Sales crediting is the process of determining who gets paid for a sale of products or services. For example, Paul and Jane both work on a deal and they both need to be paid commission for the sale. Jane put in most of the selling effort, as the account executive, and Paul was in a supporting role. Their manager determines that Jane should get 80% of the "credit" for the sale, and Paul will get 20%.

NOTE: Crediting is a % calculation that is done before the compensation process takes place.
In the above example, here is how it works.
Let’s say the total value of a deal is: $100,000
Total commissions to be paid out (determined by the company) is say, at a rate of 4% of total value of the deal: 4% x $100,000 = $4,000
Sales Credits for Jane: 80% Sales Credits for Paul: 20%
Commission for Jane: 80% x $4000 = $3,200 Commission for Paul: 20% x $4000 = $800
This is a very simple example. The real world is way more complicated. As companies grow, they get more and more complex. Direct Sales, Channel Sales, Inside Sales, Overlays, Subscriptions, Services, Splits, Acquisitions, etc. complicate the calculations required to get to crediting, and compensation right.

(LINEN helps solve these complex sales crediting problems.)

For the Sales Agent, LINEN provides visibility into transactions after the sale. "Did I get credited for this Sales Order?" It eliminates the need to wait for payroll to run and commissions to be paid to find out. It also gives the opportunity to call out concerns ahead of time, saving time for both the agent and operations team.

While sales agents are mostly paid on bookings or revenue, senior management is often compensated with a factor of profitability. Avoiding compensation leakage due to errors improves the P&L that they are accountable for. Also, LINEN helps in building efficiencies in Sales operations by automating and eliminating (or significantly reducing) manual efforts in reconciling sales crediting and claims, thereby improving the bottom line of sales operations.

It helps improve margins (and shareholder value) by minimizing compensation errors and leakage. It also helps avoid litigations due to erroneous payments. Read about the recent $25m HP/HPE settlement.

Better governance and compliance for sales commissions payouts. Protect, and improve the company’s margins and bottom line with actual transaction level details to show for it.

Cloud model with no platform headaches and ability to focus more on building business capabilities, and insights enablement vs. spending bulk of time maintaining legacy platforms.