Appendix A

Sales Compensation Design Principles

This appendix presents a sample statement of sales compensation design principles. Use corporate sales compensation design principles to guide and inform sales compensation design stakeholders on a worldwide basis. Edit these principles to conform to your company’s preferred practices. Publish for all design stakeholders. Update annually.


We organize XYZ’s Sales Compensation Design Principles into the following four topics: goals, guiding principles, design component guidelines, and support element guidelines. Each topic has additional details. Sales compensation design stakeholders will use these guidelines to create sales compensation solutions ...

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