Managing targets
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Managing targets

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Article summary

Revenue analytics is rolling out in October 2024
Who’s this for: RevOps 
Where to go: Company settings > Revenue analytics
Who can do this: Individuals with 
permission to manage revenue analytics


Targets enable monitoring performance, aligning goals, and comparing real-time sales data with company benchmarks using unified data points. You can create multiple targets and fill them with individual and team values, then integrate them into formula metrics, and widgets, reducing the risk of inconsistencies across the organization.

Targets can be used in:

  • Formula metrics

    Note:

    Target-based formula metrics cannot be used in custom charts.

  • KPI and Performance widgets, when measuring a metric against a target.

  • Forecast boards.

We currently support targets of currency or units, applied to months, quarters, and years.

To add a new target:

Note:

Before managing your targets, verify your tech admin has assigned you the relevant permission profile.

  1. Go to Company settings > Revenue analytics > Targets and click +New target.

  2. Give your target a Name (ex: “Retention”) and a Description to help others understand it.

  3. Select the target Type - Currency for measuring amounts and Units for measuring a quantity of items (for example, the number of Sales Accepted Opportunities).

  4. Click Download template. A template CSV file is downloaded to your computer.

  5. Edit the CSV file and populate it with team members and team targets.

  6. Before uploading the file, verify that:

  • The file has at least 1 row and all columns are populated with values

  • Identifiers (email address/CRM IDs) are unique and valid

  • Periods are in the right format: "Month FYyyyy" for months (ex: "April FY2022), Qx FYyyyy" for quarters (ex: "Q2 FY2022), “FYyyyy” for years.

  • For currency targets, a standard 3-letter currency abbreviation (ex: USD, EUR, GBP) is used

  • The file doesn’t exceed 10MB

7. Upload the file.

Ideas for targets

Here’s a few examples of targets you may want to set:

  • Bookings $

  • Pipeline created $

  • Pipeline created #

  • Win rate #

  • Average sales price $


Best practices

To make the most out of your targets, we recommend:

Coupling targets and metrics/forecast boards

Ideally, you should have a metric per target or forecast board column.

Team vs. individual targets

Each entry in the CSV file represents a team or an individual.

Under the column “is team”, individual quota-carriers should be assigned the value “false”, while teams should be assigned the value “true”.

If a team member is both an individual contributor and a manager, the team target value will be measured against their team rollups, while the individual value will be measured against their own numbers (deals in which they are the user associated with the deal).

For example, John Smith has two entries in “Bookings $”:

  • As an individual quota-carrier, where they’re the owner of deals (is team=”false”), their target is 30K USD for Q2, FY2025.

  • As a sales manager, where their direct reports are the owners of deals (is team=”true”), their target is 150K USD for Q2, FY2025.

Multiple targets

Each individual or team can be assigned a designated target per period per target type.

For example, John Smith can have:

  • A currency target for Q2, FY2025

  • A currency target for Q3, FY2025

  • A unit target for Q2, FY2025

  • A unit target for Q3, FY2025


Visit our Academy and find out how to utilize your dashboards to boost efficiencies and refine revenue operations


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