How to measure 2015

sales targets in salesforce

Sales Targets - What’s the problem?

• Measuring sales performance against target is

fundamental to effective sales team management

• But there’s no Target tab in salesforce!

• Many salesforce customers struggle to put in place the

target monitoring mechanisms and dashboard charts and

reports that track performance effectively

• Consequently they miss the essential information needed

to take immediate action when sales are not on target

What’s the answer?

Three ways to track performance against sales

target in salesforce:

• Option 1 – use a Dashboard Gauge

• Option 2 – use the Forecasts tab

• Option 3 – use a Custom solution

• Sales indicator fed by underlying

report of Closed Won sales deals.

• Red, amber and green breakpoints

maintained manually.

Option 1 – Dashboard Gauge

When to use the Dashboard Gauge

Pros

• Simple and easy to set up.

• Quick and powerful summary indicator of sales against target.

Cons

• Breakpoints need to be manually calibrated for each target period.

• No drill down to view sales against target at lower level of detail.

• Value of pipeline deals and their potential contribution to target achievement

is not visible.

It’s the right choice if you need to:

• Set something up really quickly.

• Measure top level performance against sales target and are happy to create

(or don’t need) similar gauge’s for individual teams and sales people.

• Apply targets to annual or quarterly time periods. Or are prepared to re-set

the red, amber and green values on a monthly basis

• Track sales versus target including the potential

contribution of pipeline deals

• Advanced functionality for forecasting future revenue at

company, team, individual and product family level

Option 2 – Forecasts Tab

When to use the Forecasts Tab

Pros

• Set targets at individual, team, company and product family level.

• Forecast sales performance against target based on won, committed,

pipeline and best case deals.

• Extensive drill down capability to identify performance shortfalls.

• Review historic performance against forecasts submitted in the past.

Cons

• Needs appropriate training for sales users and managers.

• Requires high level of user adoption and end user commitment.

It’s the right choice if you have:

• Sophisticated target management requirements.

• Mature sales team with good level of existing salesforce user adoption.

• Are prepared to invest in setting up Forecasts and training users.

• Targets entered into custom object for each sales person / month

• Opportunities automatically linked to relevant Target based on Owner

and Close Date

• If Close Date or Owner changes then Opportunity automatically

unhooked and linked to new Target

Option 3 – Custom Solution

• Dashboard chart provides top down summary of sales versus target

• Underlying report shows performance against individual sales target

Option 3 – Dashboards & Reports

When to use the Custom Solution

Pros

• Easy to use. Opportunities linked to relevant targets without manual updating

by sales people.

• Shows performance against target with and without pipeline deals.

• Easy to maintain. Target values can be inserted / modified from spreadsheets.

• Drill down to detailed information from dashboard summaries.

• Option to link Orders or Invoices from transactional systems to targets.

Cons

• Requires code to be deployed therefore not appropriate for Professional

Edition users.

It’s the right choice if you:

• Need half-way house solution between the simplicity of the Gauge and

complexity of the Forecasts tab.

• Want to link targets to revenue stored in ERP or back-end systems.

What to do after this presentation

Read the full blog post How to measure this year’s sales targets in salesforce

Contact Us Find out how we can deploy any of these solutions to your salesforce system. http://garysmithpartnership.com/contact-us/

Read our related blogs 10 charts that should be on your salesforce sales dashboard 3 charts that measure sales pipeline quality 5 reports that accurately measure salesforce user adoption

THANK YOU!