Blog · Territory, capacity and quota planning
The complete sales crediting calculation on ten invoice lines, small enough to check by hand: the dated assignment in force on each invoice date, the two lines with splits, the overlay specialist's credit in its own column, credited revenue per rep, the line whose splits sum to 1.4 and the line with no assignment on its date, the exception list, and the identity that split credit sums to the ledger while overlay credit is reported beside it, so a reader can reproduce every figure and then run it on their own exports.
Crediting is an assignment lookup per line and a sum per rep, and on ten lines the whole thing can be checked by hand, including the two ways it usually breaks. This page works it: the dated assignments, the splits, the overlay, the exceptions and the identity.
| Account | Rep | From | To |
|---|---|---|---|
| 1 | R-1 | 1 Jan | |
| 2 | R-2 | 1 Jan | |
| 3 | R-1 | 1 Jan | 9 Sep |
| 3 | R-2 | 10 Sep | |
| 4 | R-3 | 1 Jan | |
| 5 | R-3 | 1 Jan | 5 Sep |
| 5 | R-1 | 8 Sep |
Account 5's old assignment ends 5 September and the new one starts 8 September: two days with no owner.
| Account | Split | Agreed |
|---|---|---|
| 2 | R-2 60%, R-3 40% | Before close |
| 4 | R-3 70%, R-1 70% | Before close; sums to 1.4 |
Overlay: specialist S-1 at 100 percent on lines for accounts 1 and 2.
| Line | Date | Account | Value | Assignment on date | Split credit | Overlay S-1 |
|---|---|---|---|---|---|---|
| 1 | 2 Sep | 1 | $30,000 | R-1 | R-1 $30,000 | $30,000 |
| 2 | 3 Sep | 2 | $15,000 | R-2, split | R-2 $9,000; R-3 $6,000 | $15,000 |
| 3 | 4 Sep | 4 | $20,000 | R-3, split 1.4 | Exception | |
| 4 | 5 Sep | 1 | $10,000 | R-1 | R-1 $10,000 | |
| 5 | 6 Sep | 5 | $25,000 | None on date | Exception | |
| 6 | 8 Sep | 3 | $18,000 | R-1 | R-1 $18,000 | |
| 7 | 9 Sep | 4 | $12,000 | R-3, split 1.4 | Exception | |
| 8 | 11 Sep | 2 | $22,000 | R-2, split | R-2 $13,200; R-3 $8,800 | |
| 9 | 14 Sep | 3 | $28,000 | R-2 | R-2 $28,000 | |
| 10 | 15 Sep | 5 | $20,000 | R-1 | R-1 $20,000 | |
| Total | $200,000 | $45,000 |
| Line | Check | Value | Fix | Owner |
|---|---|---|---|---|
| 3, 7 | Splits sum to 1.4 | $32,000 | Set account 4's split to R-3 70%, R-1 30% | Sales ops, both reps |
| 5 | No assignment on 6 Sep | $25,000 | End R-3's row on 7 Sep, or start R-1's on 6 Sep; the move record decides | Sales ops |
Account 4 split corrected to 70/30; account 5's move record says R-1 from 6 September.
| Rep | Split credit |
|---|---|
| R-1 | 30,000 + 10,000 + 18,000 + 20,000 + 25,000 (line 5) + 6,000 (line 3, 30%) + 3,600 (line 7, 30%) = $112,600 |
| R-2 | 9,000 + 13,200 + 28,000 = $50,200 |
| R-3 | 6,000 + 8,800 + 14,000 (line 3, 70%) + 8,400 (line 7, 70%) = $37,200 |
| Total | $200,000 |
Overlay, S-1: $45,000, beside the table.
Σ split credit = 112,600 + 50,200 + 37,200 = $200,000 = ledger Σ split shares per line = 1 on every line every line has exactly one assignment or a split on its date overlay $45,000 reported, not added
Overlay added. Credited revenue $245,000 on a $200,000 ledger.
Splits accepted at 1.4. R-3 and R-1 both paid on $32,000 in full; the total reads $212,800.
Undated assignments. Line 6 goes to R-2 because R-2 holds account 3 in December.
Exceptions after the run. Two clawbacks and two arguments.
The same lookup per line against the dated file, the same identity per period. Covirage runs it on the ledger, the assignments and the splits before every commission run. The crediting rules guide covers the rules, and the commission checks guide covers the checks the exceptions come from.
Because adding it makes credited revenue $245,000 on a ledger of $200,000, and every rep's attainment is inflated by the same specialist. The overlay column can total whatever the plan says; the identity holds on the split column alone.
They are listed with an owner and a deadline. The 1.4 split is corrected to shares that sum to one, with both reps told. The missing assignment gets an end date on the old rep's row. Unresolved at the deadline, the lines are excluded from the run and paid next period.
By date. Account 3 moved from R-1 to R-2 on 10 September; line 6 on 8 September is R-1's, line 9 on 14 September is R-2's. Neither rep argues, because the assignment file has the date.