[{"data":1,"prerenderedAt":1007},["ShallowReactive",2],{"handbook-\u002Fhandbook\u002Foperations\u002Fcommission-payment":3,"handbook-nav":296},{"id":4,"title":5,"body":6,"description":20,"extension":289,"meta":290,"navigation":291,"path":292,"seo":293,"stem":294,"__hash__":295},"handbook\u002Fhandbook\u002Foperations\u002Fcommission-payment.md","Commission Payment",{"type":7,"value":8,"toc":272},"minimark",[9,17,21,26,29,38,43,46,56,66,69,99,102,111,114,117,120,123,126,129,132,136,139,142,145,149,156,165,169,172,176,188,191,195,198,201,204,207,210,214,222,226,243,247,250,261,265],[10,11,13],"h1",{"id":12},"",[14,15],"binding",{"value":16},"navTitle",[18,19,20],"p",{},"FlowFuse has some employees that are compensated through a bonus or commission\nstructure. This structure reduces their base compensation, and rewards them when\ngoals are met and for taking a risk with their base compensation.",[22,23,25],"h2",{"id":24},"processing-sales-commission","Processing Sales Commission",[18,27,28],{},"The company processes the commission payment for sales reps on a monthly basis\nto create a short feedback loop between closing and the reward. Currently that's\na very manual process, some day to be moved to a Node-RED workflow. Follow the\nnext steps to process the commission calculations and setup for payment.",[18,30,31,32,37],{},"Note: all sales commissions are advances under the assumption customers pay the\ninvoice. FlowFuse might withhold commission payments or claw back payments if\npayments aren't made within 60 days after the\n",[33,34,36],"a",{"href":35},"\u002Fhandbook\u002Fsales\u002Fengagements\u002F#closing-a-deal","deal was closed",".",[39,40,42],"h3",{"id":41},"calculating-team-commissions","Calculating Team Commissions",[18,44,45],{},"In the first week after the month has passed, commission payments are\ncalculated. Only closed won deals that have gone through the full process of\nclosing a deal are considered.",[18,47,48,49,55],{},"Download all the deals from hubspot by going to the\n",[33,50,54],{"href":51,"rel":52},"https:\u002F\u002Fapp-eu1.hubspot.com\u002Fcontacts\u002F26586079\u002Fobjects\u002F0-3\u002Fviews\u002Fall\u002Flist",[53],"nofollow","deal board",",\nconfirm that under the \"Pipelines\" list you are looking at the \"Sales Pipeline\" (not All Pipeline or other options),\nand add two filters:",[57,58,59,63],"ol",{},[60,61,62],"li",{},"Closed \"Last Month\"",[60,64,65],{},"Deal stage is \"All closed won\"; note: there is a different stage called Closed won. This is not that.",[18,67,68],{},"You need to have the following columns enabled:",[70,71,72,75,78,81,84,87,90,93,96],"ul",{},[60,73,74],{},"Deal Name",[60,76,77],{},"Deal Stage",[60,79,80],{},"Close Date",[60,82,83],{},"Deal owner",[60,85,86],{},"Amount",[60,88,89],{},"Is Closed Won",[60,91,92],{},"Deal Type",[60,94,95],{},"Annual recurring revenue",[60,97,98],{},"Annual contract value",[18,100,101],{},"When the deal board is updated with on the won deals of last month,\nclick \"Export View\" and export as CSV. Download this file\nto your machine.",[18,103,104,105,110],{},"Make a copy of\n",[33,106,109],{"href":107,"rel":108},"https:\u002F\u002Fdocs.google.com\u002Fspreadsheets\u002Fd\u002F1fBq4g4W26M3k-uUOg5p4D2mYUyBPP8EbdtPLwuQ5RPI\u002F",[53],"this Google Sheet template","\nand import the CSV just downloaded from HubSpot into the \"All Deals\" sheet.\n\"File\" -> \"Import\" -> \"Upload\" -> \"Replace Current Sheet\".",[18,112,113],{},"Now \"All Deals\" have been listed, that adds all the deal closers to the \"Team\"\ntab. Fill out all the cells for team members with their yearly quota, etc.",[18,115,116],{},"You will need to visually inspect that the names to ensure that the mapping\nfrom team member to \"Deal Closers\" is correct. This may be a little bit more\ndifficult in months where not everyone closes a deal.",[18,118,119],{},"You will also need to update the template if any new sales folks have started\nin the last month.",[18,121,122],{},"Finally, go to the \"Commissions\" tab and select the employee to calculate the\npayment for.",[18,124,125],{},"Do not manually override any formulas in the commission tab, make sure that all calculations should be driven by the sheet's logic.",[18,127,128],{},"Copy the relevant details for the employee into an email and tell them what\ntheir performance was like and what commission they'll receive. It's important\nto get a written agreement to the commission number.",[18,130,131],{},"The email should be sent to the team member's personal email address so they retain access to the commission confirmation post-employment, as compensation records are considered personal. Make sure the CEO and the manager of the team member receiving the bonus both receive a copy by including them in the cc on the email.",[39,133,135],{"id":134},"additional-notes-for-commission-processing","Additional Notes for Commission Processing",[18,137,138],{},"To avoid errors, copy and paste all numerical amounts directly from the spreadsheet whenever possible instead of typing them manually. Carefully double-check all details before saving the email as a draft. Once the draft is finalized and verified, inform the CEO that it is ready for review and sending.",[18,140,141],{},"After processing commission, update the Ops Plan spreadsheet (AE productivity tab) with the finalized commission details.",[18,143,144],{},"Add this task as a recurring calendar reminder on the first Monday or Tuesday of each month.",[39,146,148],{"id":147},"email-template-that-should-be-used","Email template that should be used:",[18,150,151,152,37],{},"Subject line: ",[153,154,155],"code",{},"Commission for [Month] [YYYY]",[157,158,163],"pre",{"className":159,"code":161,"language":162},[160],"language-text","Dear [first_name],\n\nThis email is to confirm your estimated commissions for [Month and Year]. \nYour commission percentage for this quarter is [X]. \n\nIn the aforementioned period, you closed:\n\n- [Y] number of deals\n- [cARR] new Contracted ARR\n\nYour commission is USD $[XX].\n\nPlease remember: FlowFuse might withhold commission payments, or claw back\npayments if payments aren't made within 60 days after the quote is signed.\n\nPlease confirm the numbers in this email for the commission payment to be issued.\n\nBest,\n\n[Manager sending email]\n","text",[153,164,161],{"__ignoreMap":12},[39,166,168],{"id":167},"update-sales-representative-productivity","Update Sales Representative Productivity",[18,170,171],{},"Once commission numbers are finalized for the month, rep productivity should be updated in the Ops Plan spreadsheet using the finalized data.",[39,173,175],{"id":174},"wiring-the-money","Wiring the money",[18,177,178,179,183,184,187],{},"If the employee agrees to the commission, process the payment in Deel as USD payment.\nSign into Deel and browse to the profile of the commission receiver. For contractors\nthe commission is a ",[180,181,182],"strong",{},"Payment Adjustment",", and mark it as a ",[180,185,186],{},"commission"," payment not as a bonus.\nFor EOR team members, you'll need to add an item under \"Payments and Submissions\" manually.",[18,189,190],{},"In both cases be explicit about this being a bonus or commission for achievements for a certain\ntime period and what the achievement was.",[22,192,194],{"id":193},"processing-non-commission-bonuses","Processing non-commission Bonuses",[18,196,197],{},"FlowFuse processes other bonuses on a quarterly basis. These bonuses are agreed upon between the employee and their manager.",[18,199,200],{},"At the start of each quarter, the employee should send an email to both their manager and the CEO outlining the agreed goals and bonus structure. The manager must reply to that email confirming the agreement. This ensures that all parties have written confirmation of the goals and conditions.",[18,202,203],{},"All goals must be achieved within the agreed quarter. Data or outcomes generated outside of the quarter will not be counted toward the results, even if reports need to be finalized or generated after the quarter has ended. Some reporting may require data collection after the quarter, but this does not extend the performance period.",[18,205,206],{},"When the goal has been fully achieved or the quarter has ended with results within the agreed performance threshold, the employee should send a follow-up email to both their manager and the CEO summarizing the achieved outcome.",[18,208,209],{},"The bonus payment will be included in the next payroll after the goal completion or report is submitted.",[22,211,213],{"id":212},"processing-csm-commission","Processing CSM Commission",[18,215,216,217,37],{},"Following the end of each quarter, the Operations team processes CSM commissions based on the performance metrics outlined in the ",[33,218,221],{"href":219,"rel":220},"https:\u002F\u002Fflowfuse.com\u002Fhandbook\u002Fsales\u002Fcustomer-success\u002F",[53],"CS Handbook",[39,223,225],{"id":224},"payout-timeline-submission","Payout Timeline & Submission",[57,227,228,237,240],{},[60,229,230,231,236],{},"Submission: CSMs must complete and submit the Commission Calculation ",[33,232,235],{"href":233,"rel":234},"https:\u002F\u002Fdocs.google.com\u002Fspreadsheets\u002Fd\u002F1QruPv_EmC3o0OPTipSxqKIWy0mMxMB8asWupdA8N_X8\u002Fedit?gid=1622984334#gid=1622984334",[53],"Template"," by the 5th business day of the new quarter. Duplicate the workbook and complete the necessary fields following the legend.",[60,238,239],{},"Validation: Operations will cross-reference the template against HubSpot data, specifically verifying the Effective Dates for all transactions.",[60,241,242],{},"Payment: Once validated, commissions are included in the next available payroll cycle.",[39,244,246],{"id":245},"data-requirements","Data Requirements",[18,248,249],{},"The calculation template must include:",[70,251,252,255,258],{},[60,253,254],{},"Company Name & Transaction Amount (ARR Delta).",[60,256,257],{},"Notice Date: When the customer informed us of the change. Or when we actually closed won the change in HubSpot",[60,259,260],{},"Effective Date: When the change actually takes place in the contract.",[39,262,264],{"id":263},"currency-of-payout","Currency of Payout",[18,266,267,268],{},"Commission is paid in the currency specified in your initial employment contract (e.g., USD or EUR). ",[269,270,271],"em",{},"Note: Please confirm your specific payout currency with the Operations team during your first quarter.",{"title":12,"searchDepth":273,"depth":273,"links":274},2,[275,283,284],{"id":24,"depth":273,"text":25,"children":276},[277,279,280,281,282],{"id":41,"depth":278,"text":42},3,{"id":134,"depth":278,"text":135},{"id":147,"depth":278,"text":148},{"id":167,"depth":278,"text":168},{"id":174,"depth":278,"text":175},{"id":193,"depth":273,"text":194},{"id":212,"depth":273,"text":213,"children":285},[286,287,288],{"id":224,"depth":278,"text":225},{"id":245,"depth":278,"text":246},{"id":263,"depth":278,"text":264},"md",{"navTitle":5},true,"\u002Fhandbook\u002Foperations\u002Fcommission-payment",{"description":20},"handbook\u002Foperations\u002Fcommission-payment","OMGYxAKbw08ah4z8SmcKO8AIGNuP_wn5CBg-PRKOcgo",[297],{"title":298,"path":299,"stem":300,"children":301},"Handbook","\u002Fhandbook","handbook",[302,305,426,456,654,730,786,912],{"title":303,"path":299,"stem":304},"FlowFuse 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