Sales Crediting Policy
Establish clear, consistent rules for crediting sales performance to ensure fair attribution of sales to appropriate sales representatives, transparency and predictability, dispute minimization, data integrity, and support for business objectives (collaboration, customer focus).
1Purpose & Objectives
Establish clear, consistent rules for crediting sales performance to ensure fair attribution of sales to appropriate sales representatives, transparency and predictability, dispute minimization, data integrity, and support for business objectives (collaboration, customer focus).
- •Fair attribution of sales to appropriate sales representatives
- •Transparency and predictability in crediting decisions
- •Dispute minimization through clear rules
- •Data integrity in performance tracking
- •Support for business objectives (collaboration, customer focus)
2Scope
Applies To
- •All sales performance tracked for incentive compensation purposes
- •Revenue (bookings, billings)
- •Orders
- •Units sold
- •New customer acquisition
- •Other performance measures per plan documents
4Key Provisions
Fundamental rules governing how sales credit is assigned.
Territory-Based Crediting (Primary Rule)
Credit goes to the sales representative assigned to the customer's territory at the time of sale. Rationale: Clear ownership and accountability, encourages territory management, minimizes disputes. Territory determined by customer location (billing address, shipping address, or designated office), territory assignments documented in CRM (Salesforce), territory maps maintained by Sales Operations.
Closed Date Determines Credit
Performance is credited based on when the transaction is officially closed/booked. For Revenue: Close Date = Date order is booked in ERP system or contract is signed (whichever represents commitment). For Orders: Close Date = Date purchase order received or contract signed.
One Transaction, One Credit (No Double-Dipping)
Each transaction is credited only once (100% to one rep or split among multiple reps totaling 100%). Exception: Overlay/Specialist roles may receive separate credit (see Section 7).