Best Practice Report

Compensate For Revenue Objectives, Not MBOs

May 28th, 2020


In many B2B organizations, management by objectives (MBO) approaches still operate like the old credit agency process, with perception of achievement based on the opinion of managers and leaders instead of measurable, proven success. Forrester research has shown that a more consistent, data-driven approach produces better results, especially for sales organizations. In this report, we define the revenue objectives approach and its importance and explain how to implement this approach across the revenue engine to maximize sales.

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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.