The MBO Bonus - Definition, Examples and Tips


Companies are utilizing organizational development models to achieve profitability. One of these strategic sales management models is management by objectives. The top corporate goals are used to set workforce targets in management by objectives. While performing activities, MBO enables everyone in the organization to see what they have done in relation to the company's key goals and priorities. This demonstrates how effort and output are linked, which has the potential to boost productivity significantly.

What is an MBO Bonus?

An MBO bonus (Management by Objectives) is a performance-based incentive that an employee receives when they achieve the stated objectives in their MBO plan. It may be used productively to encourage salespeople and achieve sustainable competitive advantage. These bonuses and objectives are established as a consequence of conversations between management and workers that are closely related to higher-level corporate strategy. The MBO bonus is very motivating since it is the result of teamwork and is based on each employee's particular duties. Employees should be thoroughly informed of what they must accomplish in ways to earn their bonuses.

One advantage of the MBO bonus is the ability to mix multiple areas of performance. MBO bonus encourages workers with complementary abilities to cooperate on projects that involve numerous components that are larger in scope than just delivering a certain outcome. The MBO approach enables managers to select the challenge to present to each worker and the precise demand they set for each one. This is a process that involves the tailoring of personal objectives based on each individual's characteristics, as well as targets in terms of the entity's and the company's overall worldwide growth plan. As a result of MBO, uncommon, psychological, or cross-functional abilities are developed.

However, does HR provide uniformity in the development of MBO objectives? As part of management by objectives, HR departments ensure the right implementation and consistency of the hierarchy of objectives. Nonetheless, each layer of a company's hierarchy is liable for its own level of responsibility inside the company's system.

The true risk in implementing an MBO is its consequence: this approach is so burdensome that all professionals end up with the same degree of needs and expectations. Companies require a tool that can log all of the procedures that have been executed and manage the many paths for recognizing targets, both in the downward flow of objectives and in the reporting of assessments. This solution must also be able to consolidate the many workflow tools, which can be time-consuming and entail several levels of authorization.

Tips and Considerations

1. Attainable Goals

Goals should be kept within the rep's reach. An MBO bonus is, by definition, an individual goal that should be managed or at least mainly controlled by the person rather than relying substantially on others. Of course, very few things can be accomplished in a bubble. When implementing an MBO bonus, it's critical that the employee be able to execute the allocated duties independently or with minimum peer assistance.

Otherwise, determining how much of the assignment was performed by the appointed person will be difficult. If the employee does not agree with the subjective bonus payout based on the percentage of work done, it potentially exposes the corporation to a lawsuit. When it comes to fulfilling goals, it's also critical that you reduce the pressure and increase the balance between accomplishing those goals and doing it in a way that you're happy. The best way to proceed is to keep things simple with a few quarterly milestones.

2. Quantify

Another criterion in the MBO bonus is quantifying your targets to offer a clear picture of completion later in the evaluation process. Rules like these are useful guides but do not always have to be followed. Top corporate objectives are not always quantifiable. Organizational culture, for example, is a significant asset that, while difficult to evaluate, ought to be a top priority. Since you’re keen on MBOs, you might also be keen on OKRs (objectives and key outcomes), which are comparable goal-setting and tracking management approaches.

3. Centralize and Automate

It is critical to centralize the process of creating and grading goals. We're not talking about spreadsheets, to be clear. Yes, they're using a computer, but it's not the appropriate technology for the purpose. Programs might break apart when a company has diverse MBO programs that employ different technologies, spreadsheets, and systems. Companies must employ consistent methods and benefits, as well as have a centralized, automated solution. Furthermore, centralization removes any governance and control concerns that might arise with poorly managed schemes. Should the need arise, MBO software allows for quick adjustments to goals and bonuses. On the other hand, multiple spreadsheets waiting to be contaminated by human mistakes and endless lines of email correspondence do not contribute to success. Organizations must unify their MBO process by employing a web-based solution, which provides uniformity across sales regions and avoids the operational catastrophes that some corporate executives could face.

4. Keep Monitoring Performance

Any aim that is simply stated and then not addressed until review time is doomed to fail, regardless of the technology utilized. Hands-on engagement and dialogue between management and staff is a cornerstone of the MBO approach. This implies that you keep in touch with staff across the timetables you've set together. Monitor their development on a regular basis and offer assistance if obstacles arise. Encouragement, guidance, and reminders from you might assist staff in getting back on track if they've gotten off it. With Monday among us, we are all too acquainted with making lofty intentions of sticking to them for the entire week but then letting them fade. But haven't you noticed that you see improvement when you hold yourself accountable, create a system for tracking your progress, schedule regular check-ins with yourself, and celebrate minor victories? Hence, you may create check-in time frames while detailing staff objectives.


Management by objective (MBO) bonuses allow your workers to conclude programs that could otherwise go unfinished while staff focus on customer business. These bonuses and goals are determined through talks between management and staff, and they should directly relate to higher-level corporate goals. When implementing an MBO incentive, it's critical that the employee be able to execute the allocated duties independently or with minimum peer assistance. MBO bonuses are particularly motivating since they are visible from the day they are set. Employees should be thoroughly informed of what they must accomplish in order to collect their incentives.

About Author

Amit Jain

Sales Compensation Expert, Founder, Mentor - Helping organizations transform their sales incentive programs into growth engines