The document outlines a goal setting process that flows from the company level down to individual business developers. The company sets overall quantitative and qualitative goals. Regional management then breaks these goals down and assigns targets to individual business developers. Business developers receive their assigned goals and discuss strategies to achieve them, being eligible for bonuses under a Variable Remuneration Program if targets are met.

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7. HQ
• Set Up Macro Goals
Regional
Management
• Receives the Goal for the
Region
• Breaks it into the Business
Developers
Business
Development
• Receives and discuss some
strategies to achieve the Goals
Company
Goal
Quantitative
Goals
Qualitative
Goals
Bonus (VRP)
Variable
Remuneration
Program
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9. https://matildeferreira.co.uk/2016/10/19/qa-pr/