Outcomes, Milestones, and Measures
Before you start assembling a program in Salesforce, identify your program goals, including the outcome you want users to achieve and the incremental milestones they complete along the way. And, learn how to define the criteria for measuring and tracking progress against your goals.
Required Editions
| Available in: Lightning Experience |
| Enablement is available in Developer Edition with a limited number of add-ons. It is also available with Sales, Service, or the Salesforce Platform in: Enterprise, Performance, Unlimited, and Einstein 1 Sales Edition Editions for an additional cost |
| Enablement Lite is available with Sales in: Enterprise, Performance, and Unlimited Editions |
| Partner Enablement is available in Developer Edition with a limited number of add-ons. It is also available with Sales, Service, or the Salesforce Platform in: Enterprise, Performance, and Unlimited Editions for an additional cost. A supported PRM add-on license is required. |
How Outcomes and Milestones Differ
A program’s outcome is final, most significant activity that you want to track and that maps to your target revenue metric.
Milestones are smaller, incremental goals that help users demonstrate aptitude and build competencies on their way to the outcome. Reinforce preferred business processes or user behaviors, such as how you want users to track your company data in Salesforce.
Establishing Program Outcomes and Milestones
Work with your team to identify the outcome and milestones you want to achieve, when you want users to achieve them, how you want to track progress. See Plan Your Enablement Program Strategy.
For example, maybe you’re planning a program to help shorten the ramp time of new sales reps. You identify a goal for a sales rep to close a deal within their first 60 days on the job. To support that goal, you want to reinforce standard business practices along the way.
| Goal | Goal Type | Day of Program |
|---|---|---|
| Close a deal | Outcome | 60 |
| Log 5 sales calls | Milestone | 10 |
| Log 30 sales emails | Milestone | 20 |
| Log 200 sales calls or emails | Milestone | 40 |
Measuring Progress for Outcomes and Milestones
Criteria for completing outcomes and milestones are based on specific objects in Salesforce, such as tasks and opportunities. When you add an outcome or milestone to a program, you select a corresponding Enablement measure and specify the target value that a user must achieve to complete the milestone or outcome.
For example, if a milestone requires a user to log five sales calls, a corresponding measure must specify what counts as a sales call. One way to define a sales call is by using the Task object and its fields.
- Task Subtype is Call.
- Task Subject includes the word “Call”.
- Task Status is Completed.
Outcomes and milestones can be modified to include multiple measures and objects for tracking users’ progress. For example, you can create a composite milestone that tracks calls and meetings, which are types of Tasks and Events respectively.
Enablement Measures and Enablement Programs are separate objects in Salesforce. You can define a measure one time and then reuse it across multiple programs or use it multiple times in one program. Each outcome or milestone that references the measure can define a different target value.
A Salesforce admin or business operations expert can help you identify the objects, fields, or other data you want to evaluate when you define measues. In some cases, a custom object or field might be required.
Some prebuilt measures are available to help you get started.
