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

In this session, we’ll explore practical strategies for designing a crediting system that aligns with your go-to-market model, revenue streams, and sales roles. We’ll break down key considerations for assigning credit fairly, minimizing conflict, and reducing the need for manual adjustments. Join us to untangle the challenges and create a system that works—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.