Bottom-Up Target Setting

To review the idea behind the Bottom-up target setting, go to Reviewing the Types of Targets. This section covers how to add Bottom-up feedback, person-level targets, and rolling up.

Applying Schedule Adjustments

❗️

You cannot add adjustments if there isn't already a schedule in place. To add a schedule for your target, learn more [here].

On the "Edit Details" page for an inherited target, you can provide bottom-up feedback to the target setting process in the form of a schedule adjustment. Adjustments are useful when you'd like to increase or decrease the month-by-month breakdown of the targets for specific months based on various factors that may impact the ability to meet those numbers. There are two types of schedule adjustments:

Manual Adjustment

This is available for an executive or sales manager to make adjustments based on various factors that cannot be represented in a formulaic manner. Here you can edit the percent or amount relative to the target by each month. To add a manual adjustment:

  1. Choose the node in the hierarchy column at which you'd like to distribute the target.
  2. Select the Target tab in the designer. Here, you see a list of existing targets set on that node in the hierarchy.
  3. Click on the Target Operations Menu on the target of choice, and select View Details/Edit from the drop-down menu.
  4. Go to the Details tab and click Adjust Target. From the drop-down, select Start with Bottoms up.
  5. Scroll down to the Adjustments section, and click Add Schedule Adjustment.
  6. Select Add Manual Adjustment from the drop-down menu. To change the percent or amount values, click the pencil icon in the Action column and manually change the values to your preference.
  7. Click Confirm to add your adjustments.
  8. Click Apply at the top of the page to save your changes and see your adjusted target.
  9. View the adjusted target in the Tops Down vs Bottoms Up Tab, and click [+] Bottoms Up in the grid to view how the adjustments made affected the overall target.

Ramp-based Productivity Adjustment

Productivity adjustments are driven by the productivity of the individual that is ultimately associated with the target. Ramp-based productivity adjustments are a percentage of set quota per month corresponding to productivity, ramping up from 0 to 100%. To add a ramp-based productivity adjustment:

  1. Choose the node in the hierarchy column at which you'd like to distribute the target.
  2. Select the Target tab in the designer. Here, you see a list of existing targets set on that node in the hierarchy.
  3. Click on the Target Operations Menu on the target of choice, and select View Details/Edit from the drop-down menu.
  4. Go to the Details tab and click Adjust Target. From the drop-down, select Start with Bottoms up.
  5. Scroll down to the Adjustments section, and click Add Schedule Adjustment.
  6. Click the "Add Schedule Adjustment" button, and select Productivity Profile from the drop-down menu.
  7. A pop-up will appear, showing the Ramp productivity profile for the people assigned to that target. To change the Net Ramp Impact percent or amount values, click the pencil icon in the Action column and manually adjust the values to your preference.
  8. Click Confirm to add your adjustments.
  9. Click Apply at the top of the page to save your changes and see your adjusted target.
  10. View the adjusted target in the Tops Down vs Bottoms Up Tab, and click [+] Bottoms Up in the grid to view how the adjustments made affected the overall target.

Person-Level Targets

You can create targets at the person-level in the Team Designer. It's common for managers in a sales team to assign person-level targets for their AEs or salespersons lowest in the team hierarchy. We have created a way for you to do this in the fullcast.io Teams Designer>Targets Tab. The process for creating the targets is similar across all designers, so if you want to learn more, go to Creating Targets.

To create Person-level Targets:

  1. Click on a leaf node in the Hierarchy Menu of the Teams Designer, where you want to create the target.
  2. Select the Targets tab.
  3. Click on "Add New."
  4. Follow the steps in Creating Targets.
  5. View the Person-level targets in the "Person-Level" page on the target.

Rolling Up

After creating schedule adjustments or another bottom-up target in a lower node in the hierarchy, you can use the "Rollup" feature in the Target Operations Menu to add the numbers up in the node next up in the hierarchy. As a result of rolling up, these bottom-up changes made to the target will be reflected in the bottom-up numbers in the next hierarchy node above. To do this:

  1. Select the node in the hierarchy at which you'd like to roll-up the target.
  2. Select the Target tab in the designer. Here, you see a list of existing targets set on that node in the hierarchy.
  3. Click on the View Details button for the target you chose to roll up.
  4. Click the menu button (represented by three dots) in the right-hand corner, from the drop-down menu. Choose the Rollup option.
  5. Select from the menu whether you'd like to use a default target or not. If you select the box, fill in the default value for the target that you'd like and customize the distribution by month. If you don't want to use a default value for the target, don't select the box and click "Next" to continue with the target distribution set from the parent node.
  6. Type "OVERWRITE" into the box and acknowledge the warning. Click "Confirm" to roll-up the target.
  7. Go to the parent of the node you selected in the hierarchy to see the rolled-up target represented in the Bottoms-up numbers on the "Tops Down vs Bottoms Up" page.

🚧

Rolling Up at a Particular Node

When you choose the "Rollup" option from the "View Details" page, the bottom-up numbers only add up for the parent node in the hierarchy. For example, if you have 3 levels in your hierarchy, and you roll up at level 3 using this feature, the bottom-up numbers will only be reflected in level 2, not all the way up to level 1 in the hierarchy.

🚧

Rolling up Along the Whole Hierarchy

When you choose the "Rollup" option from the "Target Operations Menu" button on a particular target, the bottom-up numbers add up to the highest level parent in the hierarchy. For example, if you have 3 levels in your hierarchy, and you roll up at level 3 using this feature, the bottom-up numbers will only be reflected all the way up until level 1.

Setting Default Values

As described in Step 5 of the sections above, you can select whether to use a default target value while rolling up. This feature overwrites any distribution made at the parent level. The default target value you set becomes the new bottom-up adjustment for that target on that particular node in the hierarchy.

To set the Default Value:

  1. Select from the menu whether you'd like to use a default target or not.
  2. If you select the box, fill in the default value for the target - this can be any static value.
  3. In the table below, you'll see the number you added in Step 2 to be the total amount. Customize the distribution of this default target by each month. Make sure your percent total equals 100%.
  4. Click Next to continue.
  5. Acknowledge the warning and type in "OVERWRITE" in the text box. Click Confirm to complete the action.
  6. Go to the parent node in the hierarchy to see the rolled-up default target represented in the Bottoms-up numbers for the node you selected on the Tops Down vs. Bottoms Up tab.