Management needs to, above all else, (a) settle what is being measured, (b) have the MGO’s agreement on it, and (c) be sure finance and others, anyone else who has a stake in the program, understand it and are aligned with it.
Ultimately you want major gift officers who are passionate about helping donors fulfill their passions and interests, and then you want to fairly and generously reward those MGOs that do this well.
Most importantly, is the MGO making meaningful connections with each and every donor? Is she moving the donors toward deeper connection with the organization and its mission?
Management and accountability systems and processes should be a kind, honest, direct way of helping a person meet expectations – their own expectations, and the expectations of the group.