Setting goals is an effective way of quantifying performance, by ensuring that you and your team are on the right track towards meeting your sales objectives and targets. You can set and track goals for yourself and your team members. The activities a salesperson performs play a key role in target achievement. Now you can assign and track goals for the activities the salesperson has to perform and achieve.
Note: The ability to view, create, or assign goals is subject to permissions configured to your role. Contact your admin to get the required permissions enabled.
If you are a user who would like to assign goals to your team and track them, you require ‘View’, ‘Create’, and ‘Edit’ permissions for the activity goals module to be enabled for your role.
Adding a goal
Here’s how you can configure a goal:
a) If you have Admin Settings permission configured for your role, go to Admin Settingsand scroll down to Activity Goals under Sales Force Automation.
b) If you do not have Admin Settings permission, go to Deals>> Activity Goals
Note: To be able to create and assign Goals to others, you will need ‘View’, ‘Create’, and ‘Edit’ permissions enabled and ‘All goals’ scope enabled.
Click This opens an .Add Goal overlay where you can configure goals for yourself or your team members.
Add goal details.
Each goal can be assigned the following details:
- Goal period: Set the period for which this goal will be valid. Opt between the following:
A. Weekly - Goals will be assigned for a week (Sunday to Saturday)
B. Monthly - Goals will be assigned for a month
C. Quarterly - Goals will be assigned for a quarter. January to March is considered the first quarter of the year.
D. Yearly - Goals will be assigned for a year.
- Time Range: The time frame for which you want to set the goal. If you have assigned a weekly goal, then you can define the weeks the goal is applicable for.
For example, if you have chosen a monthly goal, here’s the time ranges you can assign to your goal:
This Month: The goal will be calculated from the first day to the last day of the ongoing month.
Next Month: The goal will run from the first day to the last day of the upcoming month.
All months this quarter: This will create goals for the current and all remaining months of the current quarter.
All Months this year: This will create goals for the current month and all remaining months of the ongoing year. Ex.: If you are in October and selecting this option, the goals will be created for October, November, & December.
Custom Period: This allows you to select the months for which the goal will apply.
Similarly, for other goal periods, you can choose from the following time ranges:
Note: You cannot create goals for past periods. You can only create goals for current and future periods.
- Goal Type: Choose between a User goal or a Team Goal.
A. User Goal: Select the user(s) to whom the goal would be assigned.
Note: If you select 4 users, and set a sales activity target of 100, then each user will have a target of 100 for the selected sales activity.
B. Team Goal: Select a Team to which the goal will be assigned. Once a team is selected, you can assign goals to individual team members and distribute them equally or proportionately. You can also exempt certain users, say the Manager, from being assigned the goal. The sum of all individual team member's goals will be the team goal.
4. Click the goal to take effect. for
On the Sales goals page, you can switch between different views by clicking the
button on the top left corner. You can also filter goals using up to 9 conditions.
How is the attainment of a goal tracked and calculated?
Goal attainment is calculated based on details configured to a goal. For ongoing goals, the attainment is calculated in real-time. The sales activities should be set "Mark as Completed" for the attainment to be tracked
For example, consider Irene is a sales agent and has been assigned a task target of 100 for the month of September. If Irene completes 80 tasks by the end of the month, her attainment will be calculated as 80%
For past goals, the attainment is not calculated after the completion of the goal. This means, if Irene's task completion date was changed post the expiry of the goal, the change will not be reflected in the goal. However, users can opt to recalculate the goal to reflect the updated value.
Note: Once a Recalculate operation is run on a goal, a user will have to wait for 3 hours before recalculating the same goal. However, the user can recalculate other goals.