Charter Tool

Establishing A Sales Compensation Charter

September 22nd, 2020


A sales compensation charter breaks down an organization’s goals into a formal statement of compensation’s role in achieving them. Sponsors, stakeholders, and compensation team members then review and agree to adopt the plan. Sales operations uses this charter to ensure executive sponsorship and alignment to overall objectives. In this report, we discuss the benefits of a well-designed sales compensation charter and outline its essential elements to help compensation teams apply their strengths to maximize success.

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Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.