From cd8c0e7ab55daee76bc49a808a6e7a722397d767 Mon Sep 17 00:00:00 2001 From: ZJ van de Weg Date: Sun, 1 Jun 2025 21:59:16 +0200 Subject: [PATCH 1/3] handbook: How to process commissions --- src/handbook/operations/commission-payment.md | 53 +++++++++++++++++++ src/handbook/operations/index.md | 1 + 2 files changed, 54 insertions(+) create mode 100644 src/handbook/operations/commission-payment.md diff --git a/src/handbook/operations/commission-payment.md b/src/handbook/operations/commission-payment.md new file mode 100644 index 0000000000..1f4b4e9132 --- /dev/null +++ b/src/handbook/operations/commission-payment.md @@ -0,0 +1,53 @@ +--- +navTitle: Commission Payment +--- + +# {{ navTitle }} + +FlowFuse has some employees that are compensated through a bonus or commission +structure. This structure reduces their base compensation, and rewards them when +goals are met and for taking a risk with their base compensation. + +## Processesing Sales Commission + +The company processes the commission payment for sales reps on a monthly basis +to create a short feedback loop between closing and the reward. Currently that's +a very manual process, some day to be moved to a Node-RED workflow. Follow the +next steps to process the commission calculations and setup for payment. + +Note: all sales commissions are advances under the assumption customers pay the +invoice. FlowFuse might withhold commission payments, or claw back payments if +payments aren't made within 60 days after the quote is signed. + +### Calculating Team Commissions + +Make a copy of this +[template Google Sheet](https://docs.google.com/spreadsheets/d/1fBq4g4W26M3k-uUOg5p4D2mYUyBPP8EbdtPLwuQ5RPI/). + +Download all the deals from hubspot by going to the deal board and filter 2 +ways: + +1. Closed "Last Month" +1. Deal stage is "All Closed Won" + +When the deal board is updated with on the won deals of last month, click +"Export View" and export as CSV. Download this file to your machine. + +Make a copy of [this Google Sheet template](#TODO) and import the CSV just +downloaded from Hubspot into the "All Deals" sheet. "File" -> "Import" -> +"Upload" -> "Replace Current Sheet". + +Now "All Deals" have been listed, that adds all the deal closers to the "Team" +tab. Fill out all the cells for team members with their OTE, accellerators, etc, +etc. + +Lastly go to the "Commissions" tab and select the employee to calculate the +payment for. + +Copy the relevant details for the employee into an email and tell them what +their performance was like and what commission they'll receive. It's important +to get a written agreement to the commission number. + +### Wiring the money + +If the employee agrees with the commission, process the payment in Deel. diff --git a/src/handbook/operations/index.md b/src/handbook/operations/index.md index fda1dc9332..f4b14a068d 100644 --- a/src/handbook/operations/index.md +++ b/src/handbook/operations/index.md @@ -2,6 +2,7 @@ navTitle: Operations navGroup: Company --- + # Operations This covers how we run our business and deliver service to our customers. From d6d3924486dc790e3dd946d96626969091a07ebe Mon Sep 17 00:00:00 2001 From: Zeger-Jan van de Weg Date: Sun, 1 Jun 2025 22:10:02 +0200 Subject: [PATCH 2/3] fix anchor --- src/handbook/operations/commission-payment.md | 5 +---- 1 file changed, 1 insertion(+), 4 deletions(-) diff --git a/src/handbook/operations/commission-payment.md b/src/handbook/operations/commission-payment.md index 1f4b4e9132..a8f634df4c 100644 --- a/src/handbook/operations/commission-payment.md +++ b/src/handbook/operations/commission-payment.md @@ -21,9 +21,6 @@ payments aren't made within 60 days after the quote is signed. ### Calculating Team Commissions -Make a copy of this -[template Google Sheet](https://docs.google.com/spreadsheets/d/1fBq4g4W26M3k-uUOg5p4D2mYUyBPP8EbdtPLwuQ5RPI/). - Download all the deals from hubspot by going to the deal board and filter 2 ways: @@ -33,7 +30,7 @@ ways: When the deal board is updated with on the won deals of last month, click "Export View" and export as CSV. Download this file to your machine. -Make a copy of [this Google Sheet template](#TODO) and import the CSV just +Make a copy of [this Google Sheet template](https://docs.google.com/spreadsheets/d/1fBq4g4W26M3k-uUOg5p4D2mYUyBPP8EbdtPLwuQ5RPI/) and import the CSV just downloaded from Hubspot into the "All Deals" sheet. "File" -> "Import" -> "Upload" -> "Replace Current Sheet". From 79e06ad3683f9d7dd5b6bba7332731b5bb4678e2 Mon Sep 17 00:00:00 2001 From: Zeger-Jan van de Weg Date: Mon, 2 Jun 2025 15:06:22 +0200 Subject: [PATCH 3/3] Apply suggestions from code review Co-authored-by: Emilie Lima Schario <14057155+emilieschario@users.noreply.github.com> --- src/handbook/operations/commission-payment.md | 26 +++++++++++++++++-- 1 file changed, 24 insertions(+), 2 deletions(-) diff --git a/src/handbook/operations/commission-payment.md b/src/handbook/operations/commission-payment.md index a8f634df4c..7d1233b31c 100644 --- a/src/handbook/operations/commission-payment.md +++ b/src/handbook/operations/commission-payment.md @@ -16,11 +16,13 @@ a very manual process, some day to be moved to a Node-RED workflow. Follow the next steps to process the commission calculations and setup for payment. Note: all sales commissions are advances under the assumption customers pay the -invoice. FlowFuse might withhold commission payments, or claw back payments if -payments aren't made within 60 days after the quote is signed. +invoice. FlowFuse might withhold commission payments or claw back payments if +payments aren't made within 60 days after the [deal was closed](https://flowfuse.com/handbook/customer/sales/engagements/#closing-a-deal). ### Calculating Team Commissions +In the first week after the month has passed, commission payments are calculated. Only closed won deals that have gone through the full process of closing a deal are considered. + Download all the deals from hubspot by going to the deal board and filter 2 ways: @@ -45,6 +47,26 @@ Copy the relevant details for the employee into an email and tell them what their performance was like and what commission they'll receive. It's important to get a written agreement to the commission number. +Here is an email template that can be used: + +Dear {{first_name}}, + +This email is to confirm your estimated commissions for {{Month and Year}}. +Your target amount for this quarter is {{amount}}. The end of {{Month and Year}} puts us +{{X}} weeks into the quarter. + +In {{Month and Year}}, you closed: +* {{Y}} number of deals +* {{ARR}} new Contracted ARR + +Please remember: FlowFuse might withhold commission payments, or +claw back payments if payments aren't made within 60 days after the quote is signed. + +Please confirm the numbers in this email for quota to be issued. + +Best, +{{Manager sending email}} + ### Wiring the money If the employee agrees with the commission, process the payment in Deel.