Let’s face it, sales crediting can quickly become a tangledmess—multiple contributors, subjective decisions, and inevitable conflicts. Whoshould get credit for a sale? How much should they receive? And when is theright time to award it? While recognizing contributions as close to the sale aspossible is ideal for motivation, real-world complexities such as uncertainrevenue, delayed payments, or team-based efforts, make it tricky.

In this session, we’ll explore practical strategies fordesigning a crediting system that aligns with your go-to-market model, revenuestreams, and sales roles. We’ll break down key considerations for assigningcredit fairly, minimizing conflict, and reducing the need for manualadjustments. Join us to untangle the challenges and create a system thatworks—most of the time!

Key Takeaways

• Understand when to split credit, double-credit, or withhold credit to ensure fairness and clarity.
• Learn how to balance revenue uncertainties while maintaining motivation and avoiding unintended annuities.
• Explore strategies to minimize exceptions while preserving fairness in unique situations.
• Discover how different incentive structures (commission vs. quota bonus) should shape your crediting rules.

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