Commission crediting rules template

What you get

• Crediting principles: crediting event, crediting value, and system of record
• A rules table for splits, overlays, team selling, transfers, and cross-territory deals
• Worked examples with credited ARR and commission for each rule
• A process for recording splits before close
• A checklist for testing the rules against last year's deals

Who it's for

• •Comp admins writing or cleaning up crediting rules
• •Sales leaders who referee split and transfer disputes
• •RevOps teams configuring split fields in the CRM

What's inside

1. 1

   Crediting principles

   5 fields to complete

2. 2

   Crediting rules

   4 columns, 6 worked example rows

3. 3

   Worked examples

   6 columns, 5 worked example rows

4. 4

   Why credit and cost are different questions

   Guidance notes

5. 5

   Before the rules go live

   8-point checklist

The preview shows part of section 1. The full template has all 5 sections (4 not previewed here), with blank rows ready to fill in. Download the full template

How to use it

1. 1

   Require splits to be recorded before close

   Any split must be entered in the CRM and approved before the deal is closed-won. Splits requested after close go to the plan committee as exceptions, not corrections.

2. 2

   Separate quota-carrier splits from overlay credit

   Splits between quota-carrying reps must sum to 100%. Overlays such as SEs or specialists get credit on their own plans and never reduce the quota carrier's share.

3. 3

   Tie transfer rules to stage, not to who worked hardest

   Use the opportunity's stage on the transfer date to decide credit. Effort is not auditable; stage history is.

4. 4

   Test on last year's deals

   Run 20 real deals from last year through the rules, including every split and transfer. Any deal the rules cannot decide needs a new rule before the plan year starts.

Frequently asked questions