Learn about Targets
One of the main aspects of planning is the process of setting targets. A target is a goal set for anything measurable that the company is looking to achieve as part of the go-to-market plan.
One of the most familiar targets in sales operations is quota/sales revenue, but a complete go-to-market plan will have several targets and goals to determine the success or failure of a plan
The concept behind targets
- Roles play a critical part in how targets are set. A target is set on a specific role, on a go-to-market hierarchy node (such as a segment, team, etc.), and then people are assigned to that role for a period of time.
- There are two types of targets - scalar targets and time series targets.
- Targets that are of the type Time Series show a breakdown of an annual target into months. This breakdown is called a Schedule. You can manage Schedules while creating Time Series targets in the Designer.
- Targets are broken down from the parent into the child nodes in the hierarchy. This is known as Top-Down Target Setting.
- Bottoms-Up Feedback - a way to inform whether the Top-Down target is achievable. Various parties provide Feedback, including front-line managers or the sales executives who evaluate the top-down number and provide suggested changes.
- You can set targets from the Bottom-up as well. They are done in the form of Schedule or Manual Adjustments.