Merge pull request #3295 from FlowFuse/zj-commission

handbook: How to process commissions

Author: ZJvandeWeg

src/handbook/operations/commission-payment.md

@@ -0,0 +1,72 @@
+---
+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 [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:
+
+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](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".
+
+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.
+
+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.

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.