[{"data":1,"prerenderedAt":5186},["ShallowReactive",2],{"fr-blog/plan-de-remuneration":3,"fr-global-content":1000,"fr-article-global-content":2328,"fr-blog-article-more-articles-undefined":2583,"fr-blog-article-more-articles-214317373":5181},{"name":4,"created_at":5,"published_at":6,"updated_at":7,"id":8,"uuid":9,"content":10,"slug":987,"full_slug":988,"sort_by_date":25,"position":989,"tag_list":990,"is_startpage":28,"parent_id":991,"meta_data":25,"group_id":992,"first_published_at":993,"release_id":25,"lang":32,"path":25,"alternates":994,"default_full_slug":995,"translated_slugs":996},"Comment mettre en place un plan de rémunération commercial","2022-11-03T20:40:29.287Z","2026-03-12T10:47:18.012Z","2026-03-12T10:47:51.042Z",214317373,"5aba08cd-fb90-422f-9d7a-5f311f32f5a4",{"_uid":11,"roles":12,"title":4,"author":42,"topics":107,"content":108,"noIndex":28,"category":949,"language":975,"component":962,"heroMedia":976,"sidebarCta":982,"publishedAt":983,"readingTime":984,"redirectUrl":22,"listingImage":985,"metaDescription":986},"622a68d5-146a-41a8-b0a8-2f5b9bc3e712",[13],{"name":14,"created_at":15,"published_at":6,"updated_at":16,"id":17,"uuid":18,"content":19,"slug":23,"full_slug":24,"sort_by_date":25,"position":26,"tag_list":27,"is_startpage":28,"parent_id":29,"meta_data":25,"group_id":30,"first_published_at":31,"release_id":25,"lang":32,"path":25,"alternates":33,"default_full_slug":34,"translated_slugs":35,"_stopResolving":41},"Treasurer","2024-11-14T16:28:49.038Z","2026-03-12T10:48:04.029Z",579108344,"7fc81bb7-67b3-471b-b326-38b511ad5345",{"_uid":20,"name":14,"component":21,"hubspotId":22},"fe9819d0-b5da-4a13-9120-3050ce8baea9","tag","","treasurer","fr/blog/role/treasurer",null,-20,[],false,190903385,"a6ceaa59-c9cd-4d99-8a43-7e2b2d1f03c5","2024-11-14T16:29:38.335Z","fr",[],"blog/role/treasurer",[36,37,39],{"path":34,"name":25,"lang":32,"published":25},{"path":34,"name":25,"lang":38,"published":25},"de",{"path":34,"name":25,"lang":40,"published":25},"es",true,{"name":43,"created_at":44,"published_at":6,"updated_at":45,"id":46,"uuid":47,"content":48,"slug":94,"full_slug":95,"sort_by_date":25,"position":96,"tag_list":97,"is_startpage":28,"parent_id":98,"meta_data":25,"group_id":99,"first_published_at":100,"release_id":25,"lang":32,"path":25,"alternates":101,"default_full_slug":102,"translated_slugs":103,"_stopResolving":41},"Axel Lavergne","2022-10-19T17:43:42.224Z","2026-03-12T10:47:22.356Z",206167986,"93c92248-8359-4933-bc17-52c34c3db336",{"_uid":49,"name":43,"links":50,"picture":63,"lastName":65,"component":66,"firstName":67,"description":68},"d2bf7c6d-138a-4dfe-ad23-3b7d090d921c",[51],{"tag":22,"_uid":52,"icon":53,"link":57,"type":22,"label":22,"style":61,"component":62,"onClickEvent":22,"openInANewTab":28,"horizontalFill":28},"861457b9-8e70-443f-b30b-3ae98b39a7eb",{"id":54,"alt":22,"name":22,"focus":22,"title":22,"filename":55,"copyright":22,"fieldtype":56,"is_external_url":28},4129791,"https://a.storyblok.com/f/146026/x/315bd7d0c7/ic_linkedin.svg","asset",{"id":22,"url":58,"linktype":59,"fieldtype":60,"cached_url":58},"https://www.linkedin.com/in/lavergneaxel/","url","multilink","primary","cta",{"alt":64,"name":22,"focus":22,"title":22,"filename":64,"copyright":22,"fieldtype":56,"is_external_url":28},"https://a.storyblok.com/f/146026/433x433/61bb6874f3/axel-lavergne.jpeg","Lavergne","author","Axel",{"type":69,"content":70},"doc",[71],{"type":72,"content":73},"paragraph",[74,77,84,86,92],{"text":75,"type":76},"Axel Lavergne est growth marketer dans le B2B. C’est le cofondateur de ","text",{"text":78,"type":76,"marks":79},"salesdorado.com",[80],{"type":81,"attrs":82},"link",{"href":83,"uuid":25,"anchor":25,"target":25,"linktype":59},"https://salesdorado.com/",{"text":85,"type":76}," un média français sur la vente et le marketing B2B, et de ",{"text":87,"type":76,"marks":88},"themetablog.io",[89],{"type":81,"attrs":90},{"href":91,"uuid":25,"anchor":25,"target":25,"linktype":59},"https://www.themetablog.io/",{"text":93,"type":76},", un média anglophone sur le content marketing. En 2021, il a fondé The Meta Company, dont l’objectif est d’aider les entreprises B2B à exploiter le content marketing pour générer des leads qualifiés et des conversions.","axel-lavergne","fr/blog/author/axel-lavergne",-900,[],176408854,"9cf77db2-93ac-4c08-b36f-1ef09b165c65","2022-11-02T15:25:43.427Z",[],"blog/author/axel-lavergne",[104,105,106],{"path":102,"name":25,"lang":32,"published":25},{"path":102,"name":25,"lang":38,"published":25},{"path":102,"name":25,"lang":40,"published":25},[],{"type":69,"content":109},[110,117,121,125,129,130,139,146,150,154,159,178,195,199,259,263,273,280,290,294,356,375,380,391,423,433,437,451,456,467,508,512,516,521,527,531,549,567,577,581,585,590,598,609,619,629,636,640,651,656,674,699,704,708,712,716,722,731,735,740,805,810,814,818,823,833,837,847,852,856,882,888,897,901,906,916,922,933,945],{"type":72,"content":111},[112],{"text":113,"type":76,"marks":114},"Votre équipe de vente est votre vitrine et votre premier lien avec vos clients. À ce titre, vous devez concevoir un modèle de rémunération qui vous aide à attirer et à retenir les meilleurs éléments.",[115],{"type":116},"bold",{"type":72,"content":118},[119],{"text":120,"type":76},"Avant de décider comment rémunérer votre équipe de vente, tenez compte de vos objectifs commerciaux, du rôle que vos vendeurs vont jouer auprès des clients, de l’ambition de vos objectifs de vente et de la flexibilité de votre budget.",{"type":72,"content":122},[123],{"text":124,"type":76},"Un bon plan de rémunération doit être motivant et moteur de performance pour vos équipes commerciales, et permettre aux équipes financières de mieux anticiper les montants des salaires et les flux de trésorerie associés.",{"type":72,"content":126},[127],{"text":128,"type":76},"Dans cet article, on vous guide pour trouver le bon plan de rémunération pour l’atteinte de vos objectifs.",{"type":72},{"type":131,"attrs":132},"blok",{"id":133,"body":134},"fee58412-a7b4-4705-ac73-cd194456306e",[135],{"_uid":136,"html":137,"component":138},"i-6e6b12c6-42ac-4f55-a36c-d6297a9aa409","\u003C!--HubSpot Call-to-Action Code -->\u003Cspan class=\"hs-cta-wrapper\" id=\"hs-cta-wrapper-019d731c-c113-4327-88bc-739e41176f89\">\u003Cspan class=\"hs-cta-node hs-cta-019d731c-c113-4327-88bc-739e41176f89\" id=\"hs-cta-019d731c-c113-4327-88bc-739e41176f89\">\u003C!--[if lte IE 8]>\u003Cdiv id=\"hs-cta-ie-element\">\u003C/div>\u003C![endif]-->\u003Ca href=\"https://cta-redirect.hubspot.com/cta/redirect/2694209/019d731c-c113-4327-88bc-739e41176f89\" >\u003Cimg class=\"hs-cta-img\" id=\"hs-cta-img-019d731c-c113-4327-88bc-739e41176f89\" style=\"border-width:0px;\" height=\"375\" width=\"750\" src=\"https://no-cache.hubspot.com/cta/default/2694209/019d731c-c113-4327-88bc-739e41176f89.png\"  alt=\"New call-to-action\"/>\u003C/a>\u003C/span>\u003Cscript charset=\"utf-8\" src=\"https://js.hscta.net/cta/current.js\">\u003C/script>\u003Cscript type=\"text/javascript\"> hbspt.cta.load(2694209, '019d731c-c113-4327-88bc-739e41176f89', {\"useNewLoader\":\"true\",\"region\":\"na1\"}); \u003C/script>\u003C/span>\u003C!-- end HubSpot Call-to-Action Code -->","embed",{"type":140,"attrs":141,"content":143},"heading",{"level":142},2,[144],{"text":145,"type":76},"Qu'est-ce qui fait un bon plan de rémunération",{"type":72,"content":147},[148],{"text":149,"type":76},"Un bon plan de rémunération est avant tout conçu pour motiver les équipes commerciales à atteindre un objectif particulier ou un ensemble d'objectifs. Mais tous les incentives ont pour conséquence directe l'apparition de biais d'agent, et la variabilisation des salaires.",{"type":72,"content":151},[152],{"text":153,"type":76},"L'enjeu est donc de doser les biais qu'on crée en fonction des objectifs et de l'activité, et de conserver une bonne prévisibilité des flux de trésorerie.",{"type":140,"attrs":155,"content":156},{"level":142},[157],{"text":158,"type":76},"Aligner les objectifs avec ceux des équipes commerciales",{"type":72,"content":160},[161,163,169,171,176],{"text":162,"type":76},"En termes de résultats, l'objectif principal d'une ",{"text":164,"type":76,"marks":165},"équipe commerciale",[166],{"type":167,"attrs":168},"textStyle",{"color":22},{"text":170,"type":76}," est de générer du ",{"text":172,"type":76,"marks":173},"chiffre d'affaires",[174],{"type":167,"attrs":175},{"color":22},{"text":177,"type":76},". C’est aussi un moyen de sécuriser les montants et de les rendre prévisible: on sait qu’on verse X% du CA généré aux équipes de vente.",{"type":72,"content":179},[180,182,187,189,193],{"text":181,"type":76},"Mais dès que les ",{"text":183,"type":76,"marks":184},"cycles de vente",[185],{"type":167,"attrs":186},{"color":22},{"text":188,"type":76}," dépassent une semaine, il est virtuellement impossible de se contenter de rémunérer les commerciaux sur la seule base du ",{"text":172,"type":76,"marks":190},[191],{"type":167,"attrs":192},{"color":22},{"text":194,"type":76}," généré.",{"type":72,"content":196},[197],{"text":198,"type":76},"Cette pratique entraîne aussi de nombreux effets pervers :",{"type":200,"content":201},"bullet_list",[202,216,222,228,234],{"type":203,"content":204},"list_item",[205],{"type":72,"content":206},[207,209,214],{"text":208,"type":76},"Exposer vos commerciaux à un ",{"text":210,"type":76,"marks":211},"plan de rémunération variable",[212],{"type":167,"attrs":213},{"color":22},{"text":215,"type":76}," imprévisible d'un mois sur l'autre. Pour cela, il est impératif de parfaitement maîtriser son processus d’achat.",{"type":203,"content":217},[218],{"type":72,"content":219},[220],{"text":221,"type":76},"Rendre le coaching commercial beaucoup plus compliqué – chaque commercial étant incentivé directement au résultat, chacun aura tendance à suivre la méthode qu'il ou elle pense la meilleure.",{"type":203,"content":223},[224],{"type":72,"content":225},[226],{"text":227,"type":76},"Avoir un impact important sur l'homogénéité et la qualité de vos relations clients: sur-pression commerciale, voire agressivité pour quelques leads, ou au contraire absence de réponse pour les leads \"sous-valorisés\" individuellement.",{"type":203,"content":229},[230],{"type":72,"content":231},[232],{"text":233,"type":76},"Générer une atmosphère de compétition toxique. Chacun garde les meilleurs leads, quitte à les perdre lorsqu'ils partent en vacances plutôt que de les donner à un collègue, ...",{"type":203,"content":235},[236],{"type":72,"content":237},[238,240,244,246,251,253,257],{"text":239,"type":76},"Démotiver la participation indirecte au ",{"text":172,"type":76,"marks":241},[242],{"type":167,"attrs":243},{"color":22},{"text":245,"type":76},". Ce qui rend une ",{"text":247,"type":76,"marks":248},"organisation commerciale",[249],{"type":167,"attrs":250},{"color":22},{"text":252,"type":76}," SDR / AE impossible, et décourage toutes les activités qui ne sont pas directement liées à du ",{"text":172,"type":76,"marks":254},[255],{"type":167,"attrs":256},{"color":22},{"text":258,"type":76},".",{"type":72,"content":260},[261],{"text":262,"type":76},"Dans les grandes lignes, c’est très facile à piloter, mais ça crée une vision très court-termiste pour vos équipes, sans pour autant garantir une meilleure performance.",{"type":72,"content":264},[265,267,272],{"text":266,"type":76},"L'idée est généralement de découper le funnel commercial et de multiplier les types de cibles pour aligner les objectifs à chaque étape du ",{"text":268,"type":76,"marks":269},"cycle de vente",[270],{"type":167,"attrs":271},{"color":22},{"text":258,"type":76},{"type":72,"content":274},[275],{"type":276,"attrs":277},"image",{"id":25,"alt":25,"src":278,"title":25,"source":25,"copyright":25,"meta_data":279},"https://lh3.googleusercontent.com/octCU7E056fjB5DkysSWQ8S7K64b7oZibUCDu2VEyhejTPdqiOAe3yoRT1dO_Dydh0JM4K5Ac9siRQ_Id81CAko378SRxGLLcx03s9yI15JP3-O8OBmf8Dzme9ZQ8Pb-bh6TIYe-",{},{"type":72,"content":281},[282,284],{"text":283,"type":76},"Source : ",{"text":285,"type":76,"marks":286},"OpenClassrooms",[287],{"type":81,"attrs":288},{"href":289,"uuid":25,"anchor":25,"target":25,"linktype":59},"https://openclassrooms.com/fr/courses/6391586-utilisez-un-crm-dans-votre-activite-de-commercial/6643406-mesurez-les-resultats-de-votre-prospection",{"type":72,"content":291},[292],{"text":293,"type":76},"On peut raisonner en:",{"type":200,"content":295},[296,306,316,326,336,346],{"type":203,"content":297},[298],{"type":72,"content":299},[300,304],{"text":301,"type":76,"marks":302},"Nombre de contacts",[303],{"type":116},{"text":305,"type":76},": c'est le moyen le plus simple de motiver les activités commerciales. Mais il est souvent compliqué de mettre une valeur sur un contact en début de funnel.",{"type":203,"content":307},[308],{"type":72,"content":309},[310,314],{"text":311,"type":76,"marks":312},"Nombre de rendez-vous générés",[313],{"type":116},{"text":315,"type":76},": dans le même style. Mais l'enjeu principal est que tous les rendez-vous ne se valent pas.",{"type":203,"content":317},[318],{"type":72,"content":319},[320,324],{"text":321,"type":76,"marks":322},"Nombre de ventes réalisées",[323],{"type":116},{"text":325,"type":76},": le biais principal est ici le montant des ventes. Un objectif aligné uniquement sur le volume de vente motive à un volume d'activité important en sur-valorisant les contrats les plus petits et faciles à closer.",{"type":203,"content":327},[328],{"type":72,"content":329},[330,334],{"text":331,"type":76,"marks":332},"Montant des ventes réalisées",[333],{"type":116},{"text":335,"type":76},": les biais sont multiples sur ces variables qui sont trop distantes des activités.",{"type":203,"content":337},[338],{"type":72,"content":339},[340,344],{"text":341,"type":76,"marks":342},"Marge brute générée",[343],{"type":116},{"text":345,"type":76},": c'est un moyen efficace de limiter les promotions trop agressives que vos commerciaux pourraient faire pour favoriser le taux de closing.",{"type":203,"content":347},[348],{"type":72,"content":349},[350,354],{"text":351,"type":76,"marks":352},"MRR (Monthly Recurring Revenue)",[353],{"type":116},{"text":355,"type":76},": un cas un peu particulier pour les modèles d'abonnement mensuel. Le \"new MRR\" c'est-à-dire le revenu récurrent mensuel marginal acquis sur une période donnée est aussi biaisé. Le plus gros biais est évidemment le churn. Le raisonnement de ceux qui travaillent au MRR est un raisonnement en fonction de la LTV (Life Time Value). Si vous anticipez une rétention de 3 ans, vous projetez un MRR sur 36 mois pour évaluer le revenu potentiel. Mal incentivée, l'équipe commerciale exploite le faible engagement (un mois seulement, faibles montants, etc.) pour maximiser son taux de closing et le MRR (qui n'est plus vraiment récurrent du coup) généré.",{"type":72,"content":357},[358,360,373],{"text":359,"type":76},"On peut aussi ajouter d'autres variables de segmentation, comme l'origine du lead par exemple. En effet, il est crucial d",{"text":361,"type":76,"marks":362},"'optimiser la gestion des dépenses de votre équipe commerciale",[363],{"type":81,"attrs":364},{"href":365,"uuid":366,"anchor":25,"target":25,"linktype":367,"story":368},"optimisation-depenses-commerciales","a8bd59ed-b2d3-48f3-8049-50b716654dad","story",{"name":369,"id":370,"uuid":366,"slug":365,"url":371,"full_slug":372,"_stopResolving":41},"Comment optimiser la gestion des dépenses de votre équipe commerciale ?",208803010,"blog/optimisation-depenses-commerciales","fr/blog/optimisation-depenses-commerciales",{"text":374,"type":76},". Si pour obtenir un lead vous avez eu un coût d'acquisition marketing, il est a priori assez normal de moins rémunérer vos équipes commerciales que si le lead provenait des efforts de prospection.",{"type":140,"attrs":376,"content":377},{"level":142},[378],{"text":379,"type":76},"Keep It Simple, Stupid (KISS)",{"type":72,"content":381},[382,384,389],{"text":383,"type":76},"Un bon ",{"text":385,"type":76,"marks":386},"système de rémunération",[387],{"type":167,"attrs":388},{"color":22},{"text":390,"type":76}," doit être juste, compréhensible par tous et équitable - i.e offrant les mêmes possibilités de succès à tous. L’idée n’est pas non plus de passer 4 jours par mois à calculer les salaires des commerciaux.",{"type":72,"content":392},[393,395,400,402,407,409,414,416,421],{"text":394,"type":76},"Pour que le système soit compréhensible, ne fixez plus de 4 ou 5 objectifs (",{"text":396,"type":76,"marks":397},"quantitatifs",[398],{"type":167,"attrs":399},{"color":22},{"text":401,"type":76}," comme qualitatifs), et communiquez régulièrement sur le ",{"text":403,"type":76,"marks":404},"plan de commissionnement",[405],{"type":167,"attrs":406},{"color":22},{"text":408,"type":76},", l’évolution de la ",{"text":410,"type":76,"marks":411},"partie variable",[412],{"type":167,"attrs":413},{"color":22},{"text":415,"type":76}," comme de la ",{"text":417,"type":76,"marks":418},"partie fixe",[419],{"type":167,"attrs":420},{"color":22},{"text":422,"type":76},"..",{"type":72,"content":424},[425,427,432],{"text":426,"type":76},"Assurez-vous aussi que les indicateurs de succès de l'entreprise soient alignés avec la ",{"text":428,"type":76,"marks":429},"rémunération des commerciaux",[430],{"type":167,"attrs":431},{"color":22},{"text":258,"type":76},{"type":72,"content":434},[435],{"text":436,"type":76},"Les exigences doivent être évidentes et incitatives, et le gain individuel doit passer par la réussite collective. Il est important de mettre votre équipe sur le même pied d’égalité. Donnez-leur les mêmes outils de prospection et un accès à LinkedIn pour le social Selling.",{"type":72,"content":438},[439,441,449],{"text":440,"type":76},"Tous vos commerciaux ne sont pas aussi à l’aise avec ces outils. Mettez en place des formations internes ou offrez-vous les services d’une ",{"text":442,"type":76,"marks":443},"agence SEO",[444,447],{"type":81,"attrs":445},{"href":446,"uuid":25,"anchor":25,"target":25,"linktype":59},"https://junto.fr/agence-seo/",{"type":448},"underline",{"text":450,"type":76},"/growth pour abonder en lead vos commerciaux. Vous mesurez ainsi leur performance uniquement sur leur capacité à signer ces deals.",{"type":140,"attrs":452,"content":453},{"level":142},[454],{"text":455,"type":76},"Un bon plan de rémunération doit être prévisible et stable",{"type":72,"content":457},[458,460,465],{"text":459,"type":76},"Certains ",{"text":461,"type":76,"marks":462},"systèmes de rémunération",[463],{"type":167,"attrs":464},{"color":22},{"text":466,"type":76}," sont complexes :",{"type":200,"content":468},[469,485],{"type":203,"content":470},[471],{"type":72,"content":472},[473,477,479,484],{"text":474,"type":76,"marks":475},"Les systèmes de pointage",[476],{"type":116},{"text":478,"type":76}," qui viennent pondérer une masse de chiffres par rapport à la performance de la ",{"text":480,"type":76,"marks":481},"force de vente",[482],{"type":167,"attrs":483},{"color":22},{"text":258,"type":76},{"type":203,"content":486},[487],{"type":72,"content":488},[489,493,495,500,502,507],{"text":490,"type":76,"marks":491},"Les systèmes de plateaux",[492],{"type":116},{"text":494,"type":76}," qui donnent des taux de commissions variables en fonction des paliers atteints. Ce type ne permet pas de prévoir en avance le ",{"text":496,"type":76,"marks":497},"montant de commission",[498],{"type":167,"attrs":499},{"color":22},{"text":501,"type":76}," que le représentant va faire d’ici la fin de l’année. Ce qui affecte critiquement la motivation des représentants qui raisonnent en fonction des commissions à ",{"text":503,"type":76,"marks":504},"court terme",[505],{"type":167,"attrs":506},{"color":22},{"text":258,"type":76},{"type":72,"content":509},[510],{"text":511,"type":76},"L’enjeu est également de lisser l’activité pour éviter les fluctuations trop importantes et les périodes de creux. La prévisibilité est clé dans tout business.",{"type":72,"content":513},[514],{"text":515,"type":76},"Il est aussi important pour une entreprise de piloter son coût d'acquisition tout au long de l'année. Cela permet notamment d'éviter les surprises au moment de verser les primes et d’anticiper un problème de trésorerie.",{"type":140,"attrs":517,"content":518},{"level":142},[519],{"text":520,"type":76},"Les différents types de plans de rémunération",{"type":140,"attrs":522,"content":524},{"level":523},3,[525],{"text":526,"type":76},"1. Activité ou Résultat",{"type":72,"content":528},[529],{"text":530,"type":76},"Il existe deux approches de la gestion d'une équipe de vente : donner un objectif d’activité ou un objectif de résultat.",{"type":72,"content":532},[533,535,540,542],{"text":534,"type":76},"En choisissant une approche de la vente basée sur les activités - passer un appel, qualifier un prospect, rencontrer un prospect, envoyer un e-mail, etc - l’",{"text":536,"type":76,"marks":537},"atteinte de l’objectif",[538],{"type":167,"attrs":539},{"color":22},{"text":541,"type":76}," sera certainement plus aisée. Vos équipes seront plus efficaces car elles sauront exactement quelles actions réaliser pour atteindre les objectifs qui lui ont été fixés. Cette méthode nécessite cependant d’excellents ",{"text":543,"type":76,"marks":544},"outils de pilotage de l’entreprise.",[545,548],{"type":81,"attrs":546},{"href":547,"uuid":25,"anchor":25,"target":25,"linktype":59},"https://www.spendesk.com/fr/blog/outils-pilotage-entreprise/",{"type":448},{"type":72,"content":550},[551,553,558,560,565],{"text":552,"type":76},"La limite de cette méthode est qu’il est difficile de valoriser les activités. Certains considèrent même que cela doit faire partie du ",{"text":554,"type":76,"marks":555},"salaire fixe",[556],{"type":167,"attrs":557},{"color":22},{"text":559,"type":76}," des ",{"text":561,"type":76,"marks":562},"équipes commerciales",[563],{"type":167,"attrs":564},{"color":22},{"text":566,"type":76},". Pourquoi pas.",{"type":72,"content":568},[569,571,575],{"text":570,"type":76},"Mais sur des ",{"text":183,"type":76,"marks":572},[573],{"type":167,"attrs":574},{"color":22},{"text":576,"type":76}," longs et complexes, il est important de maintenir une certaine rigueur dans l'entretien du pipeline commercial. Les objectifs à l'activité peuvent aider dans ce sens.",{"type":72,"content":578},[579],{"text":580,"type":76},"Ils permettent aussi de mieux anticiper et piloter les salaires, les activités étant typiquement beaucoup moins sensibles aux facteurs exogènes de croissance comme la saisonnalité. Ça permet une base assez saine, sans surprise, et d’envisager les recrutements et la croissance de l’équipe de façon beaucoup plus sereine.",{"type":72,"content":582},[583],{"text":584,"type":76},"Pour les activités de prospection, c'est aussi un grand classique. La variance d'obtention d'un rendez-vous est tellement élevée d'un mois à l'autre en fonction de la qualité des leads, du type de marché, etc. Maintenir un process rigoureux permet d'assurer des résultats à vous, et à vos équipes.",{"type":140,"attrs":586,"content":587},{"level":523},[588],{"text":589,"type":76},"2. Primes d'objectifs et commissionnement plafonné",{"type":140,"attrs":591,"content":593},{"level":592},4,[594],{"text":595,"type":76,"marks":596},"Commissions",[597],{"type":116},{"type":72,"content":599},[600,602,607],{"text":601,"type":76},"En termes de ",{"text":603,"type":76,"marks":604},"modèle de rémunération variable",[605],{"type":167,"attrs":606},{"color":22},{"text":608,"type":76},", la pratique la plus répandue est la commission. Elle permet d’indexer une part des revenus de vos commerciaux aux revenus qu’ils génèrent – un pourcentage des ventes ou de la marge par exemple. L’objectif est d’incentiver vos collaborateurs à vendre plus.",{"type":72,"content":610},[611,613,617],{"text":612,"type":76},"Il est crucial cependant de bien maîtriser vos ",{"text":183,"type":76,"marks":614},[615],{"type":167,"attrs":616},{"color":22},{"text":618,"type":76},", pour faire en sorte de ne pas démotiver vos commerciaux lors des périodes creuses. Veillez également à ce que le pipe commercial soit toujours alimenté pour éviter que vos commerciaux arrivent à court de leads, et peinent ensuite à générer de l’activité.",{"type":72,"content":620},[621,623,628],{"text":622,"type":76},"Cette méthode présente aussi l’avantage qu’elle permet un pilotage plus facile, les commissions étant directement liées au ",{"text":624,"type":76,"marks":625},"chiffre d’affaires",[626],{"type":167,"attrs":627},{"color":22},{"text":194,"type":76},{"type":140,"attrs":630,"content":631},{"level":592},[632],{"text":633,"type":76,"marks":634},"Objectifs",[635],{"type":116},{"type":72,"content":637},[638],{"text":639,"type":76},"Les primes d’objectifs rémunèrent également les commerciaux en fonction des revenus qu’ils génèrent mais fonctionnent sur un modèle de pallier. Par exemple, pour 10k€ générés vos commerciaux toucheront une prime de 1k€. En dessous, ils ne percevront rien. Et au-dessus, ils percevront toujours la même somme. La limite est donc qu’une fois l’objectif atteint, la motivation chutera.",{"type":72,"content":641},[642,644,650],{"text":643,"type":76},"L’objectif doit être précisément défini, ce qui requiert une solide maîtrise de vos KPIs et de votre marché. Cette méthode permet aussi de moduler l’objectif en fonction des profils. Ainsi, vous pouvez placer le curseur plus bas pour les commerciaux juniors et leur mettre en place un ",{"text":645,"type":76,"marks":646},"plan de formation commerciale",[647],{"type":81,"attrs":648},{"href":649,"uuid":25,"anchor":25,"target":25,"linktype":59},"https://salesdorado.com/organisation-commerciale/plan-formation-commerciaux/",{"text":258,"type":76},{"type":140,"attrs":652,"content":653},{"level":523},[654],{"text":655,"type":76},"3. Le commissionnement sans limite",{"type":72,"content":657},[658,660,665,667,672],{"text":659,"type":76},"Fixer un plafond, qui peut dépasser les 100 %, dans un esprit de ",{"text":661,"type":76,"marks":662},"surperformance",[663],{"type":167,"attrs":664},{"color":22},{"text":666,"type":76},", est une option souvent envisagée dans un ",{"text":668,"type":76,"marks":669},"plan de rémunération",[670],{"type":167,"attrs":671},{"color":22},{"text":673,"type":76},". Elle permet de délimiter les capacités de vente et lisser l’activité afin de la rendre plus prévisible et plus stable.",{"type":72,"content":675},[676,678,683,685,690,692,697],{"text":677,"type":76},"En effet, au-delà d’une certaine performance, ce sont bien souvent d’autres facteurs conjoncturels qui jouent en faveur du commercial, mais qui ne sont pas de son ressort. Le ",{"text":679,"type":76,"marks":680},"plafonnement",[681],{"type":167,"attrs":682},{"color":22},{"text":684,"type":76}," peut donc servir de garde-fou lors de la ",{"text":686,"type":76,"marks":687},"mise en place",[688],{"type":167,"attrs":689},{"color":22},{"text":691,"type":76}," d’une nouvelle ",{"text":693,"type":76,"marks":694},"politique de rémunération",[695],{"type":167,"attrs":696},{"color":22},{"text":698,"type":76}," dont les barèmes ne sont pas encore définitifs. Ce n’est qu’une fois rodé que votre système pourra fonctionner sans.",{"type":140,"attrs":700,"content":701},{"level":523},[702],{"text":703,"type":76},"4. La rémunération non financière",{"type":72,"content":705},[706],{"text":707,"type":76},"Il existe aussi un autre type de rémunération appelé “périphériques de rémunération”, dont font partie les salaires à long terme. Ils englobent notamment la participation, la part des bénéfices, les avantages sociaux, les congés payés, les formations commerciales, les programmes de sécurité de revenu et les autres privilèges accordés par l’entreprise aux employés.",{"type":72,"content":709},[710],{"text":711,"type":76},"Les entreprises peuvent opter pour ce mode de rémunération à long terme afin de fidéliser leurs employés. Par exemple, vous pouvez mettre en place une prime d’intéressement, reçue une à deux fois par an, basée sur le pourcentage du chiffre d’affaires réalisé. Ainsi, plus l’employé travaille depuis longtemps dans la société, plus le montant de sa prime sera important.",{"type":72,"content":713},[714],{"text":715,"type":76},"D’autres éléments qui n’entrent pas dans la rémunération stricto sensu peuvent être autant d’avantages à mettre en avant auprès de vos collaborateurs pour les motiver et les fidéliser. Quelques exemples : titre-restaurant, épargne salariale, véhicule de fonction, prime d’ancienneté, téléphone et ordinateur professionnels, mutuelle...",{"type":72,"content":717},[718],{"type":276,"attrs":719},{"id":25,"alt":25,"src":720,"title":25,"source":25,"copyright":25,"meta_data":721},"https://lh6.googleusercontent.com/D5x-veyPgWVFHhK1w8ItoRGXy3G9M6F_ZJvhfCXNqVD0PQwHeciAJFOs3jL4ZAdbbjkdHnhnruA7XDqXoRmJtTKuM2K8PFyGCTlQLvZ4S7WNU5BS_Bl0IB2J-7PhCypqOIElUeQB",{},{"type":72,"content":723},[724,725],{"text":283,"type":76},{"text":726,"type":76,"marks":727},"General Mills",[728],{"type":81,"attrs":729},{"href":730,"uuid":25,"anchor":25,"target":25,"linktype":59},"https://generalmills.fr/fr-FR/Careers/Pilotez%20votre%20carriere/remuneration",{"type":72,"content":732},[733],{"text":734,"type":76},"Ne négligez pas non plus les concours et autres opérations de stimulation qui entrent en ligne de compte. Enfin, de petites récompenses simples et peu coûteuses comme une boîte de chocolats livrée sur le lieu de travail, un dîner dans un bon restaurant ou des places pour un match de foot, se révèlent souvent d’une extrême efficacité.",{"type":140,"attrs":736,"content":737},{"level":142},[738],{"text":739,"type":76},"Les biais à éviter dans votre plan de rémunération",{"type":72,"content":741},[742,748,753,758,762,767,772,777,782,787,792,797,801],{"text":743,"type":76,"marks":744},"Lorsqu’on établit une ",[745],{"type":167,"attrs":746},{"color":747},"rgb(21, 38, 55)",{"text":749,"type":76,"marks":750},"stratégie commerciale",[751],{"type":167,"attrs":752},{"color":22},{"text":754,"type":76,"marks":755},", il est question de poser un ",[756],{"type":167,"attrs":757},{"color":747},{"text":210,"type":76,"marks":759},[760],{"type":167,"attrs":761},{"color":22},{"text":763,"type":76,"marks":764}," qui vienne complémenter le ",[765],{"type":167,"attrs":766},{"color":747},{"text":768,"type":76,"marks":769},"salaire de base",[770],{"type":167,"attrs":771},{"color":22},{"text":773,"type":76,"marks":774}," de manière cohérente. Selon le ",[775],{"type":167,"attrs":776},{"color":747},{"text":778,"type":76,"marks":779},"secteur d’activité",[780],{"type":167,"attrs":781},{"color":22},{"text":783,"type":76,"marks":784},", certains écueils s’observent dès la ",[785],{"type":167,"attrs":786},{"color":747},{"text":788,"type":76,"marks":789},"rémunération fixe",[790],{"type":167,"attrs":791},{"color":22},{"text":793,"type":76,"marks":794}," et peuvent avoir un impact très concret sur la trajectoire du ",[795],{"type":167,"attrs":796},{"color":747},{"text":624,"type":76,"marks":798},[799],{"type":167,"attrs":800},{"color":22},{"text":258,"type":76,"marks":802},[803],{"type":167,"attrs":804},{"color":747},{"type":140,"attrs":806,"content":807},{"level":523},[808],{"text":809,"type":76},"1. L'effet frigo",{"type":72,"content":811},[812],{"text":813,"type":76},"Le risque avec le commissionnement plafonné, c’est «l’effet frigo»:  le commercial, ayant atteint le palier maximal, met ses dossiers chauds de côté pour la période suivante, afin d’assurer ses prochaines performances.",{"type":72,"content":815},[816],{"text":817,"type":76},"Afin d’éviter ces pratiques qui limitent les résultats commerciaux, espacez les périodes d’objectifs (six mois, par exemple). Cela aura aussi mécaniquement un impact sur la motivation de vos commerciaux.",{"type":140,"attrs":819,"content":820},{"level":523},[821],{"text":822,"type":76},"2. La sur-personnalisation",{"type":72,"content":824},[825,827,831],{"text":826,"type":76},"Dans certains cas, différents ",{"text":461,"type":76,"marks":828},[829],{"type":167,"attrs":830},{"color":22},{"text":832,"type":76}," cohabitent pour une même population de commerciaux. Cela peut être justifié si vos vendeurs commercialisent des offres distinctes ou traitent des cibles particulières (grands comptes, PME, particuliers…), ou encore s’ils sont sédentaires ou terrain. Cela permet d’éviter de créer des situations d’injustice perçue ou réelle.",{"type":72,"content":834},[835],{"text":836,"type":76},"Idem lorsque vous avez des commerciaux débutants, vous pouvez aussi leur fixer des objectifs plus souples et révisés à la baisse, plus «faciles» à atteindre que les autres. Cela permet de ne pas creuser un fossé de performances, et de leur faire sentir que l’effort paie.",{"type":72,"content":838},[839,841,846],{"text":840,"type":76},"Toutefois, pour éviter l’individualisme, valorisez aussi bien les performances individuelles que collectives. En effet, ces dernières favorisent l’entraide entre commerciaux. Attention cependant à ce que les commerciaux moins bons ne se réfugient pas derrière les résultats collectifs, pour dissimuler leurs mauvaises performances individuelles. Pour cela, les objectifs collectifs ne doivent pas dépasser 20 % de la ",{"text":842,"type":76,"marks":843},"rémunération variable",[844],{"type":167,"attrs":845},{"color":22},{"text":258,"type":76},{"type":140,"attrs":848,"content":849},{"level":523},[850],{"text":851,"type":76},"3. L'isolation",{"type":72,"content":853},[854],{"text":855,"type":76},"Réciproquement, un biais important est le sur-cloisonnement de vos objectifs. Le risque c'est que vos équipes ne communiquent plus, et ne parviennent plus (même avec toute la bonne volonté du monde) à faire avancer le pipeline. Les AEs considèrent que les leads sont mauvais. Les SDRs considèrent que les AEs ne font pas le travail. On ne vous fait pas un dessin ça peut très vite, très mal se passer.",{"type":72,"content":857},[858,860,864,866,873,875,880],{"text":859,"type":76},"Ça ne se limite d’ailleurs pas uniquement aux ",{"text":561,"type":76,"marks":861},[862],{"type":167,"attrs":863},{"color":22},{"text":865,"type":76},". La rivalité légendaire entre les équipes marketing et commerciales reste la règle dans la plupart des organisations. Pour l’éviter, veillez à ce que vos ",{"text":867,"type":76,"marks":868},"budgets marketing",[869,872],{"type":81,"attrs":870},{"href":871,"uuid":25,"anchor":25,"target":25,"linktype":59},"https://www.spendesk.com/fr/blog/budget-marketing/",{"type":448},{"text":874,"type":76}," et commerciaux soient en phase avec les ",{"text":876,"type":76,"marks":877},"objectifs de l’entreprise",[878],{"type":167,"attrs":879},{"color":22},{"text":881,"type":76}," et synchronisés dans leur portée.",{"type":72,"content":883},[884],{"type":276,"attrs":885},{"id":25,"alt":25,"src":886,"title":25,"source":25,"copyright":25,"meta_data":887},"https://lh6.googleusercontent.com/9w6HRwjn7S9qD1B7Z3UpsOJnw1Y8Hqg3dWwmVjxs61CEAz4Pnynt6liqU8zBlOJMGN2GcMJDYPmZGQsgBUlQPqRVjTH2ZtpBB05lZv_G50WofpdF4XjOVIhv-PeEenuk2fdlx_hc",{},{"type":72,"content":889},[890,891],{"text":283,"type":76},{"text":892,"type":76,"marks":893},"WinBound",[894],{"type":81,"attrs":895},{"href":896,"uuid":25,"anchor":25,"target":25,"linktype":59},"https://blog.winbound.fr/smarketing-renouer-contact-marketing-commerce",{"type":72,"content":898},[899],{"text":900,"type":76},"Veillez à ce que tous vos collaborateurs soient alignés sur les objectifs à atteindre. Signer un contrat est un travail d’équipe. Un bon alignement du marketing et du commercial permet d’obtenir des leads de qualité et d’améliorer la conversion.",{"type":140,"attrs":902,"content":903},{"level":523},[904],{"text":905,"type":76},"4. La zone de confort",{"type":72,"content":907},[908,910,915],{"text":909,"type":76},"L'effet zone de confort est classique chez les account managers. Après quelques mois ou quelques années, avec un portefeuille dynamique (de façon structurelle), une \"baseline\" de performance se dessine, et vos commerciaux peuvent se \"contenter\" d'animer un réseau de clients sans être démesurément motivés à développer le portefeuille et attirer de ",{"text":911,"type":76,"marks":912},"nouveaux clients",[913],{"type":167,"attrs":914},{"color":22},{"text":258,"type":76},{"type":131,"attrs":917},{"id":133,"body":918},[919],{"_uid":920,"html":921,"component":138},"i-75918431-fe08-49ba-9357-d7e38fb44d16","\u003C!--HubSpot Call-to-Action Code -->\u003Cspan class=\"hs-cta-wrapper\" id=\"hs-cta-wrapper-c82a2003-5fea-4a08-95ed-67d976770d9c\">\u003Cspan class=\"hs-cta-node hs-cta-c82a2003-5fea-4a08-95ed-67d976770d9c\" id=\"hs-cta-c82a2003-5fea-4a08-95ed-67d976770d9c\">\u003C!--[if lte IE 8]>\u003Cdiv id=\"hs-cta-ie-element\">\u003C/div>\u003C![endif]-->\u003Ca href=\"https://cta-redirect.hubspot.com/cta/redirect/2694209/c82a2003-5fea-4a08-95ed-67d976770d9c\" target=\"_blank\" rel=\"noopener\">\u003Cimg class=\"hs-cta-img\" id=\"hs-cta-img-c82a2003-5fea-4a08-95ed-67d976770d9c\" style=\"border-width:0px;\" height=\"1280\" width=\"2560\" src=\"https://no-cache.hubspot.com/cta/default/2694209/c82a2003-5fea-4a08-95ed-67d976770d9c.png\"  alt=\"guide-depense-operationnelles\"/>\u003C/a>\u003C/span>\u003Cscript charset=\"utf-8\" src=\"https://js.hscta.net/cta/current.js\">\u003C/script>\u003Cscript type=\"text/javascript\"> hbspt.cta.load(2694209, 'c82a2003-5fea-4a08-95ed-67d976770d9c', {\"useNewLoader\":\"true\",\"region\":\"na1\"}); \u003C/script>\u003C/span>\u003C!-- end HubSpot Call-to-Action Code -->",{"type":72,"content":923},[924,926,931],{"text":925,"type":76},"Tant que ça dure, vous considérez probablement la ",{"text":927,"type":76,"marks":928},"rémunération globale",[929],{"type":167,"attrs":930},{"color":22},{"text":932,"type":76}," un peu excessive. Et surtout, les bonnes choses ne durent jamais, et vous vous exposez très sérieusement à perdre un de vos meilleurs éléments (qu'il parte parce que moins motivé, parce que la prime a été divisée par deux le jour où un gros client décide de changer de fournisseur etc.).",{"type":72,"content":934},[935,937,943],{"text":936,"type":76},"Si vous êtes fan de ",{"text":938,"type":76,"marks":939},"The Office",[940],{"type":81,"attrs":941},{"href":942,"uuid":25,"anchor":25,"target":25,"linktype":59},"https://www.youtube.com/watch?v=31g0YE61PLQ",{"text":944,"type":76},", c'est probablement l'illustration la plus criante.",{"type":72,"content":946},[947],{"text":948,"type":76},"Pour éviter ce biais, le seul moyen est de toujours encourager vos commerciaux à aller plus loin. 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Elle tient compte de l'ensemble du processus d'achat : approbations d'achat, méthodes de paiement, traitement des factures, note de frais, réconciliation des justificatifs, catégorisation des dépenses, taux de TVA, etc. pour une bonne tenue de la comptabilité.",{"type":2466},{"type":2466},{"text":2495,"type":76},"Les outils de gestion des dépenses deviennent nécessaires lorsque le nombre d'employés augmente et que l'équipe finance a besoin d'une meilleure visibilité et d'un meilleur contrôle de la trésorerie. Les employés ont besoin d'outils flexibles et intuitifs pour pouvoir dépenser facilement et être en mesure de faire leur travail.",{"type":2466},{"type":2466},{"text":2499,"type":76},"C'est à ce moment-là que Spendesk devient le bon choix.",{"_uid":2501,"title":2502,"component":2441,"description":2503},"f20ef905-76e9-4b90-a0db-1e8c1c5ae03f","Comment fonctionne Spendesk ?",{"type":69,"content":2504},[2505,2509,2513,2522,2526,2530,2539,2543,2547,2551,2555],{"type":72,"content":2506},[2507],{"text":2508,"type":76},"Spendesk fournit des moyens de paiement connectés à une plateforme puissante de gestion des dépenses conçue pour les équipes financières.",{"type":72,"content":2510},[2511],{"text":2512,"type":76},"Il s'agit notamment de cartes de débit pour remplacer les cartes bancaires traditionnelles, de cartes virtuelles pour les achats en ligne et de notes de frais automatisées pour les achats imprévus.",{"type":72,"content":2514},[2515,2519,2520],{"text":2516,"type":76,"marks":2517},"Pour les employés",[2518],{"type":116},{"type":2466},{"text":2521,"type":76},"Les employés n'ont plus besoin d'avancer de l'argent. Ils demandent simplement des fonds pour un achat particulier et peuvent utiliser leur carte Spendesk physique ou virtuelle pour effectuer le paiement.",{"type":72,"content":2523},[2524],{"text":2525,"type":76},"Si, pour quelque raison que ce soit, l'employé ne peut pas utiliser sa carte Spendesk, il prend une photo du justificatif via l'application mobile et crée une note de frais en temps réel.",{"type":72,"content":2527},[2528],{"text":2529,"type":76},"Elle est envoyée directement à son responsable pour validation, puis à l'équipe financière.",{"type":72,"content":2531},[2532,2536,2537],{"text":2533,"type":76,"marks":2534},"Pour les équipes financières",[2535],{"type":116},{"type":2466},{"text":2538,"type":76},"Chaque employé a son propre profil sur Spendesk et son propre budget. Contrairement aux cartes bancaires classiques, vous savez en temps réel qui dépense quoi.",{"type":72,"content":2540},[2541],{"text":2542,"type":76},"Spendesk permet aux contrôleurs de créer des limites de dépenses et des approbations préalables. Par exemple, les décideurs et responsables auront un niveau de dépenses préapprouvé, différent de celui des autres collaborateurs.",{"type":72,"content":2544},[2545],{"text":2546,"type":76},"Si un employé a besoin de revoir son budget pré-approuvé, il peut en faire la demande à son responsable via l'application mobile ou web.",{"type":72,"content":2548},[2549],{"text":2550,"type":76},"Les équipes financières peuvent suivre l'ensemble des dépenses et assurer ainsi le suivi des reçus ou factures manquantes, en envoyant des rappels aux employés.",{"type":72,"content":2552},[2553],{"text":2554,"type":76},"Le suivi des dépenses est également plus facile car les équipes financières peuvent regrouper les dépenses et leur attribuer les bons taux de TVA et comptes de charges, avant de tout exporter en quelques clics vers leurs outils comptables.",{"type":72,"content":2556},[2557],{"text":2558,"type":76},"Spendesk fluidifie l'ensemble du processus de gestion des dépenses de l'entreprise, la rendant complète, intuitive et efficace.",[2560],{"cta":2561,"_uid":2562,"title":2563,"eyebrow":2570,"subtitle":2573,"component":140,"textAlign":22,"sectionSettings":2579,"breakLineOnMobile":28,"subtitleLeftBorder":28,"customTitleFontSize":22},[],"3a4e21f5-9dd8-421d-b801-700d2fd12756",{"type":69,"content":2564},[2565],{"type":140,"attrs":2566,"content":2567},{"level":142},[2568],{"text":2569,"type":76},"Démarrer avec Spendesk",{"type":69,"content":2571},[2572],{"type":72},{"type":69,"content":2574},[2575],{"type":72,"content":2576},[2577],{"text":2578,"type":76},"Fermez les comptes 4 fois plus rapidement, collectez plus de 95 % des reçus à temps et obtenez une visibilité de 100 % sur les dépenses de l'entreprise.",[],"faqSection",[],"Table des matières",[2584,2842,3011,3180,3345,3535,3743,3887,4038,4187,4314,4489,4656,4841,5015],{"name":2585,"created_at":2586,"published_at":2587,"updated_at":2588,"id":2589,"uuid":2590,"content":2591,"slug":2831,"full_slug":2832,"sort_by_date":25,"position":2833,"tag_list":2834,"is_startpage":28,"parent_id":991,"meta_data":25,"group_id":2835,"first_published_at":2587,"release_id":25,"lang":32,"path":25,"alternates":2836,"default_full_slug":2837,"translated_slugs":2838},"Délais de paiement fournisseurs en France : règles, échéances et bonnes pratiques","2026-10-17T15:47:30.379Z","2026-10-17T15:56:05.969Z","2026-10-17T15:57:31.146Z",231679796788100,"ef2a3c7c-6076-4d7c-819c-318ef4769afc",{"_uid":2592,"title":2585,"topics":2593,"noIndex":28,"category":2616,"language":2625,"component":962,"heroMedia":2626,"publishedAt":2635,"redirectUrl":22,"leadwallForm":2636,"listingImage":2637,"leadwallTitle":22,"metaDescription":2638,"bottomArticleCta":2639,"leadwallSubtitle":22,"isLeadwallEnabled":28,"componentsAfterTheArticle":2640,"leadwallVisibleParagraphs":22},"1d8195b6-b1f6-48b9-8c6a-ace9b04afb7b",[2594],{"name":2595,"created_at":2596,"published_at":2597,"updated_at":2598,"id":2599,"uuid":2600,"content":2601,"slug":2603,"full_slug":2604,"sort_by_date":25,"position":2605,"tag_list":2606,"is_startpage":28,"parent_id":2607,"meta_data":25,"group_id":2608,"first_published_at":2609,"release_id":25,"lang":32,"path":25,"alternates":2610,"default_full_slug":2611,"translated_slugs":2612,"_stopResolving":41},"Factures fournisseurs","2022-10-19T17:58:01.385Z","2026-09-29T09:14:39.933Z","2026-09-29T09:14:39.952Z",206171450,"94774a96-2374-4adf-91ae-2a21cf281282",{"_uid":2602,"name":2595,"component":21},"63535519-d3ae-42ed-a496-fd0c222e4057","factures-fournisseurs","fr/blog/topic/factures-fournisseurs",-540,[],176456153,"f7010886-52de-401f-8beb-e195074d444f","2022-11-02T15:24:39.398Z",[],"blog/topic/factures-fournisseurs",[2613,2614,2615],{"path":2611,"name":25,"lang":32,"published":25},{"path":2611,"name":25,"lang":38,"published":25},{"path":2611,"name":25,"lang":40,"published":25},{"name":950,"created_at":951,"published_at":6,"updated_at":952,"id":953,"uuid":954,"content":2617,"slug":962,"full_slug":963,"sort_by_date":25,"position":964,"tag_list":2619,"is_startpage":28,"parent_id":966,"meta_data":25,"group_id":967,"first_published_at":968,"release_id":25,"lang":32,"path":25,"alternates":2620,"default_full_slug":970,"translated_slugs":2621,"_stopResolving":41},{"_uid":956,"icon":2618,"name":950,"component":961},{"id":958,"alt":959,"name":22,"focus":22,"title":22,"filename":960,"copyright":22,"fieldtype":56,"is_external_url":28},[],[],[2622,2623,2624],{"path":970,"name":25,"lang":32,"published":25},{"path":970,"name":25,"lang":38,"published":25},{"path":970,"name":25,"lang":40,"published":25},[32],[2627],{"_uid":2628,"link":2629,"asset":2630,"caption":22,"component":276},"0e9f7d77-d62a-4c57-aa52-662d3c7ddd7b",{"id":22,"url":22,"linktype":367,"fieldtype":60,"cached_url":2056,"prep":41},{"id":2631,"alt":22,"name":22,"focus":22,"title":22,"source":22,"filename":2632,"copyright":22,"fieldtype":56,"meta_data":2633,"is_external_url":28},231680153622674,"https://a.storyblok.com/f/146026/1248x832/29bee620a5/delais-de-paiement-fournisseurs-en-france-regles-echeances-et-bonnes-pratiques.png",{"size":2634},"1248x832","2026-10-17 00:00",[],[],"Délais de paiement fournisseurs en France : règles légales, calcul des échéances, exceptions, pénalités et bonnes pratiques pour éviter les retards.",[],[2641],{"cta":2642,"_uid":2643,"items":2644,"heading":2806,"reverse":28,"component":2580,"sectionSettings":2830},[],"e26fe26e-a1cc-408d-b232-74816caf335e",[2645,2665,2692,2714,2729],{"_uid":2646,"hide":28,"title":2647,"component":2441,"description":2648},"b7e951af-27d1-446d-bf13-2c8e21508c90","Peut-on dépasser 60 jours de délai de paiement ?",{"type":69,"attrs":2649,"content":2650},{"backgroundColor":25},[2651,2660],{"type":72,"attrs":2652,"content":2653},{"textAlign":25},[2654,2658],{"text":2655,"type":76,"marks":2656},"Dans le régime général, non.",[2657],{"type":116},{"text":2659,"type":76}," Le délai convenu ne peut pas dépasser 60 jours après la date d’émission de la facture ou 45 jours fin de mois.",{"type":72,"attrs":2661,"content":2662},{"textAlign":25},[2663],{"text":2664,"type":76},"Certaines exceptions existent néanmoins. Service-Public prévoit par exemple jusqu’à 90 jours pour certaines exportations hors Union européenne en franchise de TVA, sous conditions.",{"_uid":2666,"hide":28,"title":2667,"component":2441,"description":2668},"42d3707d-b45c-4fcf-ac3a-2e902def257e","Quel est le délai de paiement d’une facture périodique ?",{"type":69,"attrs":2669,"content":2670},{"backgroundColor":25},[2671,2682],{"type":72,"attrs":2672,"content":2673},{"textAlign":25},[2674,2676,2680],{"text":2675,"type":76},"Une facture périodique doit être réglée au plus tard ",{"text":2677,"type":76,"marks":2678},"45 jours après sa date d’émission",[2679],{"type":116},{"text":2681,"type":76},", sans report en fin de mois.",{"type":72,"attrs":2683,"content":2684},{"textAlign":25},[2685,2687,2691],{"text":2686,"type":76},"Une facture mensuelle de maintenance émise le 31 octobre 2026 doit donc être payée au plus tard le ",{"text":2688,"type":76,"marks":2689},"15 décembre 2026",[2690],{"type":116},{"text":258,"type":76},{"_uid":2693,"hide":28,"title":2694,"component":2441,"description":2695},"759c2579-2400-475f-944b-1410b215bd65","Quel est le délai moyen de paiement des fournisseurs en France ?",{"type":69,"attrs":2696,"content":2697},{"backgroundColor":25},[2698,2709],{"type":72,"attrs":2699,"content":2700},{"textAlign":25},[2701,2703,2707],{"text":2702,"type":76},"Selon le rapport 2025 de l’Observatoire des délais de paiement, le délai moyen fournisseurs atteignait ",{"text":2704,"type":76,"marks":2705},"50 jours en 2024",[2706],{"type":116},{"text":2708,"type":76},", hors microentreprises.",{"type":72,"attrs":2710,"content":2711},{"textAlign":25},[2712],{"text":2713,"type":76},"Le rapport indique également que 72 % de ces entreprises payaient en moyenne sous 60 jours, contre 48 % des grandes entreprises.",{"_uid":2715,"hide":28,"title":2716,"component":2441,"description":2717},"240893ee-f143-4db8-8497-f1c5003af098","La facturation électronique change-t-elle les délais de paiement ?",{"type":69,"attrs":2718,"content":2719},{"backgroundColor":25},[2720],{"type":72,"attrs":2721,"content":2722},{"textAlign":25},[2723,2727],{"text":2724,"type":76,"marks":2725},"Elle change le circuit de traitement, mais pas les délais légaux.",[2726],{"type":116},{"text":2728,"type":76}," L’Observatoire des délais de paiement ne prévoit pas de baisse automatique des retards, car ceux-ci dépendent aussi des processus internes d’approbation et de paiement.",{"_uid":2730,"hide":28,"title":2731,"component":2441,"description":2732},"eacb2f02-010c-412f-a302-45e7402e73ea","Comment calculer les pénalités de retard ?",{"type":69,"attrs":2733,"content":2734},{"backgroundColor":25},[2735,2745,2755,2760,2767,2772,2795],{"type":72,"attrs":2736,"content":2737},{"textAlign":25},[2738,2740,2744],{"text":2739,"type":76},"Sans taux prévu au contrat, Service-Public retient le taux de refinancement de la Banque centrale européenne majoré de dix points, soit ",{"text":2741,"type":76,"marks":2742},"12,40 % au second semestre 2026",[2743],{"type":116},{"text":258,"type":76},{"type":72,"attrs":2746,"content":2747},{"textAlign":25},[2748,2750,2754],{"text":2749,"type":76},"À cela s’ajoute l’indemnité forfaitaire de ",{"text":2751,"type":76,"marks":2752},"40 € par facture",[2753],{"type":116},{"text":258,"type":76},{"type":72,"attrs":2756,"content":2757},{"textAlign":25},[2758],{"text":2759,"type":76},"Pour une facture de 5 000 € TTC réglée avec 45 jours de retard :",{"type":72,"attrs":2761,"content":2762},{"textAlign":25},[2763],{"text":2764,"type":76,"marks":2765},"5 000 × 12,40 % × 45 / 365 = 76,44 €",[2766],{"type":116},{"type":72,"attrs":2768,"content":2769},{"textAlign":25},[2770],{"text":2771,"type":76},"Il faut donc ajouter :",{"type":200,"content":2773},[2774,2785],{"type":203,"content":2775},[2776],{"type":72,"attrs":2777,"content":2778},{"textAlign":25},[2779,2783],{"text":2780,"type":76,"marks":2781},"76,44 € de pénalités de retard",[2782],{"type":116},{"text":2784,"type":76}," ;",{"type":203,"content":2786},[2787],{"type":72,"attrs":2788,"content":2789},{"textAlign":25},[2790,2794],{"text":2791,"type":76,"marks":2792},"40 € d’indemnité forfaitaire",[2793],{"type":116},{"text":258,"type":76},{"type":72,"attrs":2796,"content":2797},{"textAlign":25},[2798,2800,2804],{"text":2799,"type":76},"Soit ",{"text":2801,"type":76,"marks":2802},"116,44 € au total",[2803],{"type":116},{"text":2805,"type":76},", hors éventuels frais complémentaires de recouvrement.",[2807],{"cta":2808,"_uid":2809,"title":2810,"layout":22,"eyebrow":2818,"subtitle":2825,"component":140,"textAlign":22,"eyebrowPill":28,"checkmarkList":28,"flexibleSection":2828,"sectionSettings":2829,"displaySeparator":28,"breakLineOnMobile":28,"subtitleLeftBorder":28,"customTitleFontSize":22},[],"5c4637c5-74fc-4bcc-96e4-c9a42c18fd0f",{"type":69,"attrs":2811,"content":2812},{"backgroundColor":25},[2813],{"type":140,"attrs":2814,"content":2815},{"level":142,"textAlign":25},[2816],{"text":2817,"type":76},"Questions fréquentes sur les délais de paiement fournisseurs",{"type":69,"attrs":2819,"content":2820},{"backgroundColor":25},[2821],{"type":72,"attrs":2822,"content":2823},{"textAlign":25},[2824],{"text":1299,"type":76},{"type":69,"content":2826},[2827],{"type":72},[],[],[],"delais-de-paiement-fournisseurs-en-france","fr/blog/delais-de-paiement-fournisseurs-en-france",-3810,[],"4bb29b86-26f4-4330-84b2-0298d2e1c058",[],"blog/delais-de-paiement-fournisseurs-en-france",[2839,2840,2841],{"path":2837,"name":25,"lang":32,"published":25},{"path":2837,"name":25,"lang":38,"published":25},{"path":2837,"name":25,"lang":40,"published":25},{"name":2843,"created_at":2844,"published_at":2845,"updated_at":2846,"id":2847,"uuid":2848,"content":2849,"slug":3000,"full_slug":3001,"sort_by_date":25,"position":3002,"tag_list":3003,"is_startpage":28,"parent_id":991,"meta_data":25,"group_id":3004,"first_published_at":2845,"release_id":25,"lang":32,"path":25,"alternates":3005,"default_full_slug":3006,"translated_slugs":3007},"Facturation électronique des PME : choisir sa plateforme agréée et préparer 2027","2026-10-17T15:31:24.427Z","2026-10-17T15:44:12.677Z","2026-10-17T15:44:12.704Z",231675840255290,"6657c844-bb2d-4398-b985-b6c6989d1b87",{"_uid":2850,"title":2843,"topics":2851,"noIndex":28,"category":2860,"language":2869,"component":962,"heroMedia":2870,"publishedAt":2635,"redirectUrl":22,"leadwallForm":2878,"listingImage":2879,"leadwallTitle":22,"metaDescription":2880,"bottomArticleCta":2881,"leadwallSubtitle":22,"isLeadwallEnabled":28,"componentsAfterTheArticle":2882,"leadwallVisibleParagraphs":22},"9ae6844d-cc9a-4130-9379-786821a1f399",[2852],{"name":2595,"created_at":2596,"published_at":2597,"updated_at":2598,"id":2599,"uuid":2600,"content":2853,"slug":2603,"full_slug":2604,"sort_by_date":25,"position":2605,"tag_list":2854,"is_startpage":28,"parent_id":2607,"meta_data":25,"group_id":2608,"first_published_at":2609,"release_id":25,"lang":32,"path":25,"alternates":2855,"default_full_slug":2611,"translated_slugs":2856,"_stopResolving":41},{"_uid":2602,"name":2595,"component":21},[],[],[2857,2858,2859],{"path":2611,"name":25,"lang":32,"published":25},{"path":2611,"name":25,"lang":38,"published":25},{"path":2611,"name":25,"lang":40,"published":25},{"name":950,"created_at":951,"published_at":6,"updated_at":952,"id":953,"uuid":954,"content":2861,"slug":962,"full_slug":963,"sort_by_date":25,"position":964,"tag_list":2863,"is_startpage":28,"parent_id":966,"meta_data":25,"group_id":967,"first_published_at":968,"release_id":25,"lang":32,"path":25,"alternates":2864,"default_full_slug":970,"translated_slugs":2865,"_stopResolving":41},{"_uid":956,"icon":2862,"name":950,"component":961},{"id":958,"alt":959,"name":22,"focus":22,"title":22,"filename":960,"copyright":22,"fieldtype":56,"is_external_url":28},[],[],[2866,2867,2868],{"path":970,"name":25,"lang":32,"published":25},{"path":970,"name":25,"lang":38,"published":25},{"path":970,"name":25,"lang":40,"published":25},[32],[2871],{"_uid":2872,"link":2873,"asset":2874,"caption":22,"component":276},"e32e6933-0fa9-4fa5-8f66-d5f7da7717c6",{"id":22,"url":22,"linktype":367,"fieldtype":60,"cached_url":2056,"prep":41},{"id":2875,"alt":22,"name":22,"focus":22,"title":22,"source":22,"filename":2876,"copyright":22,"fieldtype":56,"meta_data":2877,"is_external_url":28},231676234897240,"https://a.storyblok.com/f/146026/1248x832/1b7d67ddc4/facturation-electronique-pour-les-pme-mettre-en-place-une-pdp-avec-le-ppf.png",{},[],[],"Facturation électronique des PME : calendrier 2026-2027, plateforme agréée, PPF, données à préparer et étapes pour réussir la mise en conformité.",[],[2883],{"cta":2884,"_uid":2885,"items":2886,"heading":2975,"reverse":28,"component":2580,"sectionSettings":2999},[],"d1adf0be-b475-4141-be84-e6809c10956b",[2887,2902,2916,2931,2946,2960],{"_uid":2888,"hide":28,"title":2889,"component":2441,"description":2890},"fe4099b6-a5df-4d02-9ea0-58289ab19094","Le PPF permet-il encore d’envoyer gratuitement ses factures ?",{"type":69,"attrs":2891,"content":2892},{"backgroundColor":25},[2893],{"type":72,"attrs":2894,"content":2895},{"textAlign":25},[2896,2900],{"text":2897,"type":76,"marks":2898},"Non.",[2899],{"type":116},{"text":2901,"type":76}," Les factures doivent désormais passer par au moins une plateforme agréée choisie par l’entreprise. Le PPF conserve principalement son rôle d’annuaire et de concentrateur des données fiscales.",{"_uid":2903,"hide":28,"title":2904,"component":2441,"description":2905},"f42d1662-5cd3-4d63-8a41-3f0d7a18bf1b","Un PDF envoyé par e-mail est-il une facture électronique ?",{"type":69,"attrs":2906,"content":2907},{"backgroundColor":25},[2908],{"type":72,"attrs":2909,"content":2910},{"textAlign":25},[2911,2914],{"text":2897,"type":76,"marks":2912},[2913],{"type":116},{"text":2915,"type":76}," Un simple PDF envoyé par e-mail ne correspond pas au format attendu par la réforme. À partir du 1er septembre 2027, les PME devront émettre leurs factures dans un format électronique conforme, comme UBL, CII ou Factur-X selon leur solution.",{"_uid":2917,"hide":28,"title":2918,"component":2441,"description":2919},"9a89eddd-acc8-425f-b157-7646aa722463","Les micro-entrepreneurs sont-ils concernés par la réforme ?",{"type":69,"attrs":2920,"content":2921},{"backgroundColor":25},[2922],{"type":72,"attrs":2923,"content":2924},{"textAlign":25},[2925,2929],{"text":2926,"type":76,"marks":2927},"Oui.",[2928],{"type":116},{"text":2930,"type":76}," Les micro-entrepreneurs et les entreprises en franchise en base de TVA sont également concernés lorsqu’ils sont assujettis. Ils doivent recevoir les factures électroniques depuis le 1er septembre 2026 et devront les émettre à partir du 1er septembre 2027.",{"_uid":2932,"hide":28,"title":2933,"component":2441,"description":2934},"deb0c63c-218a-4a52-bc77-d888166c31f7","Une entreprise qui ne facture pas de TVA est-elle concernée ?",{"type":69,"attrs":2935,"content":2936},{"backgroundColor":25},[2937],{"type":72,"attrs":2938,"content":2939},{"textAlign":25},[2940,2944],{"text":2941,"type":76,"marks":2942},"Oui, dès lors qu’elle est assujettie à la TVA",[2943],{"type":116},{"text":2945,"type":76},", y compris lorsqu’elle bénéficie de la franchise en base. Les mêmes échéances de réception et d’émission s’appliquent.",{"_uid":2947,"hide":28,"title":2948,"component":2441,"description":2949},"29a0e8d1-074b-44ce-b48f-c9150b51026a","Peut-on utiliser plusieurs plateformes agréées ?",{"type":69,"attrs":2950,"content":2951},{"backgroundColor":25},[2952],{"type":72,"attrs":2953,"content":2954},{"textAlign":25},[2955,2958],{"text":2926,"type":76,"marks":2956},[2957],{"type":116},{"text":2959,"type":76}," Une PME peut par exemple utiliser une plateforme pour les factures fournisseurs et une autre pour ses ventes. L’annuaire doit néanmoins identifier clairement la plateforme et l’adresse utilisées pour recevoir les factures.",{"_uid":2961,"hide":28,"title":2962,"component":2441,"description":2963},"603ca885-e519-473f-9fab-26b658df71b3","Un opérateur de dématérialisation suffit-il ?",{"type":69,"attrs":2964,"content":2965},{"backgroundColor":25},[2966],{"type":72,"attrs":2967,"content":2968},{"textAlign":25},[2969,2973],{"text":2970,"type":76,"marks":2971},"Non, sauf s’il est lui-même agréé.",[2972],{"type":116},{"text":2974,"type":76}," Un OD ou une autre solution compatible doit être raccordé à une plateforme agréée pour participer aux échanges prévus par la réforme. 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la différence entre Apple Pay et Tap to Pay sur iPhone, leurs frais, usages, justificatifs, limites et règles pour les paiements professionnels.",[],[3065],{"cta":3066,"_uid":3067,"items":3068,"heading":3144,"reverse":28,"component":2580,"sectionSettings":3168},[],"6e98fa8e-5fbf-482f-9380-0621b63072ee",[3069,3084,3098,3115,3130],{"_uid":3070,"hide":28,"title":3071,"component":2441,"description":3072},"89d4143f-9b0d-426f-ade4-1ec215dbdc0d","Tap to Pay sur iPhone est-il payant ?",{"type":69,"attrs":3073,"content":3074},{"backgroundColor":25},[3075],{"type":72,"attrs":3076,"content":3077},{"textAlign":25},[3078,3082],{"text":3079,"type":76,"marks":3080},"Oui, par l’intermédiaire du prestataire de paiement.",[3081],{"type":116},{"text":3083,"type":76}," Celui-ci prélève généralement une commission sur chaque transaction. Chez Stripe, les tarifs consultés en octobre 2026 indiquent 1,4 % + 0,10 € pour une carte de l’EEE, auxquels s’ajoutent 0,10 € par autorisation Tap to Pay.",{"_uid":3085,"hide":28,"title":3086,"component":2441,"description":3087},"04a61e09-88b1-4970-a50b-47064edbcf97","Peut-on encaisser plus de 50 € avec Tap to Pay ?",{"type":69,"attrs":3088,"content":3089},{"backgroundColor":25},[3090],{"type":72,"attrs":3091,"content":3092},{"textAlign":25},[3093,3096],{"text":2926,"type":76,"marks":3094},[3095],{"type":116},{"text":3097,"type":76}," Il faut simplement vérifier que votre prestataire prend en charge la saisie du code PIN sur iPhone pour les transactions concernées.",{"_uid":3099,"hide":28,"title":3100,"component":2441,"description":3101},"222ab718-9ca9-42cf-aff5-788ba217a343","Faut-il un compte professionnel pour utiliser Tap to Pay ?",{"type":69,"attrs":3102,"content":3103},{"backgroundColor":25},[3104],{"type":72,"attrs":3105,"content":3106},{"textAlign":25},[3107,3109,3113],{"text":3108,"type":76},"Il faut au minimum ",{"text":3110,"type":76,"marks":3111},"un compte marchand auprès d’un prestataire compatible",[3112],{"type":116},{"text":3114,"type":76},", qui collecte les paiements puis reverse les fonds à votre entreprise. Chaque prestataire fixe ses propres conditions d’ouverture.",{"_uid":3116,"hide":28,"title":3117,"component":2441,"description":3118},"b82a2c38-1c4f-46fb-a3fe-b11f1e846ca1","Une carte virtuelle d’entreprise fonctionne-t-elle avec Apple Pay ?",{"type":69,"attrs":3119,"content":3120},{"backgroundColor":25},[3121],{"type":72,"attrs":3122,"content":3123},{"textAlign":25},[3124,3128],{"text":3125,"type":76,"marks":3126},"Oui, si son émetteur l’autorise.",[3127],{"type":116},{"text":3129,"type":76}," Elle peut alors être ajoutée dans l’app Cartes et utilisée avec Face ID, Touch ID ou le code de l’appareil. 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Dans l’exemple illustratif de cet article, le délai varie de ",{"text":3250,"type":76,"marks":3251},"4,3 à 16,7 mois",[3252],{"type":116},{"text":3254,"type":76}," selon le scénario. Ces chiffres ne constituent pas une garantie de résultat.",{"_uid":3256,"hide":28,"title":3257,"component":2441,"description":3258},"a7c098cb-6d0a-46c6-a029-e9974db07749","Faut-il compter tout le temps gagné comme une économie ?",{"type":69,"attrs":3259,"content":3260},{"backgroundColor":25},[3261],{"type":72,"attrs":3262,"content":3263},{"textAlign":25},[3264,3267,3269,3273],{"text":2897,"type":76,"marks":3265},[3266],{"type":116},{"text":3268,"type":76}," Le temps gagné ne devient une économie que s’il est réaffecté à une activité mesurable ou s’il permet d’éviter un coût, comme un recrutement supplémentaire. 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virtuelle d’entreprise : quel format choisir et pour quel usage 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comment choisir une carte virtuelle d’entreprise selon vos usages, vos besoins de contrôle, de sécurité et de suivi des dépenses.",[],[3386],{"cta":3387,"_uid":3388,"items":3389,"heading":3498,"reverse":28,"component":2580,"sectionSettings":3522},[],"c9d565f8-622e-4891-aaa4-c6e1283b588e",[3390,3407,3424,3439,3458,3481],{"_uid":3391,"hide":28,"title":3392,"component":2441,"description":3393},"84902400-0416-4c40-932b-874b0ac98008","Quels services de cartes virtuelles choisir pour une utilisation quotidienne en entreprise ?",{"type":69,"attrs":3394,"content":3395},{"backgroundColor":25},[3396],{"type":72,"attrs":3397,"content":3398},{"textAlign":25},[3399,3401,3405],{"text":3400,"type":76},"Pour un usage individuel, ",{"text":3402,"type":76,"marks":3403},"une application grand public ou une e-carte bancaire peut suffire",[3404],{"type":116},{"text":3406,"type":76},". Lorsque plusieurs collaborateurs effectuent des achats, une plateforme de gestion des dépenses permet de donner à chacun une carte nominative avec son propre plafond et ses propres règles.",{"_uid":3408,"hide":28,"title":3409,"component":2441,"description":3410},"1168181e-92ab-46a6-a556-f60c04bd4385","Une carte virtuelle d’entreprise est-elle payante ?",{"type":69,"attrs":3411,"content":3412},{"backgroundColor":25},[3413],{"type":72,"attrs":3414,"content":3415},{"textAlign":25},[3416,3418,3422],{"text":3417,"type":76},"Cela dépend de l’émetteur. Certaines banques proposent gratuitement leur e-carte, tandis que d’autres la facturent jusqu’à ",{"text":3419,"type":76,"marks":3420},"15 € par an",[3421],{"type":116},{"text":3423,"type":76}," selon Les clés de la banque. Sur une plateforme de gestion des dépenses, les cartes sont généralement comprises dans l’offre souscrite.",{"_uid":3425,"hide":28,"title":3426,"component":2441,"description":3427},"99170121-db37-46d6-aa43-d37003327a29","Peut-on payer un hôtel ou une location de voiture avec une carte virtuelle ?",{"type":69,"attrs":3428,"content":3429},{"backgroundColor":25},[3430],{"type":72,"attrs":3431,"content":3432},{"textAlign":25},[3433,3437],{"text":3434,"type":76,"marks":3435},"Pas toujours.",[3436],{"type":116},{"text":3438,"type":76}," Certains hôtels, loueurs de voitures et compagnies aériennes demandent encore la présentation de la carte physique utilisée lors de la réservation. Une carte physique d’entreprise reste donc utile pour ces situations.",{"_uid":3440,"hide":28,"title":3441,"component":2441,"description":3442},"5aa48a97-db1e-4a06-99e3-4338778ab467","Une carte virtuelle à usage unique fonctionne-t-elle pour un abonnement ?",{"type":69,"attrs":3443,"content":3444},{"backgroundColor":25},[3445],{"type":72,"attrs":3446,"content":3447},{"textAlign":25},[3448,3451,3453,3457],{"text":2897,"type":76,"marks":3449},[3450],{"type":116},{"text":3452,"type":76}," La carte devient inutilisable après le premier paiement, ce qui ferait échouer le renouvellement suivant. Pour un abonnement, mieux vaut utiliser une ",{"text":3454,"type":76,"marks":3455},"carte réutilisable dédiée au fournisseur",[3456],{"type":116},{"text":258,"type":76},{"_uid":3459,"hide":28,"title":3460,"component":2441,"description":3461},"4fa89413-bd14-4e2a-a25d-87536f74a382","Peut-on être remboursé d’un achat payé avec une carte virtuelle à usage unique ?",{"type":69,"attrs":3462,"content":3463},{"backgroundColor":25},[3464],{"type":72,"attrs":3465,"content":3466},{"textAlign":25},[3467,3471,3473,3479],{"text":3468,"type":76,"marks":3469},"Oui, généralement.",[3470],{"type":116},{"text":3472,"type":76}," Le remboursement est crédité sur le compte auquel la carte était rattachée, même si la carte virtuelle a expiré entre-temps. ",{"text":3474,"type":76,"marks":3475},"BoursoBank",[3476],{"type":81,"attrs":3477},{"href":3478,"uuid":25,"anchor":25,"target":25,"linktype":59},"https://www.boursobank.com/aide-en-ligne/carte-bancaire/carte-virtuelle/question/puis-je-me-faire-rembourser-un-paiement-effectue-avec-ma-carte-virtuelle-50943845",{"text":3480,"type":76}," le confirme pour ses propres cartes, mais les conditions peuvent varier selon l’émetteur.",{"_uid":3482,"hide":28,"title":3483,"component":2441,"description":3484},"79186bae-d2cf-4557-bee0-681c2b8fd972","Combien de temps faut-il pour bloquer une carte virtuelle ?",{"type":69,"attrs":3485,"content":3486},{"backgroundColor":25},[3487],{"type":72,"attrs":3488,"content":3489},{"textAlign":25},[3490,3492,3496],{"text":3491,"type":76},"Lorsqu’elle est gérée depuis une application ou une plateforme adaptée, ",{"text":3493,"type":76,"marks":3494},"une carte virtuelle peut être bloquée immédiatement",[3495],{"type":116},{"text":3497,"type":76}," depuis l’interface. Il n’est alors pas nécessaire de faire opposition sur la carte principale ou sur les autres moyens de paiement de l’entreprise.",[3499],{"cta":3500,"_uid":3501,"title":3502,"layout":22,"eyebrow":3510,"subtitle":3517,"component":140,"textAlign":22,"eyebrowPill":28,"checkmarkList":28,"flexibleSection":3520,"sectionSettings":3521,"displaySeparator":28,"breakLineOnMobile":28,"subtitleLeftBorder":28,"customTitleFontSize":22},[],"c695d847-0451-4ed6-b576-3c33fdfa73f5",{"type":69,"attrs":3503,"content":3504},{"backgroundColor":25},[3505],{"type":140,"attrs":3506,"content":3507},{"level":142,"textAlign":25},[3508],{"text":3509,"type":76},"Questions fréquentes sur les cartes virtuelles d’entreprise",{"type":69,"attrs":3511,"content":3512},{"backgroundColor":25},[3513],{"type":72,"attrs":3514,"content":3515},{"textAlign":25},[3516],{"text":1299,"type":76},{"type":69,"content":3518},[3519],{"type":72},[],[],[],"carte-virtuelle-d-entreprise","fr/blog/carte-virtuelle-d-entreprise",-3770,[],"d5443503-1916-4553-81e4-dc765f9e5b72","2026-10-17T14:22:00.753Z",[],"blog/carte-virtuelle-d-entreprise",[3532,3533,3534],{"path":3530,"name":25,"lang":32,"published":25},{"path":3530,"name":25,"lang":38,"published":25},{"path":3530,"name":25,"lang":40,"published":25},{"name":3536,"created_at":3537,"published_at":3538,"updated_at":3539,"id":3540,"uuid":3541,"content":3542,"slug":3731,"full_slug":3732,"sort_by_date":25,"position":3733,"tag_list":3734,"is_startpage":28,"parent_id":991,"meta_data":25,"group_id":3735,"first_published_at":3736,"release_id":25,"lang":32,"path":25,"alternates":3737,"default_full_slug":3738,"translated_slugs":3739},"Dépenses SaaS : quatre constats sur ce que paient (et gaspillent) les entreprises européennes","2026-09-20T06:00:10.527Z","2026-10-05T07:21:55.367Z","2026-10-05T07:21:55.405Z",221980305550761,"73622663-63de-4553-b6a5-4e03d6e2a640",{"_uid":3543,"title":3536,"topics":3544,"noIndex":28,"category":3566,"language":3575,"component":962,"heroMedia":3576,"publishedAt":3577,"redirectUrl":22,"listingImage":3578,"metaDescription":3586,"bottomArticleCta":3587,"componentsAfterTheArticle":3605},"f12b5c39-6f73-4112-a3d9-826bcdb43f87",[3545],{"name":3546,"created_at":3547,"published_at":3548,"updated_at":3549,"id":3550,"uuid":3551,"content":3552,"slug":3554,"full_slug":3555,"sort_by_date":25,"position":3556,"tag_list":3557,"is_startpage":28,"parent_id":2607,"meta_data":25,"group_id":3558,"first_published_at":3559,"release_id":25,"lang":32,"path":25,"alternates":3560,"default_full_slug":3561,"translated_slugs":3562,"_stopResolving":41},"Business strategy","2022-10-19T17:57:56.814Z","2026-09-29T09:14:01.401Z","2026-09-29T09:14:01.416Z",206171429,"676f4f54-172d-4f7f-83b5-0124fa8ff14d",{"_uid":3553,"name":3546,"component":21},"020a2c50-c7ac-435f-9763-51bb06aa7747","business-strategy","fr/blog/topic/business-strategy",-330,[],"5dd0fceb-96a1-421b-afb5-9ef62ee5f5b1","2022-11-02T15:24:46.447Z",[],"blog/topic/business-strategy",[3563,3564,3565],{"path":3561,"name":25,"lang":32,"published":25},{"path":3561,"name":25,"lang":38,"published":25},{"path":3561,"name":25,"lang":40,"published":25},{"name":950,"created_at":951,"published_at":6,"updated_at":952,"id":953,"uuid":954,"content":3567,"slug":962,"full_slug":963,"sort_by_date":25,"position":964,"tag_list":3569,"is_startpage":28,"parent_id":966,"meta_data":25,"group_id":967,"first_published_at":968,"release_id":25,"lang":32,"path":25,"alternates":3570,"default_full_slug":970,"translated_slugs":3571,"_stopResolving":41},{"_uid":956,"icon":3568,"name":950,"component":961},{"id":958,"alt":959,"name":22,"focus":22,"title":22,"filename":960,"copyright":22,"fieldtype":56,"is_external_url":28},[],[],[3572,3573,3574],{"path":970,"name":25,"lang":32,"published":25},{"path":970,"name":25,"lang":38,"published":25},{"path":970,"name":25,"lang":40,"published":25},[32],[],"2026-09-21 00:00",[3579],{"_uid":3580,"link":3581,"asset":3582,"caption":22,"component":276},"7b5d4e87-ee46-4fff-ba30-9decfe28d691",{"id":22,"url":22,"linktype":367,"fieldtype":60,"cached_url":2056,"prep":41},{"id":3583,"alt":22,"name":22,"focus":22,"title":22,"source":22,"filename":3584,"copyright":22,"fieldtype":56,"meta_data":3585,"is_external_url":28},226349936372642,"https://a.storyblok.com/f/146026/2220x1461/089523cf50/blog-fr.png",{},"Les entreprises européennes pourraient surpayer leurs logiciels SaaS de 7 Md€ par an, tandis que leurs factures IA varient désormais de 61 % d’un mois à l’autre. Découvrez les données Spendesk 2026 sur les dépenses en Europe.",[3588],{"cta":3589,"_uid":3596,"image":3597,"title":3602,"subtitle":22,"component":2361,"imageFullWidth":41},[3590],{"tag":22,"_uid":3591,"hide":28,"icon":3592,"link":3594,"type":22,"label":22,"style":61,"component":62,"mobileLabel":22,"onClickEvent":22,"openInANewTab":41,"horizontalFill":28},"559eb7f3-d0d1-420f-929a-0c732e4886f6",{"id":25,"alt":25,"name":22,"focus":25,"title":25,"source":25,"filename":22,"copyright":25,"fieldtype":56,"meta_data":3593},{},{"id":1626,"url":22,"linktype":367,"fieldtype":60,"cached_url":1627,"prep":41,"story":3595},{"name":1629,"id":1630,"uuid":1626,"slug":1631,"url":1632,"full_slug":1633,"_stopResolving":41},"8b3fdf1e-0536-41ce-bd2b-6418c212ff22",{"id":3598,"alt":22,"name":22,"focus":22,"title":22,"source":22,"filename":3599,"copyright":22,"fieldtype":56,"meta_data":3600,"is_external_url":28},221048906244316,"https://a.storyblok.com/f/146026/1700x465/e88345cf2d/made-in-europe-paris.png",{"size":3601},"1700x465",{"type":69,"content":3603},[3604],{"type":72},[3606],{"cta":3607,"_uid":3608,"items":3609,"heading":3706,"reverse":28,"component":2580,"sectionSettings":3730},[],"c53a17e3-2f34-45eb-96aa-8a0aa98aff4c",[3610,3623,3634,3647,3660,3671,3684,3695],{"_uid":3611,"hide":28,"title":3612,"component":2441,"description":3613},"298b7db2-f4d8-463e-8f25-542b89772cd4","Qu’est-ce que la gestion des dépenses SaaS, et pourquoi est-elle importante pour les équipes Finance ?",{"type":69,"attrs":3614,"content":3615},{"backgroundColor":25},[3616,3621],{"type":72,"attrs":3617,"content":3618},{"textAlign":25},[3619],{"text":3620,"type":76},"La gestion des dépenses SaaS consiste à suivre, approuver, contrôler et réévaluer les abonnements logiciels utilisés dans l’entreprise. Elle permet aux équipes Finance de savoir qui est responsable de chaque outil, combien il coûte, s’il est réellement utilisé et quand son renouvellement est prévu. Les entreprises peuvent ainsi identifier les dépenses inutiles, comparer les prix et éviter les renouvellements dont elles n’ont pas besoin.",{"type":140,"attrs":3622},{"level":523,"textAlign":25},{"_uid":3624,"hide":28,"title":3625,"component":2441,"description":3626},"2205b34b-3642-467d-b57d-00f74eb0ea8a","Combien les entreprises européennes dépensent-elles en logiciels SaaS ?",{"type":69,"attrs":3627,"content":3628},{"backgroundColor":25},[3629],{"type":72,"attrs":3630,"content":3631},{"textAlign":25},[3632],{"text":3633,"type":76},"Selon l’étude de Spendesk, l’entreprise européenne moyenne de notre échantillon dépense près de 250 000 € par an en logiciels.",{"_uid":3635,"hide":28,"title":3636,"component":2441,"description":3637},"fc248c7d-c0ef-42f2-8896-bd99d597a6fa","Comment les équipes Finance peuvent-elles suivre les abonnements SaaS utilisés par plusieurs départements ?",{"type":69,"attrs":3638,"content":3639},{"backgroundColor":25},[3640,3645],{"type":72,"attrs":3641,"content":3642},{"textAlign":25},[3643],{"text":3644,"type":76},"Les équipes Finance doivent disposer d’une vue centralisée des factures, paiements par carte et abonnements récurrents, avec pour chaque outil le département concerné, le responsable de la dépense, les informations d’utilisation et la date de renouvellement. Cette approche remplace les feuilles de calcul dispersées par un processus cohérent permettant de suivre les dépenses logicielles, d’anticiper les renouvellements et d’identifier les possibilités de consolidation ou de renégociation.",{"type":140,"attrs":3646},{"level":523,"textAlign":25},{"_uid":3648,"hide":28,"title":3649,"component":2441,"description":3650},"2cb2bede-0d0e-469e-9e2b-4bc8df677c31","Comment identifier et supprimer les abonnements en doublon ou devenus inutiles ?",{"type":69,"attrs":3651,"content":3652},{"backgroundColor":25},[3653,3658],{"type":72,"attrs":3654,"content":3655},{"textAlign":25},[3656],{"text":3657,"type":76},"Les entreprises peuvent comparer les fournisseurs par catégorie, examiner leur niveau d’utilisation et leur responsable, puis identifier les abonnements qui n’ont plus d’utilisateurs actifs ou de raison d’être claire. Dans notre échantillon, 72 % des entreprises utilisant des outils d’IA payaient pour au moins deux solutions concurrentes, tandis que 64 % des utilisateurs de logiciels de design disposaient d’abonnements parallèles. Des workflows d’approbation, un responsable clairement identifié pour chaque dépense et des revues avant renouvellement permettent d’éviter que des outils inutilisés ou en doublon continuent d’être facturés sans que personne ne s’en rende compte.",{"type":140,"attrs":3659},{"level":523,"textAlign":25},{"_uid":3661,"hide":28,"title":3662,"component":2441,"description":3663},"8040349d-c86b-4a5f-a574-21a2cddd5e03","Comment les cartes virtuelles et les contrôles des dépenses peuvent-ils aider à gérer les abonnements SaaS et les coûts liés à l’IA ?",{"type":69,"attrs":3664,"content":3665},{"backgroundColor":25},[3666],{"type":72,"attrs":3667,"content":3668},{"textAlign":25},[3669],{"text":3670,"type":76},"Les cartes virtuelles et les contrôles associés aux cartes intelligentes permettent de mieux identifier et gérer les dépenses logicielles récurrentes ou facturées à l’usage. Les équipes Finance peuvent définir des limites de dépense, suivre les transactions en temps réel et recevoir des alertes en cas de hausse inattendue des coûts. Pour les abonnements SaaS à prix fixe, des revues avant renouvellement et une responsabilité clairement définie permettent d’éviter que des dépenses non approuvées continuent d’être facturées.",{"_uid":3672,"hide":28,"title":3673,"component":2441,"description":3674},"36d62fa2-f73a-4003-b082-f1a3d5b8428d","Pourquoi les dépenses IA sont-elles plus difficiles à prévoir que les dépenses SaaS traditionnelles ?",{"type":69,"attrs":3675,"content":3676},{"backgroundColor":25},[3677,3682],{"type":72,"attrs":3678,"content":3679},{"textAlign":25},[3680],{"text":3681,"type":76},"Les logiciels SaaS traditionnels sont généralement facturés selon un montant mensuel relativement fixe, tandis que de nombreux outils d’IA facturent en fonction de l’utilisation. Dans notre échantillon, les dépenses totales consacrées à l’IA ont augmenté de 340 % en douze mois, alors même que le nombre d’entreprises qui en achetaient a très peu évolué. Les factures IA peuvent également varier fortement d’un mois à l’autre, le mois le plus cher pouvant atteindre jusqu’à huit fois le montant du mois le moins cher. Elles sont donc beaucoup plus difficiles à gérer avec un budget fixe traditionnel.",{"type":140,"attrs":3683},{"level":523,"textAlign":25},{"_uid":3685,"hide":28,"title":3686,"component":2441,"description":3687},"d2672715-30b5-4229-be8d-9a86e15dbd0e","Comment les équipes Finance peuvent-elles contrôler les dépenses IA variables et les factures à l’usage ?",{"type":69,"attrs":3688,"content":3689},{"backgroundColor":25},[3690],{"type":72,"attrs":3691,"content":3692},{"textAlign":25},[3693],{"text":3694,"type":76},"Les dépenses IA doivent être gérées à l’aide d’une visibilité sur l’utilisation, de limites de dépense et d’alertes en temps réel, plutôt qu’avec une simple ligne budgétaire fixe. Ces contrôles permettent aux équipes Finance d’identifier rapidement une consommation inhabituelle de tokens ou une activité automatisée anormale, avant qu’un mois particulièrement coûteux n’arrive jusqu’à la clôture. Une carte intelligente assortie de limites de dépense et d’alertes peut apporter une couche de contrôle supplémentaire.",{"_uid":3696,"hide":28,"title":3697,"component":2441,"description":3698},"0198b67b-1727-4625-97ba-394a99aa4c17","Que doivent rechercher les équipes Finance dans un logiciel de gestion des dépenses SaaS ?",{"type":69,"attrs":3699,"content":3700},{"backgroundColor":25},[3701],{"type":72,"attrs":3702,"content":3703},{"textAlign":25},[3704],{"text":3705,"type":76},"Les fonctionnalités les plus utiles sont notamment une vue centralisée des abonnements, l’affectation des dépenses à un responsable et à un département, des workflows d’approbation, des alertes de renouvellement, le contrôle des paiements récurrents, le suivi de l’utilisation, des limites de dépense, des alertes en temps réel et des outils de reporting. Pour les outils d’IA en particulier, la solution doit également donner une vision précise de la consommation afin d’aider les équipes Finance à passer d’un simple suivi des dépenses logicielles à un véritable contrôle des coûts liés à l’usage.",[3707],{"cta":3708,"_uid":3709,"title":3710,"layout":22,"eyebrow":3718,"subtitle":3725,"component":140,"textAlign":22,"eyebrowPill":28,"checkmarkList":28,"flexibleSection":3728,"sectionSettings":3729,"displaySeparator":28,"breakLineOnMobile":28,"subtitleLeftBorder":28,"customTitleFontSize":22},[],"a2fc864f-9f69-4fb0-87ae-9c41e5c010df",{"type":69,"attrs":3711,"content":3712},{"backgroundColor":25},[3713],{"type":140,"attrs":3714,"content":3715},{"level":142,"textAlign":25},[3716],{"text":3717,"type":76},"Questions fréquentes sur les dépenses 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La saisie consiste ensuite à enregistrer ces informations dans le logiciel comptable.",{"_uid":4243,"hide":28,"title":4244,"component":2441,"description":4245},"c0283b62-da9b-4ace-af44-40de8b071bf3","Quel compte utiliser pour une facture fournisseur ?",{"type":69,"attrs":4246,"content":4247},{"backgroundColor":25},[4248],{"type":72,"attrs":4249,"content":4250},{"textAlign":25},[4251],{"text":4252,"type":76},"Le compte dépend de la nature de la dépense. Une facture d’énergie peut relever du compte 6061, une prestation de conseil d’un compte d’honoraires, et une acquisition durable d’un compte d’immobilisation. 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En pratique, alignez la conservation de l'avoir sur celle de la facture qu'il corrige.",{"_uid":4559,"title":4560,"component":2441,"description":4561},"a77d9fc2-b790-4411-8b1b-4fbc74d5a5b0","Faut-il enregistrer la facture d'acompte elle-même ou seulement le paiement ?",{"type":69,"content":4562},[4563],{"type":72,"attrs":4564,"content":4565},{"textAlign":25},[4566],{"text":4567,"type":76},"C'est le règlement de l'acompte qui déclenche l'écriture au 4091 et au 44566. La facture d'acompte, elle, sert de justificatif indispensable pour déduire la TVA de manière anticipée.",{"_uid":4569,"title":4570,"component":2441,"description":4571},"6c69d821-04e6-41b3-bfd1-d78288b6be4a","Quelle différence entre un avoir et un remboursement ?",{"type":69,"content":4572},[4573],{"type":72,"attrs":4574,"content":4575},{"textAlign":25},[4576],{"text":4577,"type":76},"L'avoir vient en déduction d'une facture à venir du même fournisseur, sans mouvement de trésorerie immédiat. Le remboursement, lui, est un flux financier réel, comptabilisé via le 512 en solde du compte fournisseur concerné.",{"_uid":4579,"title":4580,"component":2441,"description":4581},"c8bf55a8-a821-4703-871e-16039e5ebaef","La TVA d'un acompte est-elle déductible immédiatement ?",{"type":69,"content":4582},[4583],{"type":72,"attrs":4584,"content":4585},{"textAlign":25},[4586],{"text":4587,"type":76},"Oui, depuis le 1er janvier 2023, dès l'encaissement de l'acompte par le fournisseur, biens et services confondus. La seule condition est de détenir une facture d'acompte mentionnant explicitement la TVA.",{"_uid":4589,"title":4590,"component":2441,"description":4591},"ab4f9bc8-211d-4b44-aba3-d0c97857391e","Que se passe-t-il si l'acompte versé dépasse le montant de la facture définitive ?",{"type":69,"content":4592},[4593],{"type":72,"attrs":4594,"content":4595},{"textAlign":25},[4596,4598,4604,4606,4612,4614,4620],{"text":4597,"type":76},"Après imputation du compte 4091 sur le compte 401, le compte fournisseur présente un ",{"text":4599,"type":76,"marks":4600},"solde débiteur",[4601],{"type":81,"attrs":4602},{"href":4603,"uuid":25,"anchor":25,"target":2041,"linktype":59},"https://www.controledegestion.org/comptabilite/compte-409/",{"text":4605,"type":76}," : le fournisseur devient débiteur à hauteur du trop-versé. Par exemple, un acompte de 360 € versé pour une facture définitive de 300 € laisse 60 € de trop-versé en créance au compte 401. Vous récupérez cette somme soit en ",{"text":4607,"type":76,"marks":4608},"demandant un remboursement au fournisseur",[4609],{"type":81,"attrs":4610},{"href":4611,"uuid":25,"anchor":25,"target":2041,"linktype":59},"https://www.keobiz.fr/le-mag/comptabilite-compte-fournisseur/",{"text":4613,"type":76},", soit en l'imputant sur une prochaine commande. Pensez également à ",{"text":4615,"type":76,"marks":4616},"régulariser la TVA déjà déduite",[4617],{"type":81,"attrs":4618},{"href":4619,"uuid":25,"anchor":25,"target":2041,"linktype":59},"https://www.impots.gouv.fr/professionnel/questions/comment-traiter-une-facture-davoir-sur-ma-declaration-de-tva",{"text":4621,"type":76}," sur la part excédentaire de l'acompte, puisqu'aucune charge ne vient plus la justifier.",[4623],{"cta":4624,"_uid":4625,"title":4626,"eyebrow":4633,"subtitle":4638,"component":140,"textAlign":22,"flexibleSection":4643,"sectionSettings":4644,"displaySeparator":28,"breakLineOnMobile":28,"subtitleLeftBorder":28,"customTitleFontSize":22},[],"69f33381-76a9-4105-88fa-d36edee4d267",{"type":69,"content":4627},[4628],{"type":140,"attrs":4629,"content":4630},{"level":142,"textAlign":25},[4631],{"text":4632,"type":76},"Questions 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00:00",[],"Facture d’acompte fournisseur, découvrez son calcul, les règles de TVA et les contrôles à effectuer avant le rapprochement avec la facture de solde.\n",[],[4704],{"cta":4705,"_uid":4706,"items":4707,"heading":4802,"reverse":28,"component":2580,"sectionSettings":4828},[],"14e773e4-85a2-422c-acbc-8f11dcdf65a2",[4708,4729,4756,4780],{"_uid":4709,"hide":28,"title":4710,"component":2441,"description":4711},"1685b4c9-e3d0-4743-9cec-6f2a0263ae82","La facture d’acompte est-elle obligatoire ?",{"type":69,"attrs":4712,"content":4713},{"backgroundColor":25},[4714,4719],{"type":72,"attrs":4715,"content":4716},{"textAlign":25},[4717],{"text":4718,"type":76},"Oui. Le fournisseur doit émettre une facture lorsqu’il encaisse un acompte, conformément à l’article 289 du Code général des impôts.",{"type":72,"attrs":4720,"content":4721},{"textAlign":25},[4722,4724,4728],{"text":4723,"type":76},"La facture doit comporter les mentions obligatoires, préciser qu’il s’agit d’un acompte et disposer ",{"text":4725,"type":76,"marks":4726},"d’un numéro appartenant à la série continue de facturation",[4727],{"type":116},{"text":258,"type":76},{"_uid":4730,"hide":28,"title":4731,"component":2441,"description":4732},"e5c6a6d0-b87e-4842-a0ff-ae7513621fb9","La TVA est-elle due dès l’encaissement de l’acompte ?",{"type":69,"attrs":4733,"content":4734},{"backgroundColor":25},[4735,4740,4745],{"type":72,"attrs":4736,"content":4737},{"textAlign":25},[4738],{"text":4739,"type":76},"Oui, selon la nature de l’opération.",{"type":72,"attrs":4741,"content":4742},{"textAlign":25},[4743],{"text":4744,"type":76},"Pour les livraisons de biens, la TVA est exigible dès l’encaissement de l’acompte depuis le 1er janvier 2023. Pour les prestations de services, elle est en principe exigible dès l’encaissement.",{"type":72,"attrs":4746,"content":4747},{"textAlign":25},[4748,4750,4754],{"text":4749,"type":76},"La TVA facturée sur l’acompte doit être déduite ",{"text":4751,"type":76,"marks":4752},"une seule fois",[4753],{"type":116},{"text":4755,"type":76},", puis soustraite du montant restant à récupérer sur la facture de solde.",{"_uid":4757,"hide":28,"title":4758,"component":2441,"description":4759},"ec8e23bc-5d17-4821-a1a0-77c2be8d9ccc","Un acompte est-il remboursable ?",{"type":69,"attrs":4760,"content":4761},{"backgroundColor":25},[4762,4767],{"type":72,"attrs":4763,"content":4764},{"textAlign":25},[4765],{"text":4766,"type":76},"En principe, l’acompte engage fermement les deux parties et n’est pas remboursable du seul fait d’un désistement.",{"type":72,"attrs":4768,"content":4769},{"textAlign":25},[4770,4772,4779],{"text":4771,"type":76},"Le remboursement peut toutefois intervenir lorsque le fournisseur n’exécute pas la prestation, lorsque le contrat le prévoit ou lorsque les parties conviennent d’annuler l’opération. Les arrhes obéissent à un régime différent, prévu par ",{"text":4773,"type":76,"marks":4774},"l’article 1590 du Code civil",[4775,4778],{"type":81,"attrs":4776},{"href":4777,"uuid":25,"anchor":25,"target":2041,"linktype":59},"https://www.service-public.gouv.fr/particuliers/vosdroits/F31187",{"type":116},{"text":258,"type":76},{"_uid":4781,"hide":28,"title":4782,"component":2441,"description":4783},"7247af96-de8d-41d1-8544-0e3e3671eaad","Quelle différence entre une facture d’acompte et une facture de situation ?",{"type":69,"attrs":4784,"content":4785},{"backgroundColor":25},[4786,4791],{"type":72,"attrs":4787,"content":4788},{"textAlign":25},[4789],{"text":4790,"type":76},"La facture d’acompte correspond à un paiement anticipé prévu avant la livraison ou le début de la prestation.",{"type":72,"attrs":4792,"content":4793},{"textAlign":25},[4794,4796,4800],{"text":4795,"type":76},"La facture de situation correspond à ",{"text":4797,"type":76,"marks":4798},"l’avancement réel d’une prestation ou de travaux",[4799],{"type":116},{"text":4801,"type":76},". 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hors politique, apprenez à qualifier les exceptions, les faire valider et ajuster votre politique sans perdre le contrôle.",[],[4888],{"cta":4889,"_uid":4890,"items":4891,"heading":4976,"reverse":28,"component":2580,"sectionSettings":5002},[],"3109170e-b9ac-4f67-827b-0d2dde5b3215",[4892,4912,4933,4954],{"_uid":4893,"hide":28,"title":4894,"component":2441,"description":4895},"27b28cef-99af-430e-b805-f7e215234ce6","Peut-on refuser une note de frais hors politique ?",{"type":69,"attrs":4896,"content":4897},{"backgroundColor":25},[4898,4903],{"type":72,"attrs":4899,"content":4900},{"textAlign":25},[4901],{"text":4902,"type":76},"Oui, une dépense peut être refusée lorsqu’elle n’est pas professionnelle, qu’elle n’est pas justifiée ou que son montant est manifestement disproportionné.",{"type":72,"attrs":4904,"content":4905},{"textAlign":25},[4906,4908],{"text":4907,"type":76},"Un dépassement de plafond ne justifie toutefois pas toujours un refus automatique. ",{"text":4909,"type":76,"marks":4910},"Une exception peut être approuvée si son motif est réel, documenté et validé par la bonne personne.",[4911],{"type":116},{"_uid":4913,"hide":28,"title":4914,"component":2441,"description":4915},"75c18d2c-1c96-47f9-9cf3-fc2b92b6030a","Une dépense qui dépasse le plafond peut-elle être remboursée ?",{"type":69,"attrs":4916,"content":4917},{"backgroundColor":25},[4918,4923],{"type":72,"attrs":4919,"content":4920},{"textAlign":25},[4921],{"text":4922,"type":76},"Oui. Le collaborateur doit expliquer le dépassement et fournir le justificatif correspondant. L’entreprise peut alors rembourser la totalité de la dépense, seulement la partie située dans la limite prévue ou le montant complet après validation d’une dérogation.",{"type":72,"attrs":4924,"content":4925},{"textAlign":25},[4926,4928,4932],{"text":4927,"type":76},"La décision doit être conservée avec ",{"text":4929,"type":76,"marks":4930},"le motif et l’identité de l’approbateur",[4931],{"type":116},{"text":258,"type":76},{"_uid":4934,"hide":28,"title":4935,"component":2441,"description":4936},"78ff17a9-6bf7-42a1-9f2f-6b4df31426df","Quels documents faut-il conserver pour une dépense exceptionnelle ?",{"type":69,"attrs":4937,"content":4938},{"backgroundColor":25},[4939,4944],{"type":72,"attrs":4940,"content":4941},{"textAlign":25},[4942],{"text":4943,"type":76},"Conservez la note de frais, le justificatif, le motif de l’exception, le nom de l’approbateur et la décision prise.",{"type":72,"attrs":4945,"content":4946},{"textAlign":25},[4947,4949,4953],{"text":4948,"type":76},"Les pièces comptables justificatives doivent généralement être conservées pendant ",{"text":4950,"type":76,"marks":4951},"10 ans à compter de la clôture de l’exercice",[4952],{"type":116},{"text":258,"type":76},{"_uid":4955,"hide":28,"title":4956,"component":2441,"description":4957},"8241b13f-9432-4542-afb9-21d31af88bd4","Comment gérer les exceptions dans une organisation multi-sites ?",{"type":69,"attrs":4958,"content":4959},{"backgroundColor":25},[4960,4965],{"type":72,"attrs":4961,"content":4962},{"textAlign":25},[4963],{"text":4964,"type":76},"Définissez les approbateurs par entité, département et niveau de dépense. Prévoyez également une délégation en cas d’absence et une escalade automatique après un délai déterminé.",{"type":72,"attrs":4966,"content":4967},{"textAlign":25},[4968,4970,4974],{"text":4969,"type":76},"Cette organisation permet à chaque équipe de conserver ",{"text":4971,"type":76,"marks":4972},"un cadre adapté à son activité",[4973],{"type":116},{"text":4975,"type":76},", tout en appliquant des règles cohérentes dans l’ensemble de l’entreprise.",[4977],{"cta":4978,"_uid":4979,"title":4980,"eyebrow":4990,"subtitle":4997,"component":140,"textAlign":22,"eyebrowPill":28,"checkmarkList":28,"flexibleSection":5000,"sectionSettings":5001,"displaySeparator":28,"breakLineOnMobile":28,"subtitleLeftBorder":28,"customTitleFontSize":22},[],"c107e149-d5dd-4842-9420-50aeadfd20fc",{"type":69,"attrs":4981,"content":4982},{"backgroundColor":25},[4983],{"type":140,"attrs":4984,"content":4985},{"level":142,"textAlign":25},[4986],{"text":4987,"type":76,"marks":4988},"Questions fréquentes sur les dépenses hors politique",[4989],{"type":116},{"type":69,"attrs":4991,"content":4992},{"backgroundColor":25},[4993],{"type":72,"attrs":4994,"content":4995},{"textAlign":25},[4996],{"text":1299,"type":76},{"type":69,"content":4998},[4999],{"type":72},[],[],[],"depenses-hors-politique","fr/blog/depenses-hors-politique",-3240,[],"7cdf2e57-e009-48ec-9480-b29699632b7e","2026-09-05T07:33:16.361Z",[],"blog/depenses-hors-politique",[5012,5013,5014],{"path":5010,"name":25,"lang":32,"published":25},{"path":5010,"name":25,"lang":38,"published":25},{"path":5010,"name":25,"lang":40,"published":25},{"name":5016,"created_at":5017,"published_at":5018,"updated_at":5019,"id":5020,"uuid":5021,"content":5022,"slug":5170,"full_slug":5171,"sort_by_date":25,"position":5172,"tag_list":5173,"is_startpage":28,"parent_id":991,"meta_data":25,"group_id":5174,"first_published_at":5018,"release_id":25,"lang":32,"path":25,"alternates":5175,"default_full_slug":5176,"translated_slugs":5177},"Factures fournisseurs sans bon de commande, quels risques et quels contrôles ?","2026-09-05T06:42:28.554Z","2026-09-05T07:13:56.357Z","2026-09-05T07:13:56.389Z",216682285316726,"d968d7d8-9e54-4eff-89cd-80c77cb300d4",{"_uid":5023,"title":5016,"topics":5024,"noIndex":28,"category":5033,"language":5042,"component":962,"heroMedia":5043,"publishedAt":4699,"redirectUrl":22,"listingImage":5050,"metaDescription":5051,"bottomArticleCta":5052,"componentsAfterTheArticle":5053},"e72d7735-d966-404c-bfa0-1e39558dfc43",[5025],{"name":2595,"created_at":2596,"published_at":2597,"updated_at":2598,"id":2599,"uuid":2600,"content":5026,"slug":2603,"full_slug":2604,"sort_by_date":25,"position":2605,"tag_list":5027,"is_startpage":28,"parent_id":2607,"meta_data":25,"group_id":2608,"first_published_at":2609,"release_id":25,"lang":32,"path":25,"alternates":5028,"default_full_slug":2611,"translated_slugs":5029,"_stopResolving":41},{"_uid":2602,"name":2595,"component":21},[],[],[5030,5031,5032],{"path":2611,"name":25,"lang":32,"published":25},{"path":2611,"name":25,"lang":38,"published":25},{"path":2611,"name":25,"lang":40,"published":25},{"name":950,"created_at":951,"published_at":6,"updated_at":952,"id":953,"uuid":954,"content":5034,"slug":962,"full_slug":963,"sort_by_date":25,"position":964,"tag_list":5036,"is_startpage":28,"parent_id":966,"meta_data":25,"group_id":967,"first_published_at":968,"release_id":25,"lang":32,"path":25,"alternates":5037,"default_full_slug":970,"translated_slugs":5038,"_stopResolving":41},{"_uid":956,"icon":5035,"name":950,"component":961},{"id":958,"alt":959,"name":22,"focus":22,"title":22,"filename":960,"copyright":22,"fieldtype":56,"is_external_url":28},[],[],[5039,5040,5041],{"path":970,"name":25,"lang":32,"published":25},{"path":970,"name":25,"lang":38,"published":25},{"path":970,"name":25,"lang":40,"published":25},[32],[5044],{"_uid":5045,"asset":5046,"caption":22,"component":276},"6e2c8add-614e-427f-ac4a-d411a552e9b9",{"id":5047,"alt":22,"name":22,"focus":22,"title":22,"source":22,"filename":5048,"copyright":22,"fieldtype":56,"meta_data":5049,"is_external_url":28},164487197151134,"https://a.storyblok.com/f/146026/1536x1024/670f6493cd/1773976736358-7crxx7-1.png",{},[],"Facture fournisseur sans bon de commande, découvrez les risques, les contrôles à mettre en place et les bonnes pratiques pour payer sans perdre le contrôle.",[],[5054],{"cta":5055,"_uid":5056,"items":5057,"heading":5143,"reverse":28,"component":2580,"sectionSettings":5169},[],"6152d4ef-75f6-4582-b226-beb66f5c47f7",[5058,5080,5101,5122],{"_uid":5059,"hide":28,"title":5060,"component":2441,"description":5061},"f0537be1-c6e9-4cfe-a9cf-12abecf5210d","Le bon de commande est-il obligatoire en France ?",{"type":69,"attrs":5062,"content":5063},{"backgroundColor":25},[5064,5075],{"type":72,"attrs":5065,"content":5066},{"textAlign":25},[5067,5069,5073],{"text":5068,"type":76},"Non, pas dans tous les cas. Un contrat entre entreprises peut être formé dès l’accord sur ",{"text":5070,"type":76,"marks":5071},"la prestation et son prix",[5072],{"type":116},{"text":5074,"type":76},", conformément aux règles du Code civil.",{"type":72,"attrs":5076,"content":5077},{"textAlign":25},[5078],{"text":5079,"type":76},"Le bon de commande devient toutefois nécessaire lorsqu’un marché public, une politique interne ou un contrat entre les parties l’impose.",{"_uid":5081,"hide":28,"title":5082,"component":2441,"description":5083},"390d40d8-3872-498b-9017-3c87f6d78866","Peut-on payer une facture fournisseur sans bon de commande ?",{"type":69,"attrs":5084,"content":5085},{"backgroundColor":25},[5086,5091],{"type":72,"attrs":5087,"content":5088},{"textAlign":25},[5089],{"text":5090,"type":76},"Oui, à condition de pouvoir démontrer que la dépense est réelle, autorisée et conforme. Réunissez un devis signé, un e-mail de validation, un bon de livraison ou une attestation de service fait, puis faites valider l’exception par la personne responsable du budget.",{"type":72,"attrs":5092,"content":5093},{"textAlign":25},[5094,5096,5100],{"text":5095,"type":76},"La décision doit rester documentée avec ",{"text":5097,"type":76,"marks":5098},"les éléments qui justifient le paiement",[5099],{"type":116},{"text":258,"type":76},{"_uid":5102,"hide":28,"title":5103,"component":2441,"description":5104},"f5858d6f-ac65-4299-af23-1bc1b4001082","Quelle différence entre un bon de commande et une confirmation de commande ?",{"type":69,"attrs":5105,"content":5106},{"backgroundColor":25},[5107,5117],{"type":72,"attrs":5108,"content":5109},{"textAlign":25},[5110,5112,5116],{"text":5111,"type":76},"Le bon de commande est émis par l’acheteur pour formaliser sa demande. La confirmation de commande est envoyée par le fournisseur pour confirmer ",{"text":5113,"type":76,"marks":5114},"son acceptation et les conditions de la commande",[5115],{"type":116},{"text":258,"type":76},{"type":72,"attrs":5118,"content":5119},{"textAlign":25},[5120],{"text":5121,"type":76},"Les deux documents doivent reprendre le même périmètre, les mêmes quantités, le même prix et les mêmes délais.",{"_uid":5123,"hide":28,"title":5124,"component":2441,"description":5125},"5ab004ea-9beb-4493-9f86-a49e129f46ad","Combien de temps faut-il conserver un bon de commande ?",{"type":69,"attrs":5126,"content":5127},{"backgroundColor":25},[5128,5138],{"type":72,"attrs":5129,"content":5130},{"textAlign":25},[5131,5133,5137],{"text":5132,"type":76},"Lorsqu’il constitue une pièce justificative comptable, le bon de commande doit généralement être conservé pendant ",{"text":5134,"type":76,"marks":5135},"10 ans à compter de la clôture de l’exercice concerné",[5136],{"type":116},{"text":258,"type":76},{"type":72,"attrs":5139,"content":5140},{"textAlign":25},[5141],{"text":5142,"type":76},"Conservez également les devis, validations, bons de livraison, factures et échanges qui permettent de comprendre la décision d’achat.",[5144],{"cta":5145,"_uid":5146,"title":5147,"eyebrow":5157,"subtitle":5164,"component":140,"textAlign":22,"eyebrowPill":28,"checkmarkList":28,"flexibleSection":5167,"sectionSettings":5168,"displaySeparator":28,"breakLineOnMobile":28,"subtitleLeftBorder":28,"customTitleFontSize":22},[],"02dbbb3a-e897-49d5-be59-c2c0d50de3d9",{"type":69,"attrs":5148,"content":5149},{"backgroundColor":25},[5150],{"type":140,"attrs":5151,"content":5152},{"level":142,"textAlign":25},[5153],{"text":5154,"type":76,"marks":5155},"Questions fréquentes sur les factures sans bon de commande",[5156],{"type":116},{"type":69,"attrs":5158,"content":5159},{"backgroundColor":25},[5160],{"type":72,"attrs":5161,"content":5162},{"textAlign":25},[5163],{"text":1299,"type":76},{"type":69,"content":5165},[5166],{"type":72},[],[],[],"factures-fournisseurs-sans-bon-de-commande","fr/blog/factures-fournisseurs-sans-bon-de-commande",-3230,[],"ae8d62d6-c1cc-4c17-9ee7-321cad8f63d1",[],"blog/factures-fournisseurs-sans-bon-de-commande",[5178,5179,5180],{"path":5176,"name":25,"lang":32,"published":25},{"path":5176,"name":25,"lang":38,"published":25},{"path":5176,"name":25,"lang":40,"published":25},[5182,5183,5184,5185],["Reactive",4656],["Reactive",3345],["Reactive",4841],["Reactive",3180],1792773912950]