Sales Goals

Sales Goals provide the ability to set goals and to measure progress towards those goals. These goals can be set against individuals, teams, departments, or the organization. Sales Goals can be configured against the following subjects:

• Activities
• Contracts
• Event Opportunities
• Events
• Exhibitors
• Opportunities
• Service order Items
• Service Orders

Included in this article:

1. Create the Sales Goal Type
   1. Edit a Sales Goal Type
   2. Delete a Sales Goal Type
2. Create the Sales Goal
   1. Edit a Sales Goal
   2. Delete a Sales Goal
3. Analyze the Sales Goal Period
   1. Edit a Sales Goal Period
4. Recalculate Contributed Amounts for a Sales Goal Period

Create a Sales Goal Type

A Sales Goal Type defines the goal subject and the activity or production counted towards the goal. Examples of Goal Types may be; Sales in the Year or Number of Phone Calls.

To create a Sales Goal Type:

1. Navigate to the Sales Goal Types page and click Add. The Add Sales Goal Type window opens.
2. Enter the following information:
   • • Description: Name of the goal type. For example: Total Ordered Revenue in the Year
     • Subject:  Enterprise feature where the Goal Type will calculate on. For example: Events, Service Orders
     • Type: How the results calculate and display.
       • • Amount: Result displays in currency.
         • Count: Result displays in a numeric total.
     • Goal Period Date Field: Field used to determine inclusion in the Sales Goal. For example, selecting the Start Date-Event/Job field when the Service Order is the Subject, calculates totals based on the start of the event. Available options are dependent on the Subject selected as the goal type.
     • Summary: The data field you are measuring. For example, the Ordered Total for Service Orders.
     • Goal Owner or Team member: The user responsible for managing the Goal Type and for whom the goal is created.
     • Event Field: The Event or Job based on what subject is selected. 
     • Active:  If checked, the Goal type is available for selection when creating Sales Goals.
     • Additional Filters: Displays after selecting the Subject. Select additional filters for the measured data to further define your results.
3. Go to the Additional Information tab.
4. Enter the following information, if needed:
   • • Is Delivery Period Different: If checked, includes event data from after the Last End Date of the goal.
       • • Used by organizations which sell events years in advance. For example: Destination Marketing Organizations (DMOs) or Convention Centers.
         • Includes data in goal analysis at time of contracting and at time of revenue recognition.
     • Delivery Date Field: Defines the period for which the goal is counted when the delivery period is different.
     • Months After Goal Year Start - Minimum: The first month after the Last End Date on the Sales goal the data counts towards. 0 is the immediate month following the Last End Date.
     • Months After Goal Year Start - Maximum: The last month after the Last End Date on the Sales goal the data will be counted towards. Entering 11 would be 1 calendar year from the Last End Date month on the Sales Goal.
5. Click OK.

Edit a Sales Goal Type

To edit a Sales Goal Type:

1. Navigate to Sales Goal Type page.
2. Right-click on the Sales Goal Type and select Edit. The Edit Sales Goal Type window opens.
3. Edit fields as necessary.
4. Click OK.

Delete a Sales Goal Type

To delete a Sales Goal Type:

1. Navigate to the Sales Goal Type page. 
2. Right-click on the Sales Goal Type and select Mark for Delete.
3. Click Save.

Create the Sales Goal

A Sales Goal is the objective an organization, individual or team needs to obtain. This can be based on time, amount or revenue goal.

To create the sales goal:

1. Navigate to the Sales Goals page and click Add. The Add Sales Goal window opens.
2. Enter the following information:
   • • Description
     • Sales Goal Type: Select from the active Sales Goal Types.
     • Goal Period Type:
       • • Calendar: Calculates results based on a 12-month cycle. When using Calendar, the Goal period can be set for Week, Month, Quarter or Year.
         • Fiscal: Calculates results based on the organization Fiscal Calendar. When using Fiscal, the Goal Period can be set for Fiscal Period, Quarter or Year.
     • Goal Start Year: The year to measure contributed amounts towards a goal.
     • Goal Period: Time range for the Goal period.
     • Number of Periods: Defaults based on Goal Period Type and Goal Period. Edit if needed.
     • First Start Date: The earliest date for including data in the goal analysis.
     • Last End Date: Calculates based on Goal Period Type, Goal Period, Number of Periods and First Start Date.
       • Note: Goals cannot cross fiscal years. If Fiscal is selected as the Goal Period Type, the Last End Date will remain as the last final date in the Fiscal Year, regardless of Start Date.
     • Total Goal Amount: Goal amount for the selected goal period.
     • Goal Period Amount: Calculates based on Goal Period, Number of Periods and Total Goal Amount.
     • Is Event Specific: If checked, the goal only applies to a specific event. An Event selection field displays once checked.
     • Rep or Owner: The Personnel account responsible for managing the sales goal. For group goals (i.e., department, team, or organization) the Rep or Owner is likely a manager, lead, etc.
     • Goal For: Who or what the goal measures.
       • • Individual: The goal only analyzes results for the selected Rep or Owner.
         • Department: The goal only analyzes results for the Personnel of the Department selected. Once checked, the Department field displays. The Rep or Owner field can be blank or assigned to a manager, lead, etc.
         • Team: The goal only analyzes results for the Personnel of the selected Team Members field. Once checked, the Team Members field and Display to Team Members checkbox displays. The Rep or Owner field can be blank or assigned to a manager, lead, etc.
         • Organization: The goal analyzes results for all organization Personnel.
3. Click OK.

Edit a Sales Goal

To edit a Sales Goal:

1. Navigate to the Sales Goals page. 
2. Right-click on the Sales Goal and select Edit. The Edit Sales Goal window opens.
3. Edit fields as necessary.
4. Click OK.

Delete a Sales Goal

To delete a Sales Goal:

1. Navigate to the Sales Goals page. 
2. Right-click on the Sales Goal and select Mark for Delete.
3. Click Save.

Analyze the Sales Goal Period

Review the performance of an individual sales goal or compare several goals at once. 

Key fields for analyzing performance in relation to the Sales Goal include:

• Goal Amount: The amount defined for the Sales Goal.
• Contributed Amount: Total amount of Summary data recorded to date.
• % of Goal: The percentage of total goal currently met.
• Variance: Amount remaining to meet goal.

To analyze performance within Sales Goals Periods:

1. Navigate to the Sales Goal Periods page. 
2. Enter necessary filtering criteria and click Search.
3. Sort, Group and Filter as desired.

Edit a Sales Goal Period

To edit the goal amount for a Sales Goal Period:

1. Navigate to the Sales Goal Periods page. 
2. Right-click on the period and select Edit > Edit. The Edit Sales Goal Period window opens.
3. Edit the Goal Amount field.
4. Click OK.

Recalculate Contributed Amounts for a Sales Goal

Recalculating the contributed amounts will update the amounts based on any changes made for this period. To recalculate the Contributed Amounts for a Sales Goal Period:

1. Navigate to the Sales Goals page. 
2. Right-click on the Sales Goal and select Recalculate Contributed Amount.

It is possible to automatically schedule the recalculations for Sales Goals. To schedule automatic recalculations of the Contributed Amounts for a Sales Goal.

1. Navigate to the Sales Goals page and click Tools.
2. Click Schedule Sales Goal Recalculation. The Edit Scheduled Task window opens.
3. Enter the following Information:
   • • Description: The name of the task to be scheduled. For example: Weekly Sales Goals Update
     • Interval: Frequency of the task occurrence.
     • Task Start: First date the task will occur.
     • Task Status: Status of the next Task occurrence.
       • • Waiting: on schedule to run at the next interval
         • Sleeping: paused until updated to Waiting status
         • Stopped: Task has ended, either by user setting this status or because the task End Date has passed.
     • Hold: If checked, the task will not run as scheduled until unchecked.
4. Click OK.