Credited vs Uncredited Sales
What is the difference between credited and uncredited sales?
Credited sales count toward a rep's quota and commission. Uncredited sales are revenue the rep was associated with that does not count.
Uncredited does not mean fake, and it does not mean the rep did nothing. It means the plan excludes it. A deal can be entirely real, closed, invoiced, and paid, and still be uncredited, because the crediting model says it does not count toward that rep's number.
The distinction only becomes a problem when it is hidden. A rep who sees only their credited number has no way of knowing that $80,000 of revenue they worked on was excluded, until they compare their own view of the quarter with the system's, and the difference lands as a shock.
Why sales end up uncredited
ReasonWhat it meansIs it contestable?House accountThe account is owned by the company, not by any rep.Rarely. It is usually explicit policy.Ineligible geographyThe deal sits outside the rep's assigned territory.Sometimes, if territory boundaries are unclear.Plan exclusionThe product, segment, or deal type is excluded from the plan.Sometimes, and this is where the plan wording matters.Credited to someone elseAnother rep owns the deal, or a split assigned it elsewhere.Yes, and this is the most contested category.Below a thresholdThe deal is too small to qualify under the plan.Rarely, if the threshold is stated.Data problemThe deal failed validation, or the owner field was wrong.Yes, and this one is a bug, not a policy.
The final row is the one that matters most, and it is the reason reps should be able to see their uncredited sales. Five of these six reasons are policy. One is a data error. From the rep's side they look identical, and if the rep cannot see the uncredited list at all, the error is indistinguishable from the policy and will never be reported.
What this means?
For RevOps, showing uncredited sales is counter-intuitive and correct. The instinct is to hide them, on the reasoning that showing a rep revenue they will not be paid on simply invites an argument. In practice the opposite is true. The rep already knows about the deals; they worked on them. What they do not know is why those deals are not on their number, and in the absence of an explanation they will assume the system lost them.
Performio reviewers specifically single out visibility into credited and uncredited sales as a feature they value, which is a useful signal: reps are asking to see the revenue they will not be paid for. That is not a request for an argument. It is a request for an explanation.
For Finance, the uncredited list is a reconciliation asset. Total revenue should equal credited revenue plus uncredited revenue, and if it does not, deals are being lost somewhere between the CRM and the calculation. That reconciliation is one of the fastest available checks on the integrity of a commission run. See commission reconciliation.
How Visdum handles credited and uncredited sales
Visdum shows reps both. Credited sales appear on the commission statement with the payout they produced. Uncredited sales appear too, with the reason they did not count: house account, out of territory, excluded product, credited to another rep, or below threshold.
That last part is what makes the feature useful rather than merely transparent. An exclusion with a reason attached is policy, and a rep can accept it or contest it on the merits. An exclusion with no reason attached is indistinguishable from a bug, and a rep will treat it as one. Because deals that fail validation surface as data exceptions rather than disappearing, a deal that is genuinely missing does not hide among the deals that were legitimately excluded.
Take a self-guided product tour to see this in action, or read the complete commission close playbook.
Related terms
Crediting Model · Quota Credit · Commission Split · Data Exception · Commission Statement
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Frequently asked questions
What is the difference between credited and uncredited sales?
Credited sales count toward a rep's quota and commission. Uncredited sales are revenue the rep was associated with that does not count, such as house accounts, deals outside their territory, or products excluded from the plan. Uncredited does not mean the deal was not real, only that the plan excludes it.
Why would a sale be uncredited?
Common reasons include house accounts owned by the company rather than a rep, deals outside the rep's assigned geography, products or segments excluded from the plan, deals credited to another rep or assigned away by a split, deals below a qualifying threshold, and data errors where a deal failed validation.
Should reps be able to see their uncredited sales?
Yes, and the instinct to hide them is wrong. Reps already know about the deals, because they worked on them. What they do not know is why those deals are not on their number. Without an explanation they assume the system lost them, and a genuine data error becomes indistinguishable from deliberate policy.
Can uncredited sales be contested?
It depends on why. House accounts and stated thresholds are usually explicit policy and rarely contestable. Territory boundaries and plan exclusions can be, if the wording is ambiguous. Deals credited to another rep are the most contested category of all, and data errors are not policy at all but bugs that should be fixed.
How do uncredited sales help Finance?
They are a reconciliation asset. Total revenue should equal credited revenue plus uncredited revenue. If the two do not add up, deals are being lost somewhere between the CRM and the commission calculation. It is one of the fastest and cheapest integrity checks available on a commission run.
What is the risk of hiding uncredited sales?
That a data error hides among legitimate exclusions. Most exclusions are policy, but one common cause is simply a deal that failed validation or had the wrong owner. From the rep's side these look identical. If the rep cannot see the uncredited list, the error is never reported and never fixed.