How technician-generated lead rules work in Configurable Payroll

Overview

A technician-generated lead (TGL) in Configurable Payroll is a workflow designed to reward technicians who identify sales opportunities in the field, even when they don't complete the sale or installation themselves. There are two types of TGL pay rules in Configurable Payroll:

• TGL / Turnover Bonus Paid when Lead is Set: Rewards the technician for setting a lead where an estimate is sold

• TGL / Turnover Bonus Paid on Installation: Rewards the technician when the resulting install job from the sold estimate is completed.

Things to know

• You can manually set Lead Generated From and Lead Generated By fields, however if you want to set only the Lead Generated By field, a three job workflow needs to be followed.

Use cases

• A service technician identifies a need for a water heater during a maintenance visit and submits a lead. When the office books that lead as a sales job for a sales technician, the originating technician receives the TGL bonus.

• The sales technician closes the estimate and the office converts it to an install job; once the install is completed and the install invoice posts, the originating technician receives the TGL Paid on Installation bonus.

What technician-generated lead (TGL) is and how it works

A technician-generated lead (TGL) is a sales opportunity a field technician identifies during a service, maintenance, or install job and reports to the office. The office books a sales job for a sales technician to provide an estimate; if sold, it can convert to an install job.

The TGL workflow can be a two-job or three-job workflow. Following the correct steps ensures the commissions are automatically calculated and paid.

TGL / Turnover Bonus Paid when Lead is Set pay rule workflow

This rule rewards the technician for setting the lead at the point of sale. It applies in two-job workflows, when a lead is submitted and the sales job is completed:

1. A technician is on the initial job and finds an opportunity. They call the office to submit a lead.

2. From the office, book the sales job with one of these methods:        

   1. Method 1: From the initial job:                

      1. Search for and open the initial job.

      2. From the Job Actions dropdown, select Lead. 

      3. Add details for the sales job.

      4. Use the Lead-Setting Employee dropdown to select the technician who generated the lead, and the Technician dropdown to select the technician who will present the estimate in the sales job.                        

         Tip: Technician autopopulate who submitted the lead, as he was working on the initial job.

                              

      5. When finished, click Book.

   2. Method 2: From the call-booking screen:                

      1. Go to the navigation bar and click Calls.

      2. Search and click the location for the job.

      3. Click Lead. 

      4. Select the job that generated the lead then click Next. 

      5. From the Lead-Setting Employee dropdown, select the technician who generated the lead.

      6. Click Save. 

      7. Add details for the sales job.

      8. When finished, click Book job.
         The sales technician dispatches, arrives, presents the estimate, and completes the sales job. Once the sales job is completed:

3. Add the invoice to the batch and post/export the batch.

4. Once the invoice is posted and when the lead generated by and from fields are populated, the TGL/Turnover Bonus Paid when lead is set pay rule in Configurable payroll triggers.

5. Run the Master Pay File report to see the bonus.

Note: This rule is originally for a $0 sales job where the estimate is sold and converted to a new job, so it can only be paid on the Payroll Date.

TGL / Turnover Bonus Paid on Installation pay rule workflow

This rule rewards the technician for the lead after the entire job is fully completed. It applies in three-job workflows, when a lead is submitted, a sales job is completed, and the sold estimate converts into an install job:

The process begins when a technician is on the initial job and finds an opportunity. The technician calls the office to submit a lead.

1. From the office, book the sales job using one of the previous methods.

2. The sales technician dispatches and arrives at the sales job. The technician presents and sells the estimate, and completes the sales job.

3. From the office, book the sold estimate into the install job. 

4. The technician dispatches, arrives and completes the install job. Once the install job is completed:

5. Add the invoice to the batch and post/export the batch.

6. Once the invoice is posted/exported, the TGL/Turnover Bonus Paid on Installation pay rule in Configurable Payroll triggers.

7. Run the Master Pay File report to see the bonus.

Note: The TGL/Turnover Bonus Paid on Installation pay rule triggers only if all three-jobs are used and the Install job is created by converting the sold estimate.

Common reasons TGL pay rules don't trigger

Technician-generated lead (TGL) pay rules won't trigger:

• If the sales job was not booked from the initial job.

• If the Lead Generated From and Lead Generated By field on the sales job and Lead generated by field on the install job are not updated.

• If a one-job workflow is used where the technician performs, finds, sells, and books the estimate into the same job.

Resolve TGL pay rule issues

If the three-job workflow is not followed correctly:

Fix 1: Create a manual payroll adjustment to the technician directly on the job's invoice.

Fix 2: Edit a pay profile and add pay rule under Configure Pay Types step.

1. Select a TGL/Turnover Bonus Paid when lead is set pay rule.

2. Add a job filter to require the Invoice Subtotal to be greater than $0. 

3. Manually trigger the rule and post the invoice. As the invoice subtotal is greater than $0, this rule will be triggered, and the commission will be paid.

Fix 3: Manually trigger the TGL/Turnover Bonus Paid when lead is set pay rule:

1. Open the sales job.

2. Click Edit.

3. Select the Lead from another job option.

4. In the Lead Generated From field, indicate the source of the lead.

5. In the Lead Generated By field, indicate who generated the lead. 

6. When finished, click Save.

FAQ

Can a single job be the lead setting job for generating commissions on multiple jobs?

Yes. you can use one job as the single lead-setting job. For example, if an estimate is sold and then booked into three separate jobs, the technician can receive a TGL commission for each of those jobs. The three jobs are tied back to the initial job where the lead was found. You can also manually update the lead fields for several jobs to tie them back to the job where the lead was originally found.

What should I do if the three-job workflow is not followed correctly?

If a three-job workflow is not followed correctly and the estimate is sold and booked into the third job, the install job should be tied back to the job where the lead was found to ensure TGL reporting is accurate.

• If the technician should also receive a commission on the sales job, create a payroll adjustment on the sales job.

• If the estimate was not sold and the technician should receive a commission on the sales job, tie the sales job to the initial job.

Can the same technician be both the lead-setting and the installing technician?

Yes. After the technician finds and submits a lead on the initial job, the office books a sales/estimate job. If it sells, convert to an install job and assign the same technician to perform the work.

Can the technician who's expected to receive the TGL bonus also be the one performing the jobs?

Yes, but only if they are assigned to the third job in the TGL workflow. The technician is performing work on an install/service/maintenance job, finds potential work to be sold, and submits a lead. The second job is then booked for a sales technician to provide an estimate. If that estimate is booked into an install job, the original technician can be assigned to work on that third job in the TGL workflow.

How can technician-generated lead rules be triggered manually?

The only way to manually generate TGL commission is by updating the lead fields from the job page.

Will selling an estimate and booking it into the same job trigger a TGL pay rule?

• Two-job workflow: Yes, if the first job is where the lead is found and the second job is where the estimate was sold and booked into the same job. This will trigger the TGL bonus when lead is set pay rule. This pay rule can't be configured to pay on the last payment date since the second job in the TGL workflow is usually a $0 invoice.

• One-job workflow: No. If the technician performs the work, finds more work to sell, creates and sells an estimate, and books it into the same job, this will not trigger a TGL pay rule. A payroll adjustment would need to be created.

Want to learn more?

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