Split Crediting Rules: How to Handle Multi-Rep Deals Without the Drama

Nothing starts a fight in a sales org faster than two reps claiming credit for the same deal. Split crediting rules exist to prevent these disputes, but poorly designed rules create more conflict than they resolve. This guide gives you a practical framework for crediting multi-rep deals fairly - across overlays, team selling, account hand-offs, and channel partnerships.

Why Crediting Rules Matter¶

Credit determines payout. Payout determines behavior. When reps are unclear about who gets credit, three things happen: they stop collaborating, they hoard accounts, and they flood your inbox with disputes. Clear crediting rules remove ambiguity and make teamwork economically rational.

The Four Common Crediting Scenarios¶

1. Overlay Specialists (SEs, Solution Consultants)¶

Overlay reps support multiple AEs but do not own accounts. The standard approach is double-crediting - the AE receives 100% credit and the overlay receives a separate credit allocation (typically 25-50% of deal value) against their own quota.

Budget note: Double-crediting increases your total commission expense by 25-50% on overlay-assisted deals. Build this into your financial model upfront.

2. Team Selling (Multiple AEs)¶

When two AEs jointly work a deal - common in enterprise and strategic accounts - you have three options:

• Primary/Secondary Split: The deal owner gets 60-70%, the assisting rep gets 30-40%. Requires a pre-registered agreement before the deal reaches Stage 2.
• Equal Split: Both reps receive 50% credit. Simple but can discourage one rep from leading.
• Full Double Credit: Both reps get 100%. Expensive but eliminates friction entirely.

Recommendation: Use the primary/secondary model with mandatory pre-registration. It balances fairness with accountability.

3. Account Hand-Offs and Territory Changes¶

Mid-cycle territory changes are inevitable - reps leave, territories get rebalanced, accounts shift. Use a stage-based cutoff rule:

For reps who leave the company, credit typically stays with the departing rep for deals in Stage 3+ that close within 90 days. Deals in earlier stages transfer to the new owner.

4. Channel and Partner Deals¶

When a channel partner sources or co-sells a deal, the internal rep usually receives reduced credit:

• Partner-sourced deal: Internal rep gets 50-75% credit (reduced because they did not generate the pipeline)
• Partner-assisted deal: Internal rep gets 100% credit, partner receives a referral fee or margin

The Split Credit Decision Tree¶

When a crediting question arises, walk through this sequence:

1. Is there a pre-registered split agreement? If yes, honor it. Done.
2. Is this an overlay-assisted deal? If yes, apply double-crediting per the overlay plan.
3. Did the account change ownership? If yes, apply the stage-based cutoff rule.
4. Is a channel partner involved? If yes, apply the partner crediting matrix.
5. None of the above? The account owner of record in your CRM at the time the opportunity was created gets 100% credit.

Post this decision tree in your comp plan document and reference it in every dispute resolution.

Implementation Tips¶

• Require pre-registration for all team selling splits before Stage 2. No retroactive splits.
• Lock CRM ownership on opportunities once they reach Stage 3 to prevent last-minute changes.
• Audit monthly for orphaned opportunities (no owner) and duplicate opportunities on the same account.
• Publish a crediting FAQ with five to ten worked examples drawn from real deals in your pipeline.

Key Takeaways¶

• Use double-crediting for overlays and budget the additional cost into your comp model
• Require pre-registered split agreements for team selling before deals reach Stage 2
• Apply a stage-based cutoff rule for territory changes - Stage 3+ stays with the original owner
• Post your decision tree in the comp plan document so reps can self-resolve crediting questions