Global account manager and local rep both want full credit on the same deal

I would keep double crediting and fix the cost elsewhere. Splits make people fight over the pie. Give the global account managers a different measure altogether, say total account revenue growth worldwide at a lower rate, and leave the local rep on full territory credit.

You are paying twice on the same revenue either way, but each rate is set knowing that, so the cost is planned and not accidental.

Agree with the reply above. We did exactly that in a chemicals distributor with 9 key account managers. Their rate is about a third of the territory rate because it applies to a much larger base. Total cost of sales compensation went from 7.1% of revenue to 6.4% without anyone's on-target earnings changing.

A caveat on fixed splits from someone who administers them: every fixed split generates exception requests. In our first year with a 50/50 rule we had 46 requests to vary it. We now allow variation only if both managers sign before the opportunity reaches proposal stage. After that the default applies, whatever happened.

Really useful. I modelled the separate-measure approach over the weekend and it brings the double-paid cost down by about a third while leaving the territory plan untouched, which matters because that is 200 people who would otherwise see a change they did not ask for. Taking it to the sales leadership meeting next month.