{"id":2127,"date":"2022-07-28T19:00:00","date_gmt":"2022-07-28T16:00:00","guid":{"rendered":"https:\/\/infoset.app\/blog\/?p=2127"},"modified":"2022-07-27T15:39:53","modified_gmt":"2022-07-27T12:39:53","slug":"satis-kotasi-nasil-belirlenir","status":"publish","type":"post","link":"https:\/\/infoset.app\/blog\/tr\/satis-kotasi-nasil-belirlenir\/","title":{"rendered":"Sat\u0131\u015f Kotas\u0131 Nas\u0131l Belirlenir? Avantajlar\u0131 Nelerdir?"},"content":{"rendered":"\n

B\u00fcy\u00fcyen i\u015fletmeler, aktif bir sat\u0131\u015f ekibiyle sat\u0131\u015f hacmini ve gelir hedeflerini artt\u0131rmay\u0131 ama\u00e7lar. \u00c7o\u011fu i\u015fletme y\u00f6neticileri bu ama\u00e7 do\u011frultusunda sat\u0131\u015f ekipleri i\u00e7in sat\u0131\u015f kotas\u0131 koyar. Peki, bu kota nedir? <\/p>\n\n\n\n

Sat\u0131\u015f Kotas\u0131 Nedir?<\/strong><\/h2>\n\n\n\n

Sat\u0131\u015f kotas\u0131, belirli bir hedefe ula\u015fmak i\u00e7in i\u015fletme y\u00f6netiminin personellerine atad\u0131\u011f\u0131 belirli gelir veya sat\u0131\u015f oran\u0131d\u0131r. Hem B2C hem de B2B sat\u0131\u015flar\u0131nda performans\u0131n \u00f6l\u00e7\u00fcld\u00fc\u011f\u00fc standartlard\u0131r. Kotalar, de\u011ferlendirme, performans iyile\u015ftirme ve test etme kriterleri olarak hizmet eder. Personeller kotalar\u0131 a\u015ft\u0131klar\u0131nda maa\u015flar\u0131na ekstra \u00fccret yatar. Genellikle haftal\u0131k, ayl\u0131k, y\u0131ll\u0131k olacak \u015fekilde belirlenir. \u0130\u015fletmeler taraf\u0131ndan sat\u0131\u015f g\u00fcc\u00fcn\u00fc optimize etmek, sat\u0131\u015f personellerinin performans\u0131n\u0131 de\u011ferlendirmek ve personellerin hedeflere ula\u015fabilmesi i\u00e7in te\u015fvik etmek ama\u00e7l\u0131 kullan\u0131l\u0131r.<\/p>\n\n\n\n

Sat\u0131\u015f Kotas\u0131 Nas\u0131l Belirlenir?<\/strong><\/h2>\n\n\n\n

Sat\u0131\u015f tahminleri, sat\u0131\u015f b\u00fct\u00e7eleri ve sat\u0131\u015f kotalar\u0131 aras\u0131nda \u00e7ok yak\u0131n bir \u0130li\u015fki vard\u0131r. Sat\u0131\u015f kotalar\u0131na ula\u015fabilmek i\u00e7in \u00f6nce belirli pazarlama ko\u015fullar\u0131 alt\u0131nda belli bir s\u00fcrede firma sat\u0131\u015flar\u0131n\u0131 tahmin etmek gerekir. Sonra bu tahminleri ger\u00e7ekle\u015ftirebilmek i\u00e7in gerekli harcamalar\u0131 ve sonucunda elde edilecek k\u00e2rlar\u0131 tahmin eden sat\u0131\u015f b\u00fct\u00e7eleri olu\u015fturulmal\u0131d\u0131r. Son olarak her bir sat\u0131\u015f<\/a> b\u00f6lgesinden ne kadarl\u0131k bir sat\u0131\u015f hacmi ve k\u00e2r katk\u0131s\u0131 sa\u011flanabilece\u011fi belirlenmelidir. Bunu ger\u00e7ekle\u015ftirebilmek i\u00e7in y\u00f6neticiler, her bir pazarlama sat\u0131\u015f b\u00f6lgesine veya sat\u0131\u015f eleman\u0131na belirli say\u0131sal hedefler vermelidir. \u0130\u015fte bu say\u0131sal hedefler sat\u0131\u015f kotalar\u0131n\u0131 olu\u015fturur.<\/p>\n\n\n\n

Bu s\u00fcre\u00e7 tersine bir \u015fekilde de i\u015fleyebilir. Yani sat\u0131\u015f kotas\u0131, sat\u0131\u015f b\u00fct\u00e7esi, sat\u0131\u015f tahmini gibi t\u00fcmevar\u0131m s\u00fcreci de olabilir. Sat\u0131\u015f kotas\u0131 bir\u00e7ok parametreye ba\u011fl\u0131 olarak hesaplanan bir de\u011ferdir. Ancak i\u015fletmeniz i\u00e7in kolay bir sat\u0131\u015f kotas\u0131 olu\u015fturmak isterseniz \u015fu basit form\u00fcl\u00fc <\/a>uygulayabilirsiniz:<\/p>\n\n\n\n

Ayl\u0131k ortalama kazan\u0131lan anla\u015fma say\u0131s\u0131 x Ortalama s\u00f6zle\u015fme de\u011feri = Temel sat\u0131\u015f kotas\u0131<\/strong><\/p>\n\n\n\n

Etkili Bir Sat\u0131\u015f Kotas\u0131 Nas\u0131l Olu\u015fturulmal\u0131d\u0131r?<\/strong><\/h2>\n\n\n\n
\"sat\u0131\u015f<\/figure><\/div>\n\n\n\n

Sat\u0131\u015f kotas\u0131 olu\u015ftururken \u00f6ncelikle dikkat edilmesi gereken konulardan biri hedeflerdir. Hedefler sat\u0131\u015f ekibinin niteli\u011fine, i\u015fletmenin mevcut i\u015f ak\u0131\u015f\u0131na ve beklentilerine g\u00f6re ger\u00e7ek\u00e7i bir \u015fekilde belirlenmelidir. \u00d6rne\u011fin; sat\u0131\u015f temsilcileri kendi kotalar\u0131na ula\u015fabilmelidir. Bu noktada \u00e7ok y\u00fcksek sat\u0131\u015f kotas\u0131 koymak, temsilciyi zorlayabilir ve ilk zamandan performans\u0131n\u0131n d\u00fc\u015fmesine neden olabilir. Bu noktada sat\u0131\u015f kotas\u0131nda k\u00fc\u00e7\u00fck ad\u0131mlar stratejisi uygulanabilir. \u00d6nce d\u00fc\u015f\u00fck bir sat\u0131\u015f kotas\u0131 koyabilir sonras\u0131nda bu kotay\u0131 artt\u0131rabilirsiniz. B\u00f6ylece temsilciler bu s\u00fcre\u00e7te kendilerini de\u011ferlendirebilir ve bir sonraki kotaya ula\u015fmak i\u00e7in daha motive bir \u015fekilde \u00e7al\u0131\u015fabilir. <\/p>\n\n\n\n

Sat\u0131\u015f kotas\u0131 olu\u015ftururken dikkat edilmesi gereken bir di\u011fer nokta ise zamanlamad\u0131r. Temsilciler bu sayede kotalar\u0131n\u0131 ne zaman tamamlayaca\u011f\u0131n\u0131 bilebilir ve \u00e7al\u0131\u015fmalar\u0131n\u0131 ona g\u00f6re ayarlayabilir. Zaman a\u00e7\u0131s\u0131ndan dengesiz bir kota s\u00fcresinin olu\u015fturulmas\u0131 \u00e7al\u0131\u015fan\u0131 y\u0131pratabilir ve i\u015f s\u00fcrecini olumsuz etkileyebilir.<\/p>\n\n\n\n

Sat\u0131\u015f Kotas\u0131n\u0131n \u0130\u015fletmeler \u0130\u00e7in Avantajlar\u0131 Nelerdir?<\/strong><\/h2>\n\n\n\n

Sat\u0131\u015f kotalar\u0131n\u0131n belirlenmesi, tan\u0131m\u0131ndan da anla\u015f\u0131ld\u0131\u011f\u0131 \u00fczere \u00f6ncelikle pazarlama, sat\u0131\u015f ve y\u00f6neticilerin y\u00f6netim i\u015flerini kolayla\u015ft\u0131r\u0131yor ve etkili hale getiriyor. Detayl\u0131 olarak bakarsak sat\u0131\u015f kotalar\u0131n\u0131n belirlenmesi \u015fu avantajlar\u0131 sa\u011flar:<\/p>\n\n\n\n

1) Sat\u0131\u015f Elemanlar\u0131n\u0131n Performans\u0131n\u0131n De\u011ferlendirilmesini Sa\u011flar<\/strong><\/h3>\n\n\n\n
\"sat\u0131\u015f<\/figure><\/div>\n\n\n\n

Sat\u0131\u015f kotalar\u0131, \u00e7evresel \u00f6zelliklerin ve elemanlar\u0131n i\u015f y\u00fck\u00fc dikkate al\u0131narak do\u011fru bir \u015fekilde belirlenmelidir. B\u00f6ylece sat\u0131\u015f elemanlar\u0131n\u0131n de\u011ferlendirilmesi i\u00e7in \u00f6nemli bir \u00f6l\u00e7\u00fct sunabilir. Bu sayede sat\u0131\u015f elemanlar\u0131 mevcut durumlar\u0131n\u0131 g\u00f6rebilir ve bir sonraki sat\u0131\u015f i\u00e7in daha h\u0131rsl\u0131 bir \u00e7al\u0131\u015fma potansiyeli sergileyebilir. Burada y\u00f6neticilerin de motivasyonu art\u0131racak eylemler yapmas\u0131 \u00f6nemlidir.<\/p>\n\n\n\n

2) \u0130\u015fletmenin Hedeflerine Ula\u015fabilmesi \u0130\u00e7in Sat\u0131\u015f Elemanlar\u0131n\u0131 Te\u015fvik Eder<\/strong><\/h3>\n\n\n\n

Nitelikle ve ger\u00e7ek\u00e7i kotalar personeller i\u00e7in \u00e7al\u0131\u015fma motivasyonu sa\u011flar. Her eleman belirli s\u00fcrede kendi kotalar\u0131n\u0131 ge\u00e7mesi gerekti\u011fini bilir. Sat\u0131\u015f kotas\u0131n\u0131 ge\u00e7en elemanlara komisyon verilebilir. Bu t\u00fcr \u00f6d\u00fcl sistemleri sat\u0131\u015f elemanlar\u0131n\u0131n hedeflerine ula\u015fmak i\u00e7in \u00e7abalar\u0131n\u0131 artt\u0131rmalar\u0131n\u0131 sa\u011flar. <\/p>\n\n\n\n

3) \u0130\u015fletmelere Etkili Geri Bildirim Sa\u011flar<\/strong><\/h3>\n\n\n\n
\"sat\u0131\u015f<\/figure><\/div>\n\n\n\n

\u0130\u015fletmeler hedef kotaya ula\u015farak performanslar hakk\u0131nda geri bildirim alabilirler. \u00d6rne\u011fin; \u00e7e\u015fitli \u00fcr\u00fcnler oldu\u011fu durumda, sat\u0131\u015f g\u00f6revlileri hangi \u00fcr\u00fcn kategorisine \u00f6nem vermesi gerekti\u011fini g\u00f6r\u00fcrler. Elemanlar di\u011fer kategoriler i\u00e7in gereksiz \u00e7aba ve zaman harcamazlar. B\u00f6ylece \u015firket ve b\u00f6lge i\u00e7in gelir ve sat\u0131\u015f oranlar\u0131n\u0131 artar. <\/p>\n\n\n\n

M\u00fc\u015fteri Hizmetlerinin Kolay Adresi: Infoset<\/strong><\/h2>\n\n\n\n

\u0130\u015fletmelerin gelir elde edebilmesi i\u00e7in personellerinin performans\u0131 ve i\u015fbirli\u011fi \u00e7ok \u00f6nemlidir.  Infoset\u2019in personellerin \u00e7al\u0131\u015fmalar\u0131n\u0131 eksiksiz ve anl\u0131k takip edilmesini sa\u011flar. \u0130nfoset sayesinde sat\u0131\u015f ekibinizin t\u00fcm \u00fcyelerini her \u015feyden haberdar edebilir, bir m\u00fc\u015fterinin arama ge\u00e7mi\u015fine, sohbet mesajlar\u0131na, dosyalar\u0131na ve herhangi bir olay\u0131n tek bir sayfadan kronolojik olarak eri\u015fip sat\u0131\u015f kotas\u0131 i\u00e7in gerekli b\u00fct\u00fcn parametrelere ula\u015fabilirsiniz. Sat\u0131\u015flar\u0131n\u0131z\u0131 artt\u0131rmak i\u00e7in Infoset\u2019i hemen bug\u00fcn kullanmaya ba\u015flay\u0131n!<\/a><\/p>\n\n\n\n

\"\"<\/a><\/figure>\n","protected":false},"excerpt":{"rendered":"

Bu yaz\u0131m\u0131zda sat\u0131\u015f kotas\u0131ndan, nas\u0131l belirlenece\u011finden ve i\u015fletmeler i\u00e7in avantajlar\u0131ndan bahsedece\u011fiz.<\/p>\n","protected":false},"author":2,"featured_media":2123,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[27],"tags":[1261,1262,553],"yoast_head":"\nSat\u0131\u015f Kotas\u0131 Nas\u0131l Belirlenir? Avantajlar\u0131 Nelerdir? - Infoset<\/title>\n<meta name=\"description\" content=\"Sat\u0131\u015f kotas\u0131 nedir? \u0130\u015fletmeler sat\u0131\u015f kotas\u0131 olu\u015ftururken nelere dikkat etmeli? 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