How To Catch Credit Games Before You Join

Feb 12, 2026

∙ Paid

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:

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.

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.

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 line.

If any of these are true, treat it like a culture signal, not a one-off.

If you want to avoid this mess, do these three things before you sign or before the deal gets hot:

In the paid section, you get the exact playbook to protect your commission:

Plus: