Ibhulogi ye-Wayfen · 2 Novemba 2026

Uhlelo lwekhomishini yokuthengisa basendaweni: indlela yokwakha uhlelo olulungile nolukhokha lona ngokwalo

Uhlelo lwekhomishini yokuthengisa oluhle luthi kumuntu ngamunye osebenza basendaweni, ngomusho owodwa, ukuthi inkampani ifuna okwengeziwe kuphi nokuthi uzothola ini ngokukufeza lokho. Lesi siqondiso sihlola izinhlelo ezivamile, sibonisa indlela yokukhetha izinga ngezibalo ezilula, futhi sikunikeza indlela enezinyathelo yokubhala uhlelo abasebenzi basendaweni abaliqondayo nebhizinisi lakho elingalikhokha.

Ngokufushane:

Kumaqembu amaningi asendaweni, umholo osisekelo kanye nekhomishini kusebenza kangcono: umholo osisekelo ugcina abantu abahle ezinyangeni ezimbi, bese ikhomishini ivuza imiphumela.
Khokha ngalokho inkampani empeleni iyidingayo: imali yokuthengisa, inzuzo eyisisekelo (gross margin) noma imali eqoqiwe. Ukukhokha ngokuthengiswe okungakaze kukhokhwe kuvuza okungalungile.
Khetha izinga ngokusebenza emuva kusuka kokungakwazi ukukhokhela ukuthengisa, bese usihlola ngezinombolo zangempela zonyaka odlule ngaphambi kokuzimemezela.
Bhala uhlelo phansi, ulugcine lube likhasi elilodwa, bese ukhombisa ngamunye umsebenzi wasendaweni ikhomishini yakhe njengoba ikha phakathi nenyanga, hhayi kuphela ngosuku lokukhokhelwa.

Kungani uhlelo lwekhomishini lubaluleke kakhulu ekuthengiseni basendaweni

Abasebenzi basendaweni basebenzela wodwa usuku lonke, emgwaqweni nakubathengi. Akekho eduze kwabo ebasiza anqume ukuthi kufanele yini benze esinye isivakashi, bathengise umkhiqizo onenzuzo engaphezulu noma balandele invoyisi engakakhokhwa. Ngokuvamile, uhlelo lwekhomishini lwenza lezo zinqumo ngabo. Uma uhlelo likhokha okufanayo ngokuthengiswa okungeke kukhokhwe njengalokho okukhokhiwe, kufanele ulindele okungakhokhwa okwengeziwe.

Imali exubile iyindlela ejwayelekile. I-US Bureau of Labor Statistics ithi iningi labaqashi babantu abathengisa kubathengisi abakhulu nakubakhiqizi lisebenzisa ukuhlanganiswa komholo nekhomishini, noma umholo kanye namabhonasi. Ngakho ikhomishini ephelele iyinto engavamile kubantu abathengisela inkampani hhayi abazisebenzela bona.

Ukulula nakho kubalulekile. Ucwaningo lwe-Gartner lwabathengisi be-B2B abangu-1,026, olwenziwa ekuqaleni kuka-2024, luthole ukuthi abathengisi abacindezelwe babengenamathuba ayi-45% okufinyelela kwisilinganiso sokuthengisa (quota), kanti u-72% bezwa becindezelwe yinani lamakhono umsebenzi wabo owadingayo. Uhlelo lwekhomishini oludinga i-spreadsheet nomeluleki ukuze luqondakale lungeza kuphela kulowo mthwalo.

Izinhlelo ezisithupha zekhomishini ezivamile

Izinhlelo eziningi zakhiwe ngezinhlobo ezimbalwa ezisisekelo. Nansi indlela ngayinye ephatha ngayo iqembu lasendaweni.

1. Umholo osisekelo kanye nekhomishini

Umholo wenyanga ongaguquki kanye nephesenti lokuthengiswa ngakunye umsebenzi wasendaweni akuthengisayo. Lena yindlela ejwayelekile emaqenjini asendaweni ngoba ilinganisa ukuphepha nokuvuza. Umholo osisekelo ukhokha umsebenzi ongewona ukuthengisa okuvala ukuthengisa ngalolo suku, njengokunakekela amakhasimende akhona, ukugcina imikhiqizo esitolo, ukuqoqa izinkokhelo kanye nokugcwalisa imibiko yokuvakasha. Ikhomishini ikhokha imiphumela.

Kuhle kakhulu ku: iningi lamaqembu asendaweni, ikakhulukazi lapho abasebenzi basendaweni nabo beqaphela amakhasimende akhona.

2. Ikhomishini kuphela

Akukho muholo, kuphela iphesenti lokuthengiswa. Akubizi lutho lapho kungathengiswa lutho, yingakho kuthandeka kumabhizinisi amancane. Izinkinga zona ziyinkinga ngempela: ukushintsha kwabasebenzi okukhulu, abasebenzi abagwema amakhasimende anzima kanye nemisebenzi engathengisi, kanye noxinezelo lokuvala izivumelwano okungafanele zivalwe. Emazweni amaningi iphinde iveze imibuzo ngomholo ophansi ongavumelekile, ngakho cela iseluleko sendawo ngaphambi kokusisebenzisa kubasebenzi bakho.

Kuhle kakhulu ku: ama-ejenti azimele asebenza ebhizinisini lawo futhi athengisa imikhiqizo yezinkampani eziningi.

3. Ikhomishini ehlukaniswe izinga (ama-accelerator)

Izinga liyanda uma umsebenzi wasendaweni edlula ileveli ethile, isibonelo 3% kuze kufinyelelwe enhlosweni kanye no-5% kukho konke okudlula kuyo. Amazinga aphezulu awuvuza umzamo owengeziwe ekupheleni kwenyanga, lapho udingeka khona kakhulu. Gcina amazinga amabili noma amathathu, futhi unqume kusengaphambili ukuthi izinga eliphezulu lisebenza kuphela ezintengisweni ezidlula umkhawulo (kulula futhi kubize kancane) noma kuyo yonke inyanga (kukhuthaza kakhulu, kodwa kubiza kakhulu).

Kuhle kakhulu ku: amaqembu anezinhloso ezilindelekile ozithembayo. Uma izinhloso zingalungile, amazinga ahlukene akhulisa iphutha.

4. Ikhomishini yenzuzo yomkhiqizo (gross margin)

Ikhomishini ikhokhelwa inzuzo yalokho okuthengiswe ngakho, hhayi intengo yokuthengisa. Lokhu kuvimbela abasebenzi basendaweni ekunikezeni okwehliswa kwentengo ukuze bavale izivumelwano, futhi kubaqondise emikhiqizweni yakho enenzuzo engaphezulu. Okulahlekayo ukuthi abasebenzi basendaweni badinga ukubona imiphetho yenzuzo, noma okungenani uhla lwemiphetho yomkhiqizo ngamunye, into ezinye izinkampani ezithanda ukuyigcina iyimfihlo.

Kuhle kakhulu ku: amabhizinisi anemiphetho ehlukile kakhulu phakathi kwemikhiqizo, noma lapho abasebenzi basendaweni bekwazi ukuxoxisana ngentengo.

5. Ibhonasi yenhloso

Esikhundleni sephesenti lokuthengiswa ngakunye, umsebenzi wasendaweni uthola ibhonasi enzikiwe yokufinyelela inhloso, ngezinye izikhathi ngezinyathelo ku-80%, ku-100% naku-120%. Amabhonasi ayalula ukuwahlelela futhi asebenza kahle ezinhlosweni ezingesona kuphela umbuso wokuthengisa, njengama-akhawunti amasha avulwe noma imali eqoqiwe. Ubuthakathaka bawo ukuthi kukhona ukwehla okungazelelwe: umuntu osezingeni lama-70% ekuphela kwesonto ngaphambi kokuphela kwesikhathi angase ayeke, kanti omunye odlula ama-100% kusenesikhathi angase aphole.

Kuhle kakhulu ku: imikhiqizo emisha, izindawo ezintsha kanye nezinhloso ezedlula umbuso wokuthengisa.

6. Ikhomishini yeqembu noma yesifunda

Ingxenye yomholo incike emphumeleni leqembu noma legatsha. Ikhuthaza ukwabelana ngamathuba nokusekela abanye, kodwa ingafihla abasebenzi abasebenza kancane. Iningi lamabhizinisi liyisebenzisa njengesengezo esincane phezu kwekhomishini yomuntu ngamunye, hhayi njengohlelo lonke.

Kuhle kakhulu ku: amagatsha lapho abasebenzi basendaweni babelana ngabathengi abafanayo, noma lapho abagcini bemikhiqizo esitolo nabasebenzi basendaweni besebenza ndawonye.

Izinto ezimbili ezengeziwe zivame ukuhlala phezu kwalezi: i-draw, okuyimali yangaphambili ngekhomishini yesikhathi esizayo ukusiza abasebenzi abasha ezinyangeni zabo zokuqala, kanye ne-clawback, ethatha ikhomishini ebuyele uma ukuthengisa kukhanseliwe, kubuyiswe noma kungakaze kukhokhwe. Zombili zidinga imithetho ebhalwe phansi ecacile.

Yakha uhlelo lwakho lwekhomishini, ngezinyathelo

Isinyathelo 1: Nquma ukuthi ukhokhela ini

Bhala phansi imiphumela eyodwa noma emibili inkampani edinga kakhulu kulo nyaka. Ngokuvamile ingelinye lalawa:

Imali yokuthengisa: ilula kakhulu ukuyilinganisa, futhi ilungile lapho imiphetho ifana phakathi kwemikhiqizo.
Inzuzo yomkhiqizo (gross margin): ilungile lapho okwehliswa kwentengo noma ingxube yemikhiqizo kunquma ukuthi sikhiqiza inzuzo yini.
Imali eqoqiwe: ilungile lapho amakhasimende ethenga ngesikweletu futhi ukukhokha okuphuzile kuyinkinga. Uma ama-akhawunti angakhokhiwe sekukulimaza, funda indlela yethu yokuqoqa imali amakhasimende akweletayo ngokuhamba nalesi siqondiso.

Zivimbele ekufuneni ukuvuza izinto eziyishumi. Izilinganiso ezimbili zanele amaqembu asendaweni amaningi.

Isinyathelo 2: Setha ingxube yomholo

Ingxube yomholo iwukwahlukanisa phakathi komholo oqinile nomholo oguquguqukayo lapho umsebenzi wasendaweni efinyelela inhloso. Umsebenzi wasendaweni owenza kakhulu ukunakekela amakhasimende akhona angase abe ku-80% womholo osisekelo kanye no-20% ekhomishini. Umsebenzi wasendaweni owenza kakhulu ukuthola amakhasimende amasha angase acishe abe ngu-60/40 noma 50/50. Umzamo womuntu ngokwawo unquma kakhulu imiphumela, ngakho ingxenye eyengeziwe yomholo ingaba oguqukayo.

Isinyathelo 3: Thola izinga ngokuya ngalokho onakho ukukhokhela

Qala ngesabelo sakho semali, hhayi ngenombolo owayizwa kwenye inkampani. Nquma ingxenye yokuthengiswa oyoyisebenzisela ikhomishini, bese uyiguqula ibe yizinga. Isibonelo esilula:

Inhloso yenyanga yomsebenzi wasendaweni ngu-200,000 ekuthengisweni.
Unquma ukuthi, ezingeni eliphezulu, ikhomishini yakhe kufanele ibe cishe ngu-6,000.
Ngu-6,000 ihlukaniswe ngo-200,000 kuba ngu-3%. Lelo yizinga lakho eliyisisekelo.

Manje engeza izinga elingaphezulu lokuthengiswa okudlula inhloso, ake sithi 5%. Uma umsebenzi wasendaweni ethengisa nge-240,000, uzothola u-3% wokuqala ka-200,000 (6,000) kanye no-5% we-40,000 owengeziwe (2,000), okuphela kwayo ngu-8,000. Hlola ukuthi ibhizinisi lisenza inzuzo kulokho okuthengiswe okwengeziwe ngo-5% ngaphambi kokuvumelana nakho.

Uma ukhokha ngenzuzo yomkhiqizo (gross margin), umqondo ufanayo ngenzuzo. Ake sithi uyakhokha u-10% wenzuzo yokuthengisa. Ukuthengisa okungu-100,000 komkhiqizo onenzuzo engu-40% kuletha inzuzo engu-40,000 nekhomishini engu-4,000. Ukuthengisa okungu-100,000 komkhiqizo onenzuzo engu-10% kuletha inzuzo engu-10,000 nekhomishini engu-1,000. Iphesenti elifanayo lokuthengisa lingabe likhokhe okufanayo kokubili.

Isinyathelo 4: Xhumanisa nenhloso efanele

Ikhomishini nezinhloso ziyizingxenye ezimbili zohlelo olufanayo. Izinga elikhulu enhlosweni engenakwenzeka liphoqa umuntu ukuthi ayeke ngokushesha njengalapho izinga elibuthakathaka enhlosweni elula lehlisa umzamo. Setha izinhloso kusukela emlandweni nasekuthuthukeni kwesifunda ngasinye, hhayi ngokungeza iphesenti elifanayo kubo bonke. Isiqondiso sethu sokusetha izinhloso zokuthengisa zabasebenzi basendaweni sichaza indlela.

Isinyathelo 5: Bhala imithetho yezimo ezinzima

Iningi lezingxabano ngekhomishini livela ezimweni ongazange ucabange ngazo. Nquma lezi ngaphambi kosuku lokuqala lokukhokhelwa:

Lapho ikhomishini itholakala ngayo: lapho i-oda lifakwa, lapho lithunyelwa, noma lapho umthengi ekhokha.
Ukubuyiswa, ukukhanselwa kanye nesikweletu esingekho: ukuthi ikhomishini iyabuyiswa yini, nokuthi kuze kube nini ngemva kokuthengiswa.
Izivumelwano ezabelanwayo: ukuthi ikhomishini ihlukaniswa kanjani uma abasebenzi basendaweni ababili, noma umsebenzi wasendaweni nomphathi, besebenzela umthengi ofanayo.
Ama-akhawunti ombuso (house accounts): amakhasimende amakhulu aphathwa ngokumaphakathi angathola izinga elincane noma lingabikho.
Abasebenzi basendaweni abasha: inhloso ephansi noma i-draw ezinyangeni ezimbili noma ezintathu zokuqala lapho bakha uhlu lwamakhasimende abo.
Abahambayo: kwenzekani ngekhomishini yokuthengiswa okwenziwe ngaphambi kokuthi umuntu ahambe kodwa kukhokhwe ngemva kwalokho.
Ukushintsha kwesifunda: izinhloso zishintsha kanjani uma amakhasimende edlulela komunye umsebenzi wasendaweni phakathi nesikhathi.

Isinyathelo 6: Yibhale phansi

Uhlelo olunekhasi elilodwa, olusayinwa yilowo nalowo umsebenzi wasendaweni, luvikela zombili izinhlangothi. Kwezinye izindawo kuyisidingo somthetho: e-California, isibonelo, i-Labor Code section 2751 idinga izivumelwano zekhomishini ukuthi zibhalwe phansi, zichaze ukuthi ikhomishini ibalwa kanjani futhi ikhokhwa kanjani, futhi idinga umqashi ukuthi anikeze umsebenzi ngamunye ikhophi esayinwe. Imithetho iyahluka ngamazwe, ngakho hlola ukuthi yiyiphi esebenza lapho ithimba lakho lisebenza khona.

Uhlelo olulodwa oluhle lwekhasi lufaka: isikhathi (inyanga noma ikota), okukalwayo, izinga namazinga, inhloso, lapho ikhomishini itholakala khona nokukhokhwa khona, imithetho esuka kuSinyathelo 5, kanye nosuku lokubuyekezwa okulandelayo.

Isinyathelo 7: Hlola ngezinombolo zonyaka odlule

Ngaphambi kokumemezela uhlelo, dlula ukuthengisa kwangempela konyaka odlule kulo ngomsebenzi ngamunye wasendaweni. Buza imibuzo emithathu. Ingabe abasebenzi basendaweni abahamba phambili bebezothola kakhulu kunabavamile? Ingabe inani eliphelele lezindleko bekuyoba lilungele enyangeni yakho ebuthakathaka nakweyakho enamandla kakhulu? Ingabe kukhona umsebenzi owayezothola kakhulu ngemali encane, ngenxa ye-oda elilodwa elikhulu noma isifunda esinenhlanhla? Lungisa uhlelo kuze kube yilapho zonke izimpendulo zintathu zilungile.

Isinyathelo 8: Bonisa izinombolo njengoba zikha

Ikhomishini iyakhuthaza lapho abasebenzi basendaweni bebona ukuthi iyanda. Umsebenzi wasendaweni owazi ngomhla we-18 ukuthi usemuva ngo-30,000 ukuze afinyelele izinga elilandelayo uzohlela izivakashi zakhe zokugcina ngendlela ehlukile kunalowo ozothola ngosuku lokukhokhelwa. Yabelana ngokuthengiswa kwomuntu ngamunye, inhloso nekhomishini ngakho okungenani ngamasonto onke. I-isibikezelo sangesikhathi sphakathi nenyanga siyasiza wena nethimba ukubona ukuthi inyanga izofinyelela yini.

Isinyathelo 9: Buyekeza uhlelo, kodwa hhayi kaningi kakhulu

Shintsha uhlelo okungenani kanye noma kabili ngonyaka, ekuqaleni kwesikhathi, bese unikeza abasebenzi basendaweni isaziso. Ukushintsha imithetho phakathi nesikhathi, ikakhulukazi ngemva kokuthi umuntu eseyenze kahle, kuwukulahlekelwa ukuthembana ngokushesha. Phakathi kokubuyekezwa, gcina irekhodi lazo zonke izingxabano namacala angavamile. Lolo luhlu luzokutshela ukuthi yini okufanele uyilungise okulandelayo.

Amaphutha ekhomishini avamile emaqenjini asendaweni

Ukukhokha ngama-oda angakaze akhokhwe. Abasebenzi basendaweni bafunda ukuthengisa kunoma ubani. Khokha ngemali eqoqiwe, noma buyisela ikhomishini uma kukhona isikweletu esingakhokhwa.
Ukumisa imali abayithola. Umkhawulo utshela abasebenzi bakho abahamba phambili ukuthi bayeke ukuthengisa uma befinyelela kuwo. Uma ukhathazeka ngezinzuzo ezingalindelekile, sebenzisa imithetho ecacile yama-oda amakhulu kakhulu.
Izinto eziningi kakhulu ezilinganiswayo. Uma umsebenzi wasendaweni engakwazi ukuchaza uhlelo lwakhe ngomusho owodwa, ngeke lushintshe lokho akwenzayo.
Ukukhuphuka okufanayo kwezinhloso kubo bonke. Izifunda zikhula ngamajubane ahlukene. "Ukwengeza u-15%" okufanayo kuyawalimaza abasebenzi basezindaweni ezikhulile.
Ukubala ikhomishini ku-spreadsheet eyimfihlo. Lapho abasebenzi basendaweni bengakwazi ukuhlola izinombolo, bacabanga ukuthi bakhokhelwa kancane. Ukuvuleleka kubiza kancane kunezingxabano.
Ukukhokha sekwephuzile. Ikhomishini ekhokhelwa amasonto ngemva kokuvalwa kwenyanga ilahlekelwa yiningi lomphumela wayo. Vumelana ngosuku olumisiwe lokukhokhelwa, bese uyalihlonipha.

Ikhomishini ingenye yezingxenye zokuphatha ukusebenza kwakho. Isebenza kangcono ngohlu olufushane lwe-KPI zokuthengisa zabasebenzi basendaweni kanye nokulandelela izivakashi okubona ithimba lakho njengento elungile hhayi engenelelayo.

Indlela uWayfen akusiza ngayo

Ku-Wayfen, umphathi usetha i-commission rate yomsebenzi ngamunye wasendaweni njengephesenti lenzuzo yokuthengisa okuqediwe komsebenzi lowo. Ekhasini le-Targets & commission, usetha izinhloso zomsebenzi ngamunye ngeviki, inyanga, ikota noma unyaka, futhi i-Wayfen ibonisa ukuthengiswa okwenziwe, ukufinyelela kanye ne-Commission column yesikhathi, nesamba sethimba. Ungakhipha noma uphrinte ikhasi ukuze ulinikeze i-HR noma umnyango wemiholo ekupheleni kwesikhathi. Abasebenzi basendaweni babona inhloso yabo yenyanga nekhomishini abayitholile kuze kube manje ngale nyanga kufoni yabo, futhi abaphathi bangabona ithebula lokuphumelela lethimba ku-Reports.

I-Wayfen ibala izinga elilodwa lomsebenzi ngamunye. Uma uhlelo lwakho lunamazinga ahlukene, izinga lenzuzo noma ama-clawback, sebenzisa izinombolo ze-Wayfen njengesisekelo bese wengeza imithetho yakho eyengeziwe phezu kwazo.

Imibuzo evame ukubuzwa

Yiliphi izinga elihle lekhomishini yabasebenzi basendaweni?

Akukho izinga elilodwa elilungile, ngoba lincike ezinzuzweni zakho kanye nengxube yomholo. Sebenza emuva: nquma ukuthi umsebenzi wasendaweni kufanele athole ikhomishini ekufinyelelweni kwenhloso, uyihlukanise ngenhloso, bese uhlola ukuthi ibhizinisi lisenza inzuzo kokuthengiswa ngakunye okwengeziwe ngalelo zinga.

Ingabe ukukhokhwa ngekhomishini kuphela kuyisinqumo esihle ebhizinisini elincane?

Kugcina izindleko zisezingeni eliphansi uma ukuthengisa kuhamba kancane, kodwa ngokuvamile kuletha ukushintsha kwabasebenzi okukhulu kanye nabasebenzi abagwema umsebenzi wokunakekela amakhasimende. Kubasebenzi kungase futhi kuvule izindaba zomholo ophansi ongavumelekile, ngakho thola iseluleko sendawo. Amaqembu amancane asendaweni ngokuvamile aphumelela kangcono ngomholo osisekelo omncane kanye nekhomishini.

Ikhomishini kufanele ikhokhwe ngemali yokuthengisa, inzuzo yomkhiqizo noma imali eqoqiwe?

Khokha ngemali yokuthengisa uma imiphetho ifana phakathi kwemikhiqizo, ngenzuzo yomkhiqizo (gross margin) uma okwehliswa kwentengo noma ingxube yemikhiqizo kunquma inzuzo yakho, nangemali eqoqiwe uma amakhasimende ethenga ngesikweletu futhi ukukhokha okuphuzile kuyinkinga.

Ikhomishini kufanele ikhokhwe kangakanani?

Inyanga ngayinye isebenza kumaqembu amaningi asendaweni ngoba iseduze ngokwanele komzamo ukuze ikhuthaze. Khokha ngosuku elimisiwe kungekudala ngemva kokuvalwa kwenyanga, bese ukhombisa abasebenzi basendaweni ikhomishini yabo iqoqeka phakathi nenyanga.

Ingabe ikhomishini kufanele ibe nomkhawulo?

Ngokuvamile cha. Umkhawulo utshela abasebenzi bakho abahamba phambili ukuthi bayeke ukuthengisa uma befinyelela kuwo. Uma ukhathazeka nge-oda elilodwa elikhulu, bhala umthetho ocacile wama-oda aphezu kosayizi othile.

Ngingalishintsha kanjani uhlelo lwekhomishini ngaphandle kokuphazamisa ithimba?

Chaza isizathu, bonise ngamunye umsebenzi wasendaweni ukuthi ubezozuza kangakanani ngaphansi kohlelo olusha usebenzisa izinombolo zonyaka odlule, nikeza isaziso, bese uqala ushintsho ekuqaleni kwesikhathi, hhayi phakathi kwaso.

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