Best Practice Report

Sales Compensation Programs: Creating A Schedule Of Authorizations

January 1st, 2018
Seth Marrs, Principal Analyst
Seth Marrs Principal Analyst

Summary

A compensation review board of executives serves as the steering committee for sales compensation programs. A schedule of authorizations documents the decisions required to administer sales compensation programs and delegates decisionmaking authority. Sales establishes credibility with finance when administering compensation issues by ensuring that only credible appeals are brought to the compensation review board. In this report, we explain how to create a schedule of authorizations and discuss the compensation circumstances that require various levels of approval throughout the fiscal year.

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