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Sales Account Plan Objectives, Measures, and Calculation Definitions
Add specific, actionable, and measurable goals to your team’s long-term growth strategy with sales account plans. When you add an objective to a sales account plan, you can specify how the objective is measured, select a calculation definition, and select related records. The selections you make for a measure, calculation definition, and related records determine how the objective tracks activity and how the objective’s current value is updated.
Required Editions
| Available in: Lightning Experience |
| Available in: Enterprise, Performance, Unlimited, and Agentforce 1 Sales Edition Editions with Sales |
Qualitative Objectives
A qualitative objective has no specific, measurable goal. Success is measured subjectively. These goals don’t use measures or calculation definitions and they don’t show a current value. Related records are optional and can add context to the objective but they aren’t used for any calculations.
| Example Objective | Measure? | Calculation Definition? | Related Records? |
|---|---|---|---|
| Launch a customer support program. | No | No | No |
| Get buy-in from the executive team. | No | No | Contacts that represent the executive team |
Quantitative Objectives
A quantitative objective has a specific, measurable goal. Success is measured objectively by specifying a target value to achieve.
These goals use measures, but calculation definitions and related records are optional.
- If you don’t select a calculation definition, related records are optional. They can add context to the objective, but aren’t used for calculating the objective’s current value. Instead, users must update the current value manually.
- If you select a calculation definition, related records are required. Activity on those records that satisfies the criteria of the calculation definition counts toward calculating the objective’s current value.
| Example Objective | Measure? | Calculation Definition? | Related Records? |
|---|---|---|---|
| Improve overall customer satisfaction by achieving a higher Net Promoter Score. | Yes The target value is a number that represents the score to achieve. |
No | No |
| Increase EMEA sales by 20%. | Yes The target value is the percent amount to achieve. |
No | Opportunities for the target region |
| Achieve $100 million in revenue. | Yes The target value is the currency amount to achieve. |
Yes Calculate the sum of opportunity amounts if the Stage is Closed Won. |
Opportunities that count toward the revenue target |
When Admins Create Calculation Definitions
Salesforce admins create calculation definitions on the Sales Account Plans page in Setup. Keep these considerations in mind when creating calculation definitions.
- Two calculation definitions are available and activated by default, or you can create your own.
- The description that you enter for a calculation definition is visible to users when they add an objective to a sales account plan and select the calculation definition.
- You can track activity on campaigns, cases, contacts, and opportunities.
- Calculation definitions remain in Draft status after you create them and aren’t available for users to select until you select Activate from the actions dropdown menu.
- You can edit only inactive calculation definitions that are in Draft status.
When Users Select Calculation Definitions and Related Records
Sales team members can select a calculation definition when adding an objective to a sales account plan. Keep these considerations in mind when using calculation definitions and related records with objectives.
- A calculation definition tracks activity on only one type of object. You can select records of other supported object types, but only records that match the calculation definition’s criteria count toward the objective’s current value. Records of other object types can add context to the objective but don’t count toward the current value.
- For cases, contacts, and opportunities, you can search for the records that you want to include in the objective. For campaigns, search isn’t available, but you can select from campaigns that are available to the account.
- As sales team members complete activity that satisfies the calculation definition’s criteria, the objective’s current value is updated. The current value is updated daily based on activity on the selected records. When users select a different calculation definition or select different records, the current value is updated immediately.
- Objectives created from an Account Plan record page use the default record type.
- You can search for and add relevant records from any account to an objective.
- You can relate up to 50 records to an objective.
Custom Fields in Measures and Calculation Definitions
If an admin modifies the Account Plan Objective Measure object by adding a custom field, these considerations apply.
- The Create Objective or Edit Objective windows don’t show the custom field.
- The Objectives panel on the sales account plan details page doesn’t show the custom field.
If a calculation definition references a custom field and the field’s data type changes after the calculation definition is activated, the objective’s current value is no longer updated. Also, the calculation definition is removed from the list of available definitions in Setup, but its record remains accessible by API.
