Managing targets
  • 10 Dec 2024
  • 2 minute read
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Managing targets

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Article summary

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 predefined data points. You can create 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:

Adding a new target

Note:

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

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

  2. Give your target a Name (for example, “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 target values.

  6. Upload the file. The target is added to your target list, along with its general information and number of records. When the target is used anywhere in Gong it will be indicated under Used in, so you  and others understand the implications of modifying it:

Note:

If you’re experiencing any issue with uploading the file, check out this troubleshooting article.

Modifying targets

Upserting a target file

Once you’ve uploaded a CSV file and saved your target, you can add multiple new records or update preexisting ones:

  1. Edit your CSV file.

  2. Go to Company settings > Revenue Analytics > Targets.

  3. Select your target, click, and then Edit target.

  4. Click Upset CSV and then upload the updated CSV file.

Modifying a single record value

You can edit specific record values straight from the target entity:

  1. Go to Company settings > Revenue Analytics > Targets.

  2. Select your target, click and then Edit target.

  3. In records you want to change, click , and then enter the new value.

  4. Click Save.

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 records

Each record 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 records

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

For example, John Smith can have:

  • A currency target value for Q2, FY2025

  • A currency target value for Q3, FY2025

  • A unit target value for Q2, FY2025

  • A unit target value for Q3, FY2025


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