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.
There are a few key concepts around how targets work in fullcast.io:
- 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.
- 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.
- 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" 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.
Updated 7 months ago