Move the sliders. See what you're asking the team to do — visits, tasks, hours, revenue, comp. Pairs with Workflow Waterfall and Phase 1 MSA.
For input + sign-off: Steve · Derek · Mike
Live — at current slider settingsTM · Loading…
Visits / week
0
vs Mike: 16–24
PASS
Activities / week
0
vs Mike: ≥25
PASS
Time / week
0h
customer-facing + admin
Revenue / year
$0
at current win rates
TM pay / year
$0
base + comm + bonuses
Force revenue
$0
18 TMs aggregated
Uncommissioned revenueRevenue earned above the rep's max-pay ceiling (130% of goal — matrix capped, kicker maxed at +30%).
Current TM
$0
— rep's max-pay revenue threshold
Force-wide · 18 TMs
$0
total uncommissioned revenue / yr
What you're asking the team to do — in plain English
Loading…
💰 What every action is worth — to the TM, and to HBBLive at current sliders · break-down of each touch type
🚛
Per Dealer Visit
To TM
$0
To HBB
$0
win rate × ACV × comp plan
📞
Per Friday Call
To TM
$0
To HBB
$0
connect × appt × show × visit value
💬
Per Friday SMS
To TM
$0
To HBB
$0
response × appt × show × visit value
✉️
Per 1:1 Email
To TM
$0
To HBB
$0
response × appt × show × visit value
Hourly rate the TM is actually paid — total annual pay ÷ customer-facing hours/yr$0/hr
Context — before counting visitsOrg tree · visit-mix philosophy
Regional Manager
RM
Visit-mix philosophy — Steve vs Mike (unresolved)
Two different B2B motions for the same TM. Pick one to see how the territory plan shifts. The Coaching Framework Pattern 3 weighting and Phase 4.1 playbook content depend on this answer.
Open Decision #6
End-user visit share75%
20% (Mike heavy)50/5090% (Steve heavy)
Resulting customer-class spread per month (visualization)
End-user 75%
WDS 25%
End-user fleets (NTC / OEF direct)Distributors (WDS) + OES
①
Stage 1 of 4
Effort — what the rep does
Pure activity volume. No assumptions yet about win rates, ACV, or pay. Set the dials Mike and Derek will hold reps to — visits, field days, Friday outbound, channel mix.
TM Levers
Field activity (Mon–Thu)
TM Lever
Visits during field days. Target = 4–6/day (Mike's 16–24/week threshold).
Visits per field day4
048
Field days per week
Weeks per year
Friday outbound
TM Lever
Calls + SMS + 1:1 email to firm up next week's appointments.
Per-action conversion rates and revenue assumptions. Defaults are sourced from Acumatica + B2B benchmarks. These determine how Stage 1 effort turns into dollars.
Market / Assumption
Revenue per visit
Assumption
Average $ each visit drives — reorder facilitation + cross-sell wins combined. Calibrate from Acumatica per-visit revenue.
Avg $ / visit$1,500
$0 · activity-only$1,500 default$5,000 high-touch
Phone-close rate
Assumption
Some connected Friday calls close right there — quick reorders, brand activations. Independent of the visit funnel.
% connected calls that close15%
0%15% (HubSpot benchmark)30%
Phone-close ACV
Assumption
Order size on a phone-close — "send me 50 brackets" type. Smaller than a visit-driven cross-sell.
$ / phone close$2,000
$500$2,000 default$5,000
Visit win rate
Market
% of dealer visits that produce a NEW-brand cross-sell win above baseline reorder. Source: MDM Industrial Sales 2023 (warm-account cross-sell), calibrated for HBB's existing-dealer motion.
Visit → cross-sell win8%
2% · cold8% default20% · top quartile
Call funnel
Market
Source: Cognism B2B Outbound Benchmark.
Connect rate (warm)40%
Connect → appointment25%
SMS & email funnels
Market
Source: Gartner B2B Buyer Survey, Belkins.
SMS response35%
Email response (1:1)15%
Response → appointment40%
Appt → visit show80%
Average order value
Market
From HBB's 535 existing cross-sell deals · median $2,427.
Order $$2,500
Orders per year
Market
After cross-sell activation. Acumatica reorder patterns.
Orders / yr / customer4
Retention factor
Market
First-year revenue capture · Industrial Distribution Assoc.
Retention65%
Annual customer value
$6,500
Time per visit
Assumption
Drive + meet + log time. Adjust for territory — urban routes are faster, rural/LATAM are slower.
Avg minutes per visit90
45 min · urban90 · mid180 · rural/LATAM
Followup-call ratio
Assumption
Followup calls generated per appointment. Higher = more deal-cycle churn per win.
Followup calls per appt0.5
012
▶ Stage 2 output — Effectiveness produces
Avg $ realized / visit$0Annual customer value (ACV)$0Visit-show effective rate0%
feeds into Stage 3
③
Stage 3 of 4
Effect on sales — what comes out
Stage 1 effort × Stage 2 effectiveness = revenue, appointments, wins, time committed, HubSpot records. Nothing here is editable — these are the consequences of the dials above.
Live math
Field time / week
20h
visits × 90 min (drive + meet + log)
Friday time
3h
outbound + plan + RM review
Admin / standup / updates
2h
daily standups + deal-stage updates
Total customer-facing hrs/wk
25h
out of ~40h work-week
Visit logs / week
16
Meetings + Notes in HubSpot
Outreach logs / week
20
Calls + SMS + Emails logged
Deal stage updates / week
12
~3/day × 4 field days
Total HubSpot records / wk
50
activities + meetings + notes
Followup calls generated
3
appointments × follow-up factor
Appointments / year
100
from visits + Friday outbound
Wins / year
37
at current win rates
Activations / year
4
new-brand activations · cap 8
Time + record math:visit uses the visit-time slider from Stage 2 ·
call 12 min interaction + 2 min log ·
SMS 5 min thread + 1 min log ·
email 10 min compose + 2 min log ·
deal update 2 min ·
30-day plan 30 min/wk ·
RM review 60 min/wk ·
daily standup 5 min × 4 days.
Followup-call count uses the followup-ratio slider from Stage 2.
HBB sets per-rep × per-brand goals + base salary + commission target. Stage 3's % of goal drops into the matrix to produce annual pay. The Matrix caps at 100% — above-target pay flows through the Annual Kicker only, paid as a year-end lump.
HBB Sets
Per-rep × per-brand annual sales goals
Each rep has 5 individual brand goals. Source: HBB master sheet (Mike's May 2026 view × 12 ≈ annual). Edit any cell — annual total recomputes per rep, force-wide total recomputes in the footer, and Stage 3 % of goal + Stage 4 pay update live. Reps not in the workbook view are shown with placeholder even-splits.
Annual = monthly × 12 (rough).
Confirm with Mike + adjust as needed.
Rep
Region (RM)
Plan
Minimizer
Premier
Viking
Dieters / Panelite
Betts
Annual Total
Force-wide totals (18 TMs)
$0
$0
$0
$0
$0
$0
TM pay plan — HBB 2026
US TSM
Base salary varies per rep (per Mike). Target commission + payout matrix + brand bonuses on top.
Base salary (per rep)
Plan
Annual sales goal (total)
Baseline revenue (carry-over book)
Brand Target Bonuses
# brands hitting 110% of goal2
035 (all)
# brands hitting 115% of goal0
035 (all)
Achievement & tier
100% TARGET
Live readout of where this rep lands on the payout matrix. Tier crossings (every +5%) are the real money moments.
% of annual goal0%
0%75%100%
Payout matrix position
100% TARGET HIT
+5% → 120% payout = $30K commission
Next kicker
—
+$0
if you cross
Marginal value of next $100K revenue:$0at current achievement
② Annual Kicker no kicker below 105% achievement · paid annually$0
③ Brand target bonuses 2 brands × 110% = $2,000$2,000
TOTAL ANNUAL PAY$92,000
▶ Stage 4 output — total annual TM pay
Annual pay (base + comm + bonuses)$0Effective hourly rate$0/hrvs industry benchmark $90K–$150K—
HBB 2026 Pay Plan Reference (verbatim from Excel)
All math in this tool computes from these three tables. Verify any number above by looking up the rep's achievement % here.
Source of Truth
① Target Commission
Base
For 100% achievement of annual sales goal. Paid monthly with quarterly true-ups.
Annual
Monthly
US TSM
$25,000
$2,083
Canada TSM
$25,000
$2,083
US RSM
$30,000
$2,500
② Payout Matrix
Multiplier
Multiplier on Target Commission, based on % of goal achieved. Caps at 100%. Above-target reward flows through the Annual Kicker (table ③), not through additional matrix multipliers.
% of Goal
TSM
RSM
0–74.99%
0%
0%
75–84.99%
50%
50%
85–100%
linear
linear
↓ matrix caps here · above 100% pays only via Annual Kicker →
100%+
100% (cap)
100% (cap)
③ Annual Kicker
Separate $$
Additional bonus paid annually on top of matrix commission. Separate from the multiplier.
Above Goal
TSM
RSM
+5%
$5,000
$6,000
+10%
$10,000
$12,000
+15%
$25,000
$30,000
+20%
$32,500
$39,000
+25%
$42,500
$51,000
+30% MAX
$55,000
$66,000
④ Brand Target Bonuses
Per Brand
Each brand hitting its individual goal at 110% / 115% triggers a fixed bonus. 5 brands × tier amount = max.
Brand at
US TSM
Canada TSM
US RSM
110% of brand goal
$1,000
$1,250
$1,500
115% of brand goal
$2,000
$2,500
$3,000
All 5 at 115% (max)
$10,000
$12,500
$15,000
Maximum Commission Possible
Ceiling
A TM at +30% achievement with all 5 brands at 115% earns all 3 components simultaneously. Matrix is capped at 100% — over-target reward is in the Annual Kicker.
Component
US TSM
US RSM
① Matrix commission (capped)
$25,000
$30,000
② Annual Kicker (year-end)
$55,000
$66,000
③ Brand Bonuses
$10,000
$15,000
Max commission (excl. base)
$90,000
$111,000
Source: HBB 2026 Sales Commission Plan (Comp Plan 2026.xlsx rows 11-58, Comp Plan Canada 26.xlsx rows 12-72). Provided by Mike Selick 2026-05-12.
How this tool uses it: activity revenue → % of goal → look up Payout Matrix multiplier (table ②, capped at 100%) → multiply by Target Commission (table ①). Target commission is paid monthly with quarterly true-ups. Then if achievement is above 105%, add the Annual Kicker from table ③ — that is a separate year-end bonus, paid once. Plus Brand Bonuses from table ④. Plus base salary (per-rep, varies). Math is in compute() in this file's source.
⚡ What if you pushed harder? commission only · brand bonuses unchanged
+1 visit/day
$172K
+$34K to you
+5 Friday outbound
$148K
+$10K to you
Both stretches
$182K
+$45K to you
Open decisions — not in this sign-off, surfaced for the record
Six items remain unresolved as of 2026-05-12. Ratifying this model does not close them.
Q30 — Quote-engagement auto-task routing. Mike says route to TM; Derek's kickoff said Inside Sales. Phase 3.6 build blocked. Needs: Derek + Mike alignment call · before Phase 3.6 kickoff
Damon's role. Mike's Q25 names "Damon" as 3rd-tier approver. Not in kickoff or stakeholder list. Needs: Steve confirms title + threshold
Cross-sell rule sign-off. §C requires HBB sign-off on brand-pair triggers + revenue threshold. Needs: Steve + Mike approve cross-sell rules · §C kickoff item
Q22 product-mapping punt. Mike said "see HBB website /sales/" — needs scrape + Derek validation. Needs: HubAutomation scrape + Derek validation · before Phase 4.1
End-user vs distributor visit-mix philosophy. Steve = 75% end-user pull-through. Mike = WDS over-rep push-through. Both defensible; produces different monthly plans for the same TM. Needs: Steve + Mike alignment · gates Phase 4.1 playbook + Coaching Pattern 3 weighting
3-Way Ratification
By signing below, all three signatories confirm: (1) Mike's 15 / 10 / 25 / 16-24 weekly threshold is the §4.6 Adoption Scorecard threshold; (2) the cadence and time commitment shown for the chosen slider settings are what is being asked of the team; (3) the six open decisions remain outside the scope of this sign-off.