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Identify Goals and Set Targets in Sales Planning
Add goals to the sales plan, and specify target values for each goal. Typically, finance users set high-level guidance and then sales or sales operations personnel set specific targets for their teams.
Required Editions
| Available in: both Salesforce Classic (not available in all orgs) and Lightning Experience |
| Available for an additional cost in: Enterprise, Performance, Unlimited, and Developer Editions with Sales Planning in English only, and only if you have Web Services API enabled |
| User Permissions Needed | |
|---|---|
| To set targets: | One of these:
|
Important Before you create goals and set targets, create segments for your sales plan. See Segment Business Units and Record Assignments.
Identify Goals for the Plan
Add the goals that become measurable targets in the plan.
-
From the Manage Your Sales Plan card, click
Create next to the Goals item.
If someone set up goals previously, click the gear icon
for the Goals item. -
In the Manage Goals window, enter the name for a goal, such as Revenue
Growth, press Return (macOS) or Enter (Windows).
The name you enter becomes a target that you can modify next. The target is added for all segments that you have access to.
- To save your changes, make sure that you see a green checkmark in the lower left corner, and close the Product Setup window.
Set Targets for Plan Goals
Specify target values for the goal that you created.
-
From the Manage Your Sales Plan card, click the pencil icon
next to the target that was created for the goal.
-
In the Manage Targets window, specify targets by product.
- To select the segment reference data columns that are visible and to
configure how the data is formatted, click the gear icon (1).
- Select how many levels of the segment hierarchy are visible (2).
- Select the baseline level of the product hierarchy that you want to work from (3).
- Select how many levels of the product hierarchy that you want to show (4) from the product baseline you selected (3).
- To specify a target value, place your cursor in a product cell (5)
and edit the value inline. Or, with the cell selected, use the formula
field to enter a number or formula that uses the
[Parent]variable and specifies a target value for the segment. For example, to set a segment target that represents 10% of the parent’s target, enter [Parent] * .1 for the formula. - See whether a specific target's value is over- or under-allocated, based on the sum of its direct child products (6).
- View a summary of the number of target values shown and the number of over- and under-targeted values (7).
- To select the segment reference data columns that are visible and to
configure how the data is formatted, click the gear icon
- To save your changes, make sure that you see a green checkmark in the lower left corner, and close the Product Setup window.
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