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Split commission policy template
Two or more reps share credit for one deal by %.
What it is
Two or more reps share credit for one deal by percentage. Each rep is credited their share of the deal amount and earns commission on that share.
When to use it
Deals take more than one person to close, such as an account executive and a solutions engineer, or two reps covering different offices of the same customer.
When not to
Splits get agreed after the deal closes, one deal at a time. Without a rule written down in advance, every split becomes a negotiation.
How it's calculated
credited amount = deal amount × split %
commission = credited amount × rate
A worked example
A ₹6,00,000 deal split 60/40, at a flat 7%.
| Rep | Split | Credited | Commission |
|---|---|---|---|
| Rep A | 60% | ₹3,60,000 | ₹25,200 |
| Rep B | 40% | ₹2,40,000 | ₹16,800 |
| Total | 100% | ₹6,00,000 | ₹42,000 |
Together that's ₹42,000, the same as one rep earning on the whole deal.
Common mistakes
- Splits that don't add up to 100%. The deal then pays more, or less, than it should.
- Splitting commission but not quota credit, or the other way round. Say whether each rep's attainment counts their share or the full deal.
- Mixing splits and slabs without a rule. Decide whether the slab is chosen on the full deal amount or on each rep's share.
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