"Step 4: Clarify core objectives
The organization next turned to the question of identifying “success” in using SIC as a lever to influence the sales force behavior. The success measures are termed Core Objectives.
The Core Objectives (see Exhibit 10) served as a platform to unify the various stakeholders who have to collaborate in meeting the customer (sales force) outcomes. By establishing common goals, Cisco could develop new business processes focused on improving collaboration.
Exhibit 11 shows how the Core Objectives align with the competitive objectives and the customer and stakeholder outcomes."
Trechos retirados de "How strategy execution maps guided Cisco System’s Sales Incentive Compensation plan"