho\u1eb7c ph\u1ee5 thu\u1ed9c v\u00e0o nhi\u1ec1u h\u1ec7 s\u1ed1 kh\u00f4ng r\u00f5 r\u00e0ng, h\u1ecd s\u1ebd m\u1ea5t ni\u1ec1m tin v\u00e0o ch\u00ednh s\u00e1ch \u2014 d\u00f9 m\u1ee9c thu nh\u1eadp th\u1ef1c t\u1ebf kh\u00f4ng t\u1ec7.<\/p>\n\n\n\n

\u2013 T\u1ea7n su\u1ea5t thanh to\u00e1n commission: th\u00e1ng m\u1ed9t l\u1ea7n l\u00e0 ph\u1ed5 bi\u1ebfn nh\u1ea5t, nh\u01b0ng m\u1ed9t s\u1ed1 c\u00f4ng ty tr\u1ea3 theo qu\u00fd \u0111\u1ec3 tr\u00e1nh r\u1ee7i ro \u0111\u01a1n h\u00e0ng b\u1ecb h\u1ee7y.
\n\u2013 Clawback policy (thu h\u1ed3i hoa h\u1ed3ng): \u00e1p d\u1ee5ng khi kh\u00e1ch h\u00e0ng h\u1ee7y h\u1ee3p \u0111\u1ed3ng trong v\u00f2ng 3\u20136 th\u00e1ng \u2014 c\u1ea7n ghi r\u00f5 trong h\u1ee3p \u0111\u1ed3ng lao \u0111\u1ed9ng.
\n\u2013 D\u00f9ng CRM (nh\u01b0 Salesforce, HubSpot, Base CRM) \u0111\u1ec3 theo d\u00f5i pipeline v\u00e0 t\u1ef1 \u0111\u1ed9ng t\u00ednh hoa h\u1ed3ng \u2014 gi\u1ea3m tranh ch\u1ea5p v\u00e0 ti\u1ebft ki\u1ec7m th\u1eddi gian b\u1ed9 ph\u1eadn k\u1ebf to\u00e1n.<\/p>\n\n\n\n

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\u2013 L\u1eddi khuy\u00ean cho doanh nghi\u1ec7p m\u1edbi x\u00e2y d\u1ef1ng ch\u00ednh s\u00e1ch:<\/strong> B\u1eaft \u0111\u1ea7u v\u1edbi m\u00f4 h\u00ecnh \u0111\u01a1n gi\u1ea3n nh\u1ea5t (flat rate ho\u1eb7c threshold c\u01a1 b\u1ea3n), sau \u0111\u00f3 thu th\u1eadp ph\u1ea3n h\u1ed3i t\u1eeb \u0111\u1ed9i sales sau 3\u20136 th\u00e1ng r\u1ed3i \u0111i\u1ec1u ch\u1ec9nh d\u1ea7n.<\/p>\n

\u2013 Benchmark ch\u00ednh s\u00e1ch v\u1edbi th\u1ecb tr\u01b0\u1eddng \u00edt nh\u1ea5t m\u1ed7i n\u0103m m\u1ed9t l\u1ea7n \u2014 d\u00f9ng kh\u1ea3o s\u00e1t l\u01b0\u01a1ng c\u1ee7a Mercer, Talentnet ho\u1eb7c b\u00e1o c\u00e1o c\u1ee7a c\u00e1c c\u00f4ng ty HR l\u1edbn t\u1ea1i Vi\u1ec7t Nam.<\/p>\n

\u2013 C\u1ea7n tr\u00ecnh b\u00e0y ch\u00ednh s\u00e1ch m\u1edbi trong bu\u1ed5i onboarding v\u00e0 k\u00fd k\u1ebft v\u0103n b\u1ea3n r\u00f5 r\u00e0ng v\u1edbi t\u1eebng nh\u00e2n vi\u00ean kinh doanh.<\/p>\n<\/div>\n\n\n\n

5. C\u00e2u ho\u0309i th\u01b0\u01a1\u0300ng g\u0103\u0323p<\/h2>\n\n\n\n

1. Nh\u00e2n vi\u00ean kinh doanh n\u00ean ch\u1ecdn c\u00f4ng ty c\u00f3 l\u01b0\u01a1ng c\u1ee9ng cao hay commission cao<\/em><\/strong><\/p>\n\n\n\n

Ph\u1ee5 thu\u1ed9c v\u00e0o kinh nghi\u1ec7m v\u00e0 kh\u1ea3 n\u0103ng ch\u1ecbu r\u1ee7i ro. Nh\u00e2n vi\u00ean m\u1edbi n\u00ean \u01b0u ti\u00ean l\u01b0\u01a1ng c\u1ee9ng t\u1ed1t (\u00edt nh\u1ea5t 70% t\u1ed5ng thu nh\u1eadp m\u1ee5c ti\u00eau) \u0111\u1ec3 c\u00f3 th\u1eddi gian h\u1ecdc vi\u1ec7c. Nh\u00e2n vi\u00ean c\u00f3 kinh nghi\u1ec7m v\u00e0 m\u1ea1ng l\u01b0\u1edbi kh\u00e1ch h\u00e0ng t\u1ed1t c\u00f3 th\u1ec3 ch\u1ecdn m\u00f4 h\u00ecnh commission cao \u0111\u1ec3 t\u1ed1i \u0111a h\u00f3a thu nh\u1eadp theo k\u1ebft qu\u1ea3 th\u1ef1c t\u1ebf.<\/p>\n\n\n\n

2. Doanh nghi\u1ec7p c\u00f3 th\u1ec3 thay \u0111\u1ed5i ch\u00ednh s\u00e1ch commission gi\u1eefa n\u0103m kh\u00f4ng?<\/em><\/strong><\/p>\n\n\n\n

\u0110\u01b0\u1ee3c, nh\u01b0ng ph\u1ea3i tu\u00e2n th\u1ee7 B\u1ed9 lu\u1eadt Lao \u0111\u1ed9ng 2019. Doanh nghi\u1ec7p c\u1ea7n th\u00f4ng b\u00e1o tr\u01b0\u1edbc \u00edt nh\u1ea5t 15 ng\u00e0y, c\u00f4ng b\u1ed1 c\u00f4ng khai t\u1ea1i n\u01a1i l\u00e0m vi\u1ec7c, v\u00e0 \u0111\u01b0\u1ee3c s\u1ef1 \u0111\u1ed3ng \u00fd c\u1ee7a ng\u01b0\u1eddi lao \u0111\u1ed9ng n\u1ebfu thay \u0111\u1ed5i \u1ea3nh h\u01b0\u1edfng tr\u1ef1c ti\u1ebfp \u0111\u1ebfn quy\u1ec1n l\u1ee3i trong h\u1ee3p \u0111\u1ed3ng. Thay \u0111\u1ed5i \u0111\u1ed9t ng\u1ed9t kh\u00f4ng b\u00e1o tr\u01b0\u1edbc c\u00f3 th\u1ec3 d\u1eabn \u0111\u1ebfn tranh ch\u1ea5p lao \u0111\u1ed9ng.<\/p>\n\n\n\n

3. KPI n\u00e0o quan tr\u1ecdng nh\u1ea5t \u0111\u1ec3 \u0111\u00e1nh gi\u00e1 nh\u00e2n vi\u00ean kinh doanh B2B?<\/em><\/strong><\/p>\n\n\n\n

V\u1edbi B2B, ba ch\u1ec9 s\u1ed1 c\u1ed1t l\u00f5i l\u00e0: doanh s\u1ed1 thu\u1ea7n (Net Revenue), gi\u00e1 tr\u1ecb h\u1ee3p \u0111\u1ed3ng trung b\u00ecnh (Average Deal Size), v\u00e0 t\u1ef7 l\u1ec7 ch\u1ed1t deal t\u1eeb pipeline (Win Rate). B\u1ed5 sung th\u00eam Sales Cycle Length n\u1ebfu c\u00f4ng ty mu\u1ed1n t\u1ed1i \u01b0u hi\u1ec7u qu\u1ea3 quy tr\u00ecnh b\u00e1n h\u00e0ng. D\u00f9ng CRM \u0111\u1ec3 theo d\u00f5i t\u1ef1 \u0111\u1ed9ng thay v\u00ec b\u00e1o c\u00e1o th\u1ee7 c\u00f4ng.<\/p>\n\n\n\n

M\u1ed9t ch\u00ednh s\u00e1ch l\u01b0\u01a1ng th\u01b0\u1edfng nh\u00e2n vi\u00ean kinh doanh<\/strong> \u0111\u01b0\u1ee3c thi\u1ebft k\u1ebf t\u1ed1t kh\u00f4ng ch\u1ec9 l\u00e0 c\u00f4ng c\u1ee5 tr\u1ea3 l\u01b0\u01a1ng \u2014 \u0111\u00f3 l\u00e0 t\u00edn hi\u1ec7u r\u00f5 r\u00e0ng v\u1ec1 nh\u1eefng g\u00ec doanh nghi\u1ec7p th\u1ef1c s\u1ef1 coi tr\u1ecdng. Khi ch\u00ednh s\u00e1ch l\u01b0\u01a1ng th\u01b0\u1edfng<\/strong> minh b\u1ea1ch, c\u00f4ng b\u1eb1ng v\u00e0 g\u1eafn tr\u1ef1c ti\u1ebfp v\u1edbi m\u1ee5c ti\u00eau kinh doanh, \u0111\u1ed9i ng\u0169 sales s\u1ebd t\u1ef1 \u0111\u1ecbnh h\u01b0\u1edbng h\u00e0nh vi \u0111\u00fang h\u01b0\u1edbng m\u00e0 kh\u00f4ng c\u1ea7n qu\u1ea3n l\u00fd li\u00ean t\u1ee5c. \u0110\u00e2y l\u00e0 n\u1ec1n t\u1ea3ng \u0111\u1ec3 x\u00e2y d\u1ef1ng l\u1ef1c l\u01b0\u1ee3ng kinh doanh b\u1ec1n v\u1eefng, kh\u00f4ng ch\u1ec9 ch\u1ea1y theo doanh s\u1ed1 ng\u1eafn h\u1ea1n m\u00e0 c\u00f2n t\u1ea1o ra gi\u00e1 tr\u1ecb d\u00e0i h\u1ea1n cho c\u1ea3 t\u1ed5 ch\u1ee9c<\/p>\n\n\n\n

Minh An<\/strong><\/p>\n\n\n\n

N\u1ed9i dung trong b\u00e0i mang t\u00ednh tham kh\u1ea3o v\u00e0 \u0111\u1ecbnh h\u01b0\u1edbng t\u1ed5ng quan; m\u1ee9c l\u01b0\u01a1ng v\u00e0 ch\u1ebf \u0111\u1ed9 \u0111\u00e3i ng\u1ed9 th\u1ef1c t\u1ebf c\u00f3 th\u1ec3 kh\u00e1c nhau t\u00f9y thu\u1ed9c v\u00e0o n\u0103ng l\u1ef1c, kinh nghi\u1ec7m, v\u1ecb tr\u00ed, doanh nghi\u1ec7p v\u00e0 th\u1eddi \u0111i\u1ec3m th\u1ecb tr\u01b0\u1eddng.<\/em><\/p>\n","protected":false},"excerpt":{"rendered":"

Doanh nghi\u1ec7p n\u00e0o c\u0169ng hi\u1ec3u r\u1eb1ng \u0111\u1ed9i ng\u0169 b\u00e1n h\u00e0ng l\u00e0 \u0111\u1ed9ng l\u1ef1c tr\u1ef1c ti\u1ebfp t\u1ea1o ra doanh thu. Nh\u01b0ng kh\u00f4ng ph\u1ea3i ai c\u0169ng x\u00e2y …<\/p>\n","protected":false},"author":58,"featured_media":3163,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[6],"tags":[],"class_list":["post-3138","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-bi-quyet-luong"],"_links":{"self":[{"href":"https:\/\/www.careerlink.vn\/cam-nang-luong\/wp-json\/wp\/v2\/posts\/3138","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.careerlink.vn\/cam-nang-luong\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.careerlink.vn\/cam-nang-luong\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.careerlink.vn\/cam-nang-luong\/wp-json\/wp\/v2\/users\/58"}],"replies":[{"embeddable":true,"href":"https:\/\/www.careerlink.vn\/cam-nang-luong\/wp-json\/wp\/v2\/comments?post=3138"}],"version-history":[{"count":1,"href":"https:\/\/www.careerlink.vn\/cam-nang-luong\/wp-json\/wp\/v2\/posts\/3138\/revisions"}],"predecessor-version":[{"id":3164,"href":"https:\/\/www.careerlink.vn\/cam-nang-luong\/wp-json\/wp\/v2\/posts\/3138\/revisions\/3164"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.careerlink.vn\/cam-nang-luong\/wp-json\/wp\/v2\/media\/3163"}],"wp:attachment":[{"href":"https:\/\/www.careerlink.vn\/cam-nang-luong\/wp-json\/wp\/v2\/media?parent=3138"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.careerlink.vn\/cam-nang-luong\/wp-json\/wp\/v2\/categories?post=3138"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.careerlink.vn\/cam-nang-luong\/wp-json\/wp\/v2\/tags?post=3138"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}