This tool is based on research by Professor Mike Bourne and Dr Monica Franco-Santos at the Centre of Business Performance, Cranfield School of Management and was adapted from The impact of performance targets on behaviours: a close look at sales force contexts, CIMA/ Cranfield School of Management, 2009.
Targets are frequently used as a motivational technique. Founded on well-established theories of achievement motivation, targets that are specific and perceived achievable can help to focus managerial action, encourage people to succeed