A comp plan is not just math. It’s a values sheet.

Because the fastest way to learn what a company rewards is to watch what happens when real money is on the line.

Here’s The Pattern

A $300k+ deal closes.
The rep who ran 30 calls gets told it’s a 50/50 split.
The “source” is a stale email from months ago.
The manager says “policy,” but last quarter they made an exception for someone else.

That’s not a comp problem. That’s an ethics problem.

And it usually repeats.

The Real Issue: Rules That Reward Marking, Not Selling

Every sales org needs rules of engagement. Without them, people fight.

But some rules are written to create fights.

Common Warning Signs

First documented touch = sourcing credit (even if there was no reply)
No time decay (an email from months ago still counts)
Sourcing credit = a big split (like 50% of first-year commission)
Manager discretion is wide (approvals happen quietly)

If that’s the system, people will game it.

And if a manager pushes someone to claim credit, it’s not an accident. It’s a strategy.

“Policy” Is Often Just Cover





When Someone Says “it’s Policy,” Ask This

Is it applied the same way every time, or only when it’s convenient?

If exceptions exist for favorites, friends, or “special cases,” you don’t have policy. You have politics.

And politics always shows up on your biggest deal.

Red Flags You Can Spot Early

You Can Often See This Culture Before You Sign

Cold emails count like real work If a drive-by email gets the same credit as building the deal, you’re in a territory-marking shop.
They can’t define “meaningful engagement” If they can’t explain what qualifies as sourcing, they can’t protect you.
No written time limits If there’s no “90 days of no activity resets credit” rule, the loophole is wide open.
Splits show up late If splits are filed after signature, the system is built for surprises.
You’re asked to take on company risk If basic expenses are pushed onto reps, don’t expect fairness when money is on the li

📌 How To Catch Credit Games Before You Join (Vinadio)
🏢 Sales Career Hub
📍 Vinadio