Worksheet · Sales Effectiveness Health Check
Write the crediting rules and send monthly statements
When crediting is a negotiation, reps spend their time selling to each other. This sheet writes the rules once and gives each rep a monthly statement. It builds the Competent step of the check:
Reps can see their year-to-date incentive position at least monthly, and the crediting rules for shared, referred and house accounts are written down.
Step 1. The crediting rules
| Situation | Who is credited | Split | Who settles a dispute |
|---|---|---|---|
| Two reps work one account | |||
| A lead passed on from another team | |||
| A house account with no rep | |||
| An online order from a rep's account | |||
| A large one-off order | |||
| A sale through a partner in a rep's patch | |||
| e.g. A lead passed on from another team | The rep who closes it, with a referral share | 80/20 | Sales manager |
One sale earns one full credit. It is never paid twice.
Step 2. The monthly statement
| Measure | Target to date | Actual to date | Earned to date | Paid to date | Next payment date |
|---|---|---|---|---|---|
Send it on the same date each month.
Step 3. Count the disputes
| Month | Disputes raised | Rule at issue | How it was settled | Rule rewritten? |
|---|---|---|---|---|
The count is the measure. It should fall.
Done when: crediting rules for shared, referred and house accounts are written, and every rep gets a year-to-date statement each month.
Adapted from our own sales model (PSP, 2008).
From the Sales Effectiveness Health Check. Your report links the sheet for each of its moves.