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:

1. Closed "Last Month"
2. 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
   • Amount
   • Deal owner
   • 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.

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. Make sure the CEO and Head of GTM both receive a copy through listing them as cc recipients.

Here is an email template that can be used:

Dear ,

This email is to confirm your estimated commissions for false. Your
target amount for this quarter is . The end of false puts
us  weeks into the quarter.

In false, you closed:

-  number of deals
-  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, 

Wiring the money

If the employee agrees with the commission, process the payment in Deel as USD payment.