---
schema_version: "1"
id: b832ce207b6b001adcb3a7617f14ee2bf2c91691941e9167f0499132b2ccdf34
title: Create Management by Objective Rules
collection: admin
version: current
locale: en-us
portal_url: https://docs.salesforce.com/admin/current/en-us/sales/264-0-0/spiff_rules_mbo.md
canonical_url: https://help.salesforce.com/s/articleView?id=sales.spiff_rules_mbo.htm&release=264.0.0&type=5
source_site: help.salesforce.com
content_type: documentation
content_hash: 2cfba86954dd39828f415d96d005879f98169956d7fe0c324b54e132c7d9324e
description: Management by objective (MBO) is a management system that measures an individual's performance against specific targets or goals. You can implement an MBO rule in Salesforce Spiff and handle your company's unique requirements. Typically, an MBO requires manual data to complete the calculation, such as a performance review score from a manager.
products:
  - Sales Cloud
  - Sales Enablement
release: "264"
---
# Create Management by Objective Rules

Management by objective (MBO) is a management system that measures an individual's performance against specific targets or goals. You can implement an MBO rule in Salesforce Spiff and handle your company's unique requirements. Typically, an MBO requires manual data to complete the calculation, such as a performance review score from a manager.

### Required Editions

<table class="slds-table slds-table_bordered slds-max-medium-table_stacked slds-m-bottom_small edition"><colgroup><col></colgroup><tbody><tr class=""><td class="slds-cell-wrap" style="vertical-align:top;">Available in: both Salesforce Classic (not available in all orgs) and Lightning Experience</td></tr><tr class=""><td class="slds-cell-wrap" style="vertical-align:top;">Available in: <strong>Enterprise</strong>, <strong>Unlimited</strong>, and <strong>Developer</strong> Editions</td></tr><tr class=""><td class="slds-cell-wrap" style="vertical-align:top;">Available for an additional cost in: <strong>Professional</strong> Edition with Web Services API Enabled</td></tr></tbody></table>

For example, a sales manager assesses a rep's performance on a scale from 1 to 10. If the rep earns a 9 for the quarter, that score is input manually, not calculated by a CRM or other tool. Spiff supports entering performance evaluation scores directly, or you can upload performance scores in a spreadsheet.

The rep receives full target compensation by achieving 100% completion on three performance objectives for the year. Each goal is weighted against the rep's target compensation. Adding all three objectives equals 100% of the target compensation. The rep can receive a performance score from 0% to 100% on each objective. Spiff calculates payout by multiplying the full target compensation score by the performance objective weight and the performance score.

 
| Goal | Weight |
| --- | --- |
| Increase sales by 10% | 20% of target compensation |
| Increase upsells by 15% | 30% of target compensation |
| Maintain retention at 97% or more | 50% of target compensation |

To implement this example, you can uplaod a new object, MBO, with these fields.

- OwnerID
- Goal\_End\_Date
- PerformanceGoal
- PerformanceGoalWeight
- PerformanceGoalScore

Add values for all fields, except PerformanceGoalScore, which sales managers enter manually.

![Spreadsheet for the MBO object to upload, showing the empty PerformanceGoalScore column](https://sf-zdocs-cdn-prod.zoominsoftware.com/tdta-sales-sales_performance_management-264-0-0-production-enus/b1f2feb4-26b8-444f-97f7-be2349869d93/sales_performance_management/images/spiff/spiff_rules_mbo_upload.png)

To implement target compensation for meeting the plan objectives, create a quota table and assign the target compensation for each rep across previous years, quarters, and statement periods.

![Quota table for an MBO rule](https://sf-zdocs-cdn-prod.zoominsoftware.com/tdta-sales-sales_performance_management-264-0-0-production-enus/b1f2feb4-26b8-444f-97f7-be2349869d93/sales_performance_management/images/spiff/spiff_rules_mbo_quota_table.png)

## Create an MBO Rule

To implement an MBO rule, create a line-by-line rule so that each MBO has its own payout line on the rep's statement.

### Required Editions

<table class="slds-table slds-table_bordered slds-max-medium-table_stacked slds-m-bottom_small edition"><colgroup><col></colgroup><tbody><tr class=""><td class="slds-cell-wrap" style="vertical-align:top;">Available in: both Salesforce Classic (not available in all orgs) and Lightning Experience</td></tr><tr class=""><td class="slds-cell-wrap" style="vertical-align:top;">Available in: <strong>Enterprise</strong>, <strong>Unlimited</strong>, and <strong>Developer</strong> Editions</td></tr><tr class=""><td class="slds-cell-wrap" style="vertical-align:top;">Available for an additional cost in: <strong>Professional</strong> Edition with Web Services API Enabled</td></tr></tbody></table>

<table class="slds-table slds-table_bordered slds-max-medium-table_stacked slds-m-bottom_small permission">
            <colgroup>
              <col style="width:50%">
              <col style="width:50%">
            </colgroup>
            <thead class="slds-text-title_caps ">
              <tr class="">
                <th scope="colgroup" class="slds-cell-wrap" colspan="2" style="text-align:center;vertical-align:top;" id="d23151e246">User Permissions Needed</th>
              </tr>
            </thead>
            <tbody>
              <tr class="">
                <td data-label="User Permissions Needed" class="slds-cell-wrap" style="vertical-align:top;" headers="d23151e246 ">To create a line-by-line rule:</td>

                <td class="slds-cell-wrap" style="vertical-align:top;" headers="d23151e246 ">
                  <p>A Spiff <a href="https://help.salesforce.com/s/articleView?id=sales.spiff_users_roles_and_permissions.htm&amp;release=264.0.0&amp;type=5" title="Give users the appropriate level of access so they can be successful in Salesforce Spiff, and enforce the principle of least privilege. Assign a default role to each user, or create custom roles with access to specific Spiff functionality.">user role</a> with this permission turned on.</p>
                  <p style="margin-bottom:0;">Designer Configuration: Manage</p>
                </td>

              </tr>
            </tbody>
          </table>

Use these data filters for this example.

- An InYear\_MBO data filter that uses the calendar year and the Goal\_End\_Date field.
- A ByRep\_MBO data filter that uses the OwnerID field.
- A ByRepInYear\_MBO data filter that combines the previous filters.

1. Create a datasheet named ByRepInYearMBO\_MBO and select the ByRepInYearMBO data filter.
    
    ![Datasheet that uses a data filter](https://sf-zdocs-cdn-prod.zoominsoftware.com/tdta-sales-sales_performance_management-264-0-0-production-enus/b1f2feb4-26b8-444f-97f7-be2349869d93/sales_performance_management/images/spiff/spiff_rules_mbo_data_filter.png)
2. Create a worksheet calculation for the payout formula.
    
    ```
    MBO Target Compensation × Goal Weight × Performance Score
    ```
3. Create a worksheet calculation named MBOTargetComp that references the target compensation from the quota table.
    
    ```
    =quota("MBOTargetComp")
    ```
    
    ![Worksheet calculation for target compensation](https://sf-zdocs-cdn-prod.zoominsoftware.com/tdta-sales-sales_performance_management-264-0-0-production-enus/b1f2feb4-26b8-444f-97f7-be2349869d93/sales_performance_management/images/spiff/spiff_rules_mbo_target_comp.png)
4. Create three worksheet calculations for specifying the weight of each performance objective. Format each calculation as a percent.
    
    <table class="slds-table slds-table_bordered slds-max-medium-table_stacked slds-m-bottom_small "><tbody><tr class=""><th style="vertical-align:top;" headers="d23151e352-option" id="d23151e356">Goal1Weight</th><td style="vertical-align:top;" headers="d23151e352-desc d23151e356">20%</td></tr><tr class=""><th style="vertical-align:top;" headers="d23151e352-option" id="d23151e365">Goal2Weight</th><td style="vertical-align:top;" headers="d23151e352-desc d23151e365">30%</td></tr><tr class=""><th style="vertical-align:top;" headers="d23151e352-option" id="d23151e374">Goal3Weight</th><td style="vertical-align:top;" headers="d23151e352-desc d23151e374">50%</td></tr></tbody></table>
    
    ![Worksheet calculation for performance objective weight](https://sf-zdocs-cdn-prod.zoominsoftware.com/tdta-sales-sales_performance_management-264-0-0-production-enus/b1f2feb4-26b8-444f-97f7-be2349869d93/sales_performance_management/images/spiff/spiff_rules_mbo_weight.png)
5. Create a calculated field, GoalWeight, on the datasheet. Enter the summary calculations you created to determine the appropriate rate for each line.
    
    ```
    =if(PerformanceGoal = "PerformanceGoal1", MBO_Worksheet!Goal1Weight, if(PerformanceGoal = "PerformanceGoal2", MBO_Worksheet!Goal2Weight, if(PerformanceGoal = "PerformanceGoal3", MBO_Worksheet!Goal3Weight, 0)))
    ```
    
    ![Datasheet showing MBO goal weight](https://sf-zdocs-cdn-prod.zoominsoftware.com/tdta-sales-sales_performance_management-264-0-0-production-enus/b1f2feb4-26b8-444f-97f7-be2349869d93/sales_performance_management/images/spiff/spiff_rules_mbo_summary_calculations.png)
6. Create three worksheet calculations for entering performance goal scores, assign a default value of 0 to each calculation, and format each calculation as a percent.
    
    Admins enter performance scores manually after a score for each rep is determined. If there are a large number of reps, you can upload a spreadsheet with multiple scores, or you can enter performance scores in a quota table. In this example, the calculations become metric cards that admins can edit.
    
    <table class="slds-table slds-table_bordered slds-max-medium-table_stacked slds-m-bottom_small "><tbody><tr class=""><th style="vertical-align:top;" headers="d23151e428-option" id="d23151e432">PerformanceScore1</th><td style="vertical-align:top;" headers="d23151e428-desc d23151e432">0%</td></tr><tr class=""><th style="vertical-align:top;" headers="d23151e428-option" id="d23151e441">PerformanceScore2</th><td style="vertical-align:top;" headers="d23151e428-desc d23151e441">0%</td></tr><tr class=""><th style="vertical-align:top;" headers="d23151e428-option" id="d23151e450">PerformanceScore3</th><td style="vertical-align:top;" headers="d23151e428-desc d23151e450">0%</td></tr></tbody></table>
    
    ![Worksheet with performance score metrics](https://sf-zdocs-cdn-prod.zoominsoftware.com/tdta-sales-sales_performance_management-264-0-0-production-enus/b1f2feb4-26b8-444f-97f7-be2349869d93/sales_performance_management/images/spiff/spiff_rules_mbo_worksheet_performance_score.png)
7. Create a calculated field, PerformanceScore, on the datasheet. Enter the summary calculations you created to determine the appropriate rate for each line.
    
    ```
    =if(PerformanceGoal = "PerformanceGoal1", MBO_Worksheet!PerformanceScore1, if(PerformanceGoal = "PerformanceGoal2", MBO_Worksheet!PerformanceScore2, if(PerformanceGoal = "PerformanceGoal3", MBO_Worksheet!PerformanceScore3, 0)))
    ```
    
    ![Datasheet showing performance scores](https://sf-zdocs-cdn-prod.zoominsoftware.com/tdta-sales-sales_performance_management-264-0-0-production-enus/b1f2feb4-26b8-444f-97f7-be2349869d93/sales_performance_management/images/spiff/spiff_rules_mbo_performance_calculations.png)
8. Create a calculated field, MBO\_Commission, on the datasheet. Combine all three components of the formula for determining the MBO commission.
    
    ```
    =MBO_Worksheet!MBOTargetComp * GoalWeight * PerformanceScore
    ```
    
    ![Worksheet showing MBO commission](https://sf-zdocs-cdn-prod.zoominsoftware.com/tdta-sales-sales_performance_management-264-0-0-production-enus/b1f2feb4-26b8-444f-97f7-be2349869d93/sales_performance_management/images/spiff/spiff_rules_mbo_rule.png)

Go back to your plan and add the MBO payout rules with the MBO\_Commission field as your payout amount.

## Create an MBO Statement

Statements that include MBO metrics clearly outline specific, measurable goals that align with your company's objectives so reps understand their targets and how they contribute to overall success.

### Required Editions

<table class="slds-table slds-table_bordered slds-max-medium-table_stacked slds-m-bottom_small edition"><colgroup><col></colgroup><tbody><tr class=""><td class="slds-cell-wrap" style="vertical-align:top;">Available in: both Salesforce Classic (not available in all orgs) and Lightning Experience</td></tr><tr class=""><td class="slds-cell-wrap" style="vertical-align:top;">Available in: <strong>Enterprise</strong>, <strong>Unlimited</strong>, and <strong>Developer</strong> Editions</td></tr><tr class=""><td class="slds-cell-wrap" style="vertical-align:top;">Available for an additional cost in: <strong>Professional</strong> Edition with Web Services API Enabled</td></tr></tbody></table>

<table class="slds-table slds-table_bordered slds-max-medium-table_stacked slds-m-bottom_small permission">
            <colgroup>
              <col style="width:50%">
              <col style="width:50%">
            </colgroup>
            <thead class="slds-text-title_caps ">
              <tr class="">
                <th scope="colgroup" class="slds-cell-wrap" colspan="2" style="text-align:center;vertical-align:top;" id="d23151e595">User Permissions Needed</th>
              </tr>
            </thead>
            <tbody>
              <tr class="">
                <td data-label="User Permissions Needed" class="slds-cell-wrap" style="vertical-align:top;" headers="d23151e595 ">To add MBO metrics to a statement:</td>

                <td class="slds-cell-wrap" style="vertical-align:top;" headers="d23151e595 ">
                  <p>A Spiff <a href="https://help.salesforce.com/s/articleView?id=sales.spiff_users_roles_and_permissions.htm&amp;release=264.0.0&amp;type=5" title="Give users the appropriate level of access so they can be successful in Salesforce Spiff, and enforce the principle of least privilege. Assign a default role to each user, or create custom roles with access to specific Spiff functionality.">user role</a> with these permissions turned on.</p>
                  <ul>
                    <li>Designer Configuration: Manage</li>

                    <li>Statements: Recalculate</li>

                  </ul>
                </td>

              </tr>
            </tbody>
          </table>

1. Add metric cards to a statement.
2. Edit the performance score metrics.
    
    ![Performance score metric cards on a statement](https://sf-zdocs-cdn-prod.zoominsoftware.com/tdta-sales-sales_performance_management-264-0-0-production-enus/b1f2feb4-26b8-444f-97f7-be2349869d93/sales_performance_management/images/spiff/spiff_rules_mbo_metric_cards.png)
3. If you want the rule to pay commission only at the end of the year, add an end-of-year check to the formula and recalculate.
    
    An end-of-year check multiplies the MBO commission by 0 for all statements except the last statement period of the year, where the commission is multiplied by 1.
    
    ![MBO plan that includes an End of Year check](https://sf-zdocs-cdn-prod.zoominsoftware.com/tdta-sales-sales_performance_management-264-0-0-production-enus/b1f2feb4-26b8-444f-97f7-be2349869d93/sales_performance_management/images/spiff/spiff_rules_mbo_eoy.png)
4. To show a rep's current earnings by goal, create three worksheet calculations named Goal1Earnings, Goal2Earnings, and Goal3Earnings.
5. To add the earning calculations, create a MBO Earnings from Current Scores calculation.
    
    ![Worksheet showing MBO earnings](https://sf-zdocs-cdn-prod.zoominsoftware.com/tdta-sales-sales_performance_management-264-0-0-production-enus/b1f2feb4-26b8-444f-97f7-be2349869d93/sales_performance_management/images/spiff/spiff_rules_mbo_earnings.png)