Blog · Territory, capacity and quota planning
How a sales operations team writes crediting rules so that credited revenue reconciles to the ledger: the difference between attainment credit and revenue, splits that sum to one, overlay credit kept in its own column, the dated assignment that decides who is credited, the identity that every credited dollar is a ledger dollar once, and the exception list that replaces the end-of-quarter dispute.
Every quarter ends with a dispute about who gets credit for which deal, and the sum of what everyone claims exceeds what the company invoiced. Crediting rules that reconcile stop the dispute by making the arithmetic hold: splits sum to one, overlays sit apart, assignments are dated, and the identity is checked every month. This guide sets out the rules and the exception list.
Per invoice line:
Split credit = Σ over reps of (line revenue × rep's split share), with split shares summing to 1 Overlay credit = line revenue × overlay share, in a separate column
Per rep, per period:
Credited revenue = Σ split credit Overlay credit, beside it
Account and rep identifiers only.
Σ reps' split credit = ledger revenue, per period per line: Σ split shares = 1 per line: exactly one assignment in force on the invoice date, unless a split applies
Every failure is a line on the exception list, with the reason.
One quarter, ledger revenue $12.0m.
| Rep | Split credit | Overlay credit | Note |
|---|---|---|---|
| R-04 | $2.13m | ||
| R-11 | $1.84m | ||
| R-17 | $1.83m | Includes 40% split on account 4471 | |
| Others | $6.20m | ||
| Specialist S-02 | $1.10m | Overlay on 14 deals | |
| Total | $12.0m | $1.10m | Split column equals ledger |
Credited revenue equals the ledger. The specialist's overlay is real and reported, and it is not in the total.
| Line | Account | Revenue | Exception | Owner |
|---|---|---|---|---|
| L-88213 | 2207 | $41,000 | Splits sum to 1.4: two reps each at 70% | Sales ops |
| L-88350 | 9034 | $18,000 | No assignment on invoice date; account moved 3 days later | Sales ops |
| L-88402 | 1187 | $62,000 | Split recorded after close | Plan approver |
Three lines, a hundred and twenty thousand dollars, worked on the second of the month instead of argued about on the last day of the quarter.
Overlay added to the total. Credited revenue exceeds the ledger and everyone's attainment is inflated by the same specialist.
Splits recorded after the close. Whoever argues best gets the credit.
Assignments undated. The December owner gets the year.
No exception list. The identity fails and nobody knows on which lines.
Mapped once, the ledger, the assignments, the splits and the overlays produce credited revenue per rep, the overlay column, the identity and the exception list every month. Covirage builds this from the exports as they are. The metrics governance solution describes the setup, and the mid-year rebalancing guide covers the dated assignment the crediting depends on.
Because an overlay specialist credited 100 percent of a deal alongside the account rep's 100 percent makes credited revenue twice the ledger. The overlay column can total whatever the plan says; it is never added to the split column, and the identity holds on the split column alone.
A split, written on the opportunity before it closes, summing to one. Sixty-forty, fifty-fifty, whatever the rule says. A split recorded after the close is an exception, listed, and the plan says who approves it.
By the dated assignment: revenue invoiced before the move date is credited to the old rep, after it to the new one. The move record carries the date and the quota adjustment, and the identity holds on both sides of it.