From a05eec1791a5059aa020afda59a10dff578a1ef2 Mon Sep 17 00:00:00 2001 From: ZJ van de Weg Date: Mon, 5 Oct 2026 14:01:45 -0700 Subject: [PATCH] Handbook: rename the Commercial Organization to Sales Retitle the sales section, its sidebar entry and its heading to Sales, and refer to the Sales organization in the section's prose. --- nuxt/content/handbook/sales/.navigation.yml | 4 ++-- nuxt/content/handbook/sales/customer-journey.md | 2 +- nuxt/content/handbook/sales/index.md | 8 ++++---- nuxt/content/handbook/sales/onboarding.md | 4 ++-- nuxt/content/handbook/sales/operating-principles.md | 6 +++--- nuxt/content/handbook/sales/processes/index.md | 2 +- nuxt/content/handbook/sales/sales-team.md | 4 ++-- nuxt/content/handbook/sales/solution-engineering.md | 6 +++--- nuxt/content/handbook/sales/tools.md | 2 +- nuxt/content/handbook/sales/working-norms.md | 2 +- 10 files changed, 20 insertions(+), 20 deletions(-) diff --git a/nuxt/content/handbook/sales/.navigation.yml b/nuxt/content/handbook/sales/.navigation.yml index 64274264bd..367df34967 100644 --- a/nuxt/content/handbook/sales/.navigation.yml +++ b/nuxt/content/handbook/sales/.navigation.yml @@ -1,5 +1,5 @@ -title: "Commercial Organization" +title: "Sales" navigation: - group: "Commercial Organization" + group: "Sales" icon: i-lucide-trending-up order: 7 diff --git a/nuxt/content/handbook/sales/customer-journey.md b/nuxt/content/handbook/sales/customer-journey.md index 2b114617e0..fd17764461 100644 --- a/nuxt/content/handbook/sales/customer-journey.md +++ b/nuxt/content/handbook/sales/customer-journey.md @@ -6,7 +6,7 @@ navigation: # Customer Journey Alignment -The Commercial Organization coordinates across functions to guide prospects and +The Sales organization coordinates across functions to guide prospects and customers through the entire lifecycle — from first awareness to long-term success. A shared understanding of the journey keeps us delivering the right value at the right time, with clear ownership at every stage. diff --git a/nuxt/content/handbook/sales/index.md b/nuxt/content/handbook/sales/index.md index 18070a9e9b..01a281d42d 100644 --- a/nuxt/content/handbook/sales/index.md +++ b/nuxt/content/handbook/sales/index.md @@ -1,10 +1,10 @@ --- -title: "Commercial Organization" +title: "Sales" --- -# Commercial Organization +# Sales -The Commercial Organization owns how FlowFuse turns product capability into +The Sales organization owns how FlowFuse turns product capability into realized customer value — from the first commercial conversation through adoption, expansion, and long-term success. It is more than a revenue function: it is a unified commercial team responsible for building customer relationships, @@ -45,7 +45,7 @@ sustainably. ## Organizational structure -The Commercial Organization is led by the **VP of Sales**, who oversees the five +The Sales organization is led by the **VP of Sales**, who oversees the five functions. Each function has distinct responsibilities, but we operate as a single, collaborative department aligned around customer value and commercial growth, with strong cross-functional collaboration across Product, Marketing, diff --git a/nuxt/content/handbook/sales/onboarding.md b/nuxt/content/handbook/sales/onboarding.md index e0d52e4057..50c7bd51be 100644 --- a/nuxt/content/handbook/sales/onboarding.md +++ b/nuxt/content/handbook/sales/onboarding.md @@ -8,7 +8,7 @@ navigation: Effective onboarding and continuous development are how we build a high-performing, collaborative team. This page outlines how new team members get up to speed and -how ongoing growth is supported across the Commercial Organization. +how ongoing growth is supported across the Sales organization. ## Onboarding structure @@ -53,5 +53,5 @@ maintained and assigned with Sales leadership and the relevant team leads. --- -New to the team? Start with the [Commercial Organization overview](/handbook/sales/) +New to the team? Start with the [Sales overview](/handbook/sales/) and the [Working Norms](/handbook/sales/working-norms/). diff --git a/nuxt/content/handbook/sales/operating-principles.md b/nuxt/content/handbook/sales/operating-principles.md index 788b196e9a..0a231c2714 100644 --- a/nuxt/content/handbook/sales/operating-principles.md +++ b/nuxt/content/handbook/sales/operating-principles.md @@ -2,7 +2,7 @@ title: "Commercial Team Operating Principles" navigation: order: 6 -description: "Professional standards and expectations for the FlowFuse Commercial Organization." +description: "Professional standards and expectations for the FlowFuse Sales organization." --- # Commercial Team Operating Principles @@ -12,7 +12,7 @@ The Commercial Team Operating Principles define how FlowFuse team members conduc ## Purpose These principles outline the professional behaviors, standards, and habits required to represent FlowFuse effectively. -They apply to all members of the Commercial Organization and complement related pages in this handbook, including Discovery, Follow-Up, SPICED, and CRM Requirements. +They apply to all members of the Sales organization and complement related pages in this handbook, including Discovery, Follow-Up, SPICED, and CRM Requirements. For the team's operating rhythm and escalation routing, see [Working Norms](./working-norms.md). ## Professional Presence @@ -74,7 +74,7 @@ Timely follow-up maintains momentum and demonstrates reliability: ## Internal Collaboration -The Commercial Organization operates as a single team. Expectations: +The Sales organization operates as a single team. Expectations: * Ask for help early to avoid delays later in the cycle * Use shared Slack channels for visibility diff --git a/nuxt/content/handbook/sales/processes/index.md b/nuxt/content/handbook/sales/processes/index.md index 7622d8104c..ccf564303e 100644 --- a/nuxt/content/handbook/sales/processes/index.md +++ b/nuxt/content/handbook/sales/processes/index.md @@ -4,7 +4,7 @@ title: "Processes" # Processes -This page is a navigation index for the core processes and methodologies used across the Commercial Organization. +This page is a navigation index for the core processes and methodologies used across the Sales organization. Each process is owned by a specific function, with other functions contributing as needed. --- diff --git a/nuxt/content/handbook/sales/sales-team.md b/nuxt/content/handbook/sales/sales-team.md index 1237b9ea41..33c2eb1eef 100644 --- a/nuxt/content/handbook/sales/sales-team.md +++ b/nuxt/content/handbook/sales/sales-team.md @@ -14,7 +14,7 @@ within Sales, accountable for opportunity progression and commercial outcomes. ## Purpose The Account Executives at FlowFuse are responsible for leading customer-facing commercial engagements from initial qualification through contract execution. -Account Executives own opportunity progression, commercial outcomes, and deal accountability, while working in close collaboration with other functions across the Commercial Organization. +Account Executives own opportunity progression, commercial outcomes, and deal accountability, while working in close collaboration with other functions across the Sales organization. Account Executives at FlowFuse are not a transactional function. They operate as the primary orchestrators of complex, multi-stakeholder buying processes and are accountable for guiding customers toward informed, high-confidence decisions. @@ -55,7 +55,7 @@ Each process defines meeting goals, exit criteria, and collaboration points with ## Collaboration Model -Account Executives operate in close partnership with other functions in the Commercial Organization: +Account Executives operate in close partnership with other functions in the Sales organization: - **Solution Engineering** Supports technical discovery, demos, and proof-of-concept delivery. diff --git a/nuxt/content/handbook/sales/solution-engineering.md b/nuxt/content/handbook/sales/solution-engineering.md index 4d1cbba881..3561ff8d91 100644 --- a/nuxt/content/handbook/sales/solution-engineering.md +++ b/nuxt/content/handbook/sales/solution-engineering.md @@ -6,8 +6,8 @@ navigation: # Solution Engineering -The Solution Engineering function is the technical backbone of the Commercial -Organization. Solution Engineers (SEs) act as trusted technical advisors across +The Solution Engineering function is the technical backbone of the Sales +organization. Solution Engineers (SEs) act as trusted technical advisors across the customer lifecycle — from first technical conversation through discovery, tailored demos, proof-of-value evaluations, onboarding, and ongoing architecture guidance. Where the Account Executive owns the commercial outcome, the Solution @@ -47,7 +47,7 @@ partnership with the Account Executive who owns the commercial outcome. ## Collaboration Model -Solution Engineers operate across the Commercial Organization: +Solution Engineers operate across the Sales organization: - **Sales** Partner with the Account Executive on discovery, demos, and PoV scope; provide diff --git a/nuxt/content/handbook/sales/tools.md b/nuxt/content/handbook/sales/tools.md index 35898e79aa..9f4c20d7d7 100644 --- a/nuxt/content/handbook/sales/tools.md +++ b/nuxt/content/handbook/sales/tools.md @@ -6,7 +6,7 @@ navigation: # Systems & Tools -The Commercial Organization relies on an integrated set of systems to support our +The Sales organization relies on an integrated set of systems to support our workflows across Sales, Solution Engineering, Customer Success, Sales Partnerships, and Professional Services. This page is the reference for what we use and what each tool is for. [HubSpot](/handbook/sales/hubspot/) is our source diff --git a/nuxt/content/handbook/sales/working-norms.md b/nuxt/content/handbook/sales/working-norms.md index a67b8c8c71..65a1e7fb93 100644 --- a/nuxt/content/handbook/sales/working-norms.md +++ b/nuxt/content/handbook/sales/working-norms.md @@ -6,7 +6,7 @@ navigation: # Working Norms -The Commercial Organization operates as a distributed team across Sales, Solution +The Sales organization operates as a distributed team across Sales, Solution Engineering, Customer Success, Professional Services, and Sales Partnerships. These norms cover the team's operating rhythm and how work escalates. For individual conduct standards — presence, preparation, follow-through, and ethics