Worksheet: Write the sharing rule for the customers teams fight over

When credit is settled by argument each time, teams hoard customers and work. This sheet writes the sharing rule once and puts part of the reward on the joint result. It builds the Competent step of the check:

Where the strategy needs teams to work together, part of their reward depends on the joint result, and the revenue-sharing rules are written down.

Step 1. Find the contested customers

Customer or kind of work	Teams involved	Who is credited now	Disputes this year
e.g. National accounts served by three branches	Three branches and head office	Whichever branch raised the invoice	11

Step 2. Write the rule

Situation	How the revenue is shared	Who settles a dispute
One team wins, another delivers
One team refers, another closes
A customer served by several teams

Credit each sale once in full, split by the rule. It is never counted twice.

Step 3. Put part of the reward on the joint result

Team	Joint result it shares	Share of its bonus on the joint result	From when

Use the joint result only where the strategy needs the teams to work together.

A business under 50 people: write down who gets the credit when two people win or serve the same customer. Where they need to work together, pay part of any bonus on the shared result.

Done when: the sharing rules for contested customers are written, and part of each team's reward rests on the joint result.

Adapted from our own sales model (PSP, 2008).