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Tuesday
Jun162009

MBO & KSOs

DateTuesday, June 16, 2009 at 4:07PM

MBO (Management by Objective) and KSO (Key Sales Objective) cover a portion, either a small part or even whole of the sales persons' commission pool. These are generally used when there are certain activities you want a sales person to do which are not directly measurable by sales revenue alone.

 

Examples of these Objectives include:

 

  • # new customers
  • Attend product training events
  • Make so many presentations
  • Close x amt. large deals
  • Turn forecasts in regularly, etc.

 

The MBO is more prevalent with management positions and the KSO is an adaptation of the MBO for sales representatives.

AuthorMark Gilmore | CommentPost a Comment |
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