Apply / Commission Structures / Crediting Variants
Split Credit (Team Deals)
Two or more reps share credit for a single deal - typically summing to 100%.
Crediting Variants
Advanced
How it works
When multiple AEs co-sell into a single account (e.g., enterprise + mid-market AEs working a Fortune 500 buyer), credit is split between them based on a documented Rules of Engagement. The split sums to 100% - unlike overlays, where credit pool exceeds 100%.
Formula
Rep_A_commission = rep_A_rate x deal x split_A. Rep_B_commission = rep_B_rate x deal x split_B. Splits sum to 100%.
Worked example
Example. A $500K deal split 70/30 between an AE (Hunter) and an account manager (Farmer). AE earns 10% x $500K x 0.70 = $35K. AM earns 8% x $500K x 0.30 = $12K.
Pros & cons
Pros
- Aligns multi-rep collaboration on single deals
- Flexible to handle named-account / cross-territory situations
- No total-credit inflation
Cons
- High dispute potential without strict ROE
- Manager-arbitrated splits drain trust
- Complex statement explanation
Best for
- Enterprise + mid-market overlap
- Hunter + farmer split models
- Cross-segment expansion deals