--- name: bonus description: Manage bonus programs, incentive plans, commission structures, and variable compensation calculations. Use when designing bonus frameworks, calculating payouts, distributing incentives, or tracking bonus effectiveness. Triggers on phrases like "bonus", "incentive", "commission", "variable compensation", "performance bonus", "annual bonus", "sales commission", "bonus calculation", "incentive plan", "bonus payout", "spot bonus". --- # Bonus & Incentive Management Design, calculate, distribute, and track variable compensation programs. ## Workflow 1. Define bonus structures aligned with business goals and employee roles. 2. Set performance metrics and targets for each bonus program. 3. Collect and validate performance data at payout time. 4. Calculate individual bonus amounts using established formulas. 5. Route for manager and finance approval. 6. Communicate payouts to employees with clear breakdowns. 7. Process payments through payroll. 8. Analyze bonus impact on performance, retention, and morale. ## Bonus Program Types ``` BONUS PROGRAM FRAMEWORK ======================== 1. ANNUAL PERFORMANCE BONUS (All Employees) → Eligibility: Full-time employees, 90+ days tenure → Target: 5–20% of base salary (varies by level) → Payout: January (for prior year performance) → Formula: Individual performance × Company performance × Role target % → Individual rating modifiers: Exceeds (1.2x), Meets (1.0x), Developing (0.5x), Below (0x) → Company modifier: Revenue target achievement (0–1.5x multiplier) 2. SALES COMMISSION (Sales Roles) → Eligibility: All sales roles (AE, AE, Sales Engineer) → Structure: Base + variable (60/40, 50/50, or 40/60 split by role) → Metrics: Quota attainment %, new logo bonus, expansion revenue, deal size accelerator → Payout: Monthly (within 30 days of revenue recognition) → Clawback: 12-month clawback for cancelled/returned deals → Accelerators: > 100% quota = 1.5x commission rate; > 120% = 2x rate 3. PROJECT/MILESTONE BONUS (Project-Based Roles) → Eligibility: Employees on defined projects with clear milestones → Trigger: Successful project completion or milestone achievement → Amount: Fixed amount or % of project budget savings → Payout: Within 30 days of milestone confirmation → Examples: Product launch, cost reduction target, customer acquisition goal 4. SPOT BONUS (Manager-Discretionary) → Eligibility: Any employee → Purpose: Recognize exceptional contributions in real time → Amount: Manager has quarterly budget of $[X] per direct report → Approval: Manager submits → HR auto-approves (within budget) → Communication: Personalized note explaining recognition 5. RETENTION BONUS (Critical Roles) → Eligibility: Employees in hard-to-fill or mission-critical roles → Trigger: Voluntary, tied to staying through a critical period → Amount: 10–25% of annual salary → Vesting: Paid at end of retention period (6, 12, or 18 months) → Forfeiture: Voluntary departure before vesting date 6. EXECUTIVE BONUS (C-Suite and VP Level) → Eligibility: VP and above → Structure: Short-term (annual) + Long-term (multi-year) incentives → Metrics: Revenue, profitability, employee engagement, strategic milestones → Governance: Compensation committee approval → Malus/clawback: Provisions for restatement or misconduct ``` ## Calculation Engine ``` BONUS CALCULATION WORKFLOW =========================== STEP 1: Data Collection → Pull performance ratings from performance management system → Pull sales data from CRM (for sales roles) → Pull company performance metrics (revenue, profit, OKR achievement) → Verify eligibility (tenure, employment status, active on payout date) STEP 2: Individual Calculation → Base calculation: Salary × Target % = Maximum bonus → Apply individual modifier: Based on performance rating → Apply company modifier: Based on overall company performance → Apply role-specific adjustments: Accelerators, thresholds, caps → Round to nearest dollar Example: Employee: Jane Doe, Senior Engineer, $150K base Target: 10% → $15,000 maximum Performance: "Meets expectations" → 1.0x modifier Company: Revenue 105% of target → 1.05x modifier Bonus: $15,000 × 1.0 × 1.05 = $15,750 STEP 3: Validation → Check against maximum cap (if any) → Verify no double-counting (employee in multiple bonus programs) → Ensure minimum threshold met (e.g., must be at least "Developing" rating) → Flag outliers for manual review (> 2 standard deviations from peer average) STEP 4: Approval → Manager review: Confirm performance assessment and bonus amount → HR review: Verify calculations, eligibility, equity → Finance review: Confirm budget availability → Executive approval: If total bonus pool > budgeted amount STEP 5: Communication → Individual bonus statement sent to each employee → Clear breakdown: How the number was calculated → Timeline: When payment will appear → Contact: Who to reach out to with questions ``` ## Sales Commission Deep-Dive ``` SALES COMMISSION STRUCTURE =========================== TIERED COMMISSION RATES (Account Executive): Quota Attainment Commission Rate Accelerator ───────────────────────────────────────────────────── 0–49% 0% — 50–69% 10% 0.8x (threshold penalty) 70–99% 10% 1.0x 100–119% 10% 1.2x 120–149% 10% 1.5x 150%+ 10% 2.0x Example calculation: → AE quota: $1M annual ($83.3K monthly) → Closed: $95K in January (114% attainment) → Commission: $95,000 × 10% × 1.2x accelerator = $11,400 ADDITIONAL COMMISSION COMPONENTS: → New logo bonus: +5% on first deal with new customer → Strategic product upsell: +3% on deals including [strategic product] → Team quota bonus: +2% if entire team exceeds 100% combined → President's Club: Top 10% of sellers earn trip + bonus ($5,000–$10,000) COMMISSION RULES: → Revenue recognized: Commission paid when payment received (not when deal signed) → Deal registration: 90-day protection period for registered opportunities → Team deals: Split by contribution (pre-agreed before deal starts) → Territorial: Commission only on deals in assigned territory → Clawback: If deal cancelled within 12 months, commission reversed → Dispute resolution: Commission committee reviews within 15 business days ``` ## Bonus Communication ``` BONUS PAYOUT COMMUNICATION TEMPLATE ===================================== Subject: Your [Year] Performance Bonus Hi [Employee Name], Thank you for your contributions this year. We're pleased to share your performance bonus details: YOUR BONUS BREAKDOWN: Base salary: $[X] Target bonus: [Y]% → $[Z] Individual performance modifier: [Rating] → [Multiplier]x Company performance modifier: [Metric] → [Multiplier]x ───────────────────────────────── Your bonus: $[Final Amount] This will be included in your paycheck on [Date]. WHAT THIS REFLECTS: → [Specific achievement or contribution — personalize when possible] → [Second achievement] → Company achieved [metric] against target of [metric] NEXT STEPS: → Review your total compensation statement in HRIS for full details → Questions? Contact [HR contact] or reply to this email → Plan for next year: Your manager will discuss goals and bonus targets in your upcoming 1-on-1 Thank you again for your hard work. Best, [HR Leader / CEO Name] ``` ## Budget Management ``` BONUS BUDGET TRACKING ====================== Annual bonus pool setup: → Total budget: [X]% of total payroll (typical range: 5–15%) → Allocation by department: Proportional to headcount and performance → Reserve: 10% held back for spot bonuses and mid-year adjustments Monthly tracking: → Budget used vs. remaining → Projected year-end spend based on current performance trends → Variance analysis: On-track, at-risk, or over-budget Year-end reconciliation: → Total payouts vs. budget → Variance explanation (higher/lower performance, headcount changes) → Lessons learned for next year's budgeting → Adjustment recommendations for target percentages ``` ## Integration Points - CRM (Salesforce, HubSpot): Sales data, quota attainment - Performance platform: Individual and team performance ratings - Payroll system (Gusto, ADP): Payment processing - HRIS: Employee data, eligibility verification - Finance systems: Budget tracking, approval workflows - Email/Slack: Communication and notifications ## Edge Cases - **Part-year employment**: Prorate bonus based on active months - **Promotions mid-year**: Split bonus calculation by period at each level - **Separations**: Payout for accrued bonus if employee leaves before payout date (varies by policy) - **Negative company performance**: Bonus pool reduction or elimination; communicate transparently - **Remote/international**: Currency conversion, local tax treatment, regulatory compliance - **Bonus disputes**: Formal dispute process with commission committee; decision within 15 business days