Setting 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. To learn about our best practices for goal setting and quotas, refer to Goal Setting Processes and Quotas.

For a list of example metrics used to set targets in the industry, check out Saas Metrics.

Understanding Targets in

There are a few key concepts around how targets work in

  1. 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.
  1. Targets that are of 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 designers.
  1. Targets are broken down from the parent into the child nodes in the hierarchy. This is known as Top Down Target Setting.
  1. "Bottoms-Up Feedback" informs whether the "Top-Down" target is achievable. Various parties provide Feedback, including front line managers or even the sales executives who evaluate the top-down number and provide suggested changes. You can set targets from the Bottom-up as well, in the form of Schedule or Manual Adjustments.