- handbook
- Company
- Company
- Board & Investors
- Communications
- Decision making and project management
- Guides
- KPIs and OKRs
- principles
- Remote Work
- Security
- Asset Management Policy
- Business Continuity & Disaster Recovery Policy
- Information Security Roles and Responsibilities
- Operations Security Policy
- Risk Management Policy
- Third-Party Risk Management Policy
- Human Resources Security Policy
- Incident Response Plan
- Cryptography Policy
- Secure Development Policy
- Access Control Policy
- Information Security Policy and Acceptable Use Policy
- Data Management Policy
- Hardware Security Policy
- strategy
- values
- Operations
- Product
- Blueprints
- Feedback
- Glossary
- Market Segments
- Metrics
- Node-RED Dashboard
- Personas
- Pricing Principles
- Principles
- Product Growth
- Strategy
- Versioning
- Engineering & Design Practices
- Design
- Engineering
- Contributing
- Front End
- Packaging Guidelines
- Platform Ops
- Incident Response
- Observability
- FlowFuse Dedicated
- Staging Environment
- Production Environment
- Deployment
- Update Stacks on Production
- Project Management
- Releases
- Security Policy
- Support
- tools
- Website A/B Testing
- Internal Operations
- People Ops
- Coaching Plans
- Code of Conduct
- Compensation
- Expenses
- Hiring
- Holiday & Leave
- Job Descriptions
- CEO
- CTO
- Account Executive
- Product Marketer
- Chief of Staff
- Developer Relations Advocate
- Dashboard Engineer
- VP, Sales
- Product Manager
- Engineering Manager
- Solutions Engineer
- PeopleOps Policies
- Performance review
- Summit
- Marketing department
- Marketing
- blog
- Brand Voice
- Community
- Company Messaging
- Customer Stories
- Events
- FlowFuse for Education
- How we work
- Lead Activation
- Lead Generation
- Marketing - Website
- Marketing Programs
- Social Media
- Video
- Webinars
- Sales department
- Sales
Commission Payment
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 deal was closed.
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, confirm that under the "Pipelines" list you are looking at the "Sales Pipeline" (not All Pipeline or other options), and add two filters:
- Closed "Last Month"
- Deal stage is "All closed won"; note: there is a different stage called Closed won. This is not that.
You need to have the following columns enabled:
- Deal Name
- Deal Stage
- Close Date
- Deal owner
- Amount
- Is Closed Won
- Deal Type
- Annual recurring revenue
- Annual contract value
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 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 yearly quota, etc.
You will need to visually inspect that the names to ensure that the mapping from team member to "Deal Closers" is correct. This may be a little bit more difficult in months where not everyone closes a deal.
You will also need to update the template if any new sales folks have started in the last month.
Finally, 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.
The email should go to the team member's personal email, and make sure the CEO and Head of GTM both receive a copy by including them in the cc on the email.
Here is an email template that can be used:
Subject line: Commission for [Month] [YYYY].
Dear [first_name],
This email is to confirm your estimated commissions for [Month and Year].
Your commission percentage for this quarter is [X].
In the aforementioned period, you closed:
- [Y] number of deals
- [cARR] new Contracted ARR
Your commission is USD $[XX].
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 the commission payment to be issued.
Best,
[Manager sending email]
Wiring the money
If the employee agrees to the commission, process the payment in Deel as USD payment. Sign into Deel and browse to the profile of the commission receiver. For contractors the commission or bonux is a Payment Adjustment. For EOR team members, you'll need to add an item under "Payments and Submissions" manually.
In both cases be explicit about this being a bonus for achievements for a certain time period and what the achievement was.