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Set sales targets and track attainment

Create targets for people, teams, branches or the whole company and compare them with real sales.

CRM > Forecasting compares what you aimed to sell with what you actually sold. It has four tabs: Attainment, Leaderboard, Targets and Forecast categories. This article covers targets and attainment; the other two are in Forecast categories and the leaderboard.

Create a target

1. Open Forecasting > Targets and select New target.
2. Under Target for, choose Person, Team, Branch or Whole company. For the first three, pick the person, team or branch from the list. A team is one of your company's departments.
3. Choose the Period: Month, Quarter or Year.
4. Pick the First month. The Dates covered are worked out for you. For a year, Use my financial year fills in your company's financial year.
5. Enter the Currency (three letters, for example USD).
6. Enter Sales target (net of tax). Use digits, up to 4 decimals, greater than zero.
7. Add an optional Label and Notes, then select Create target.

Read attainment

Open the Attainment tab. It shows one card per active target, grouped by currency. Each card shows:

• Actual sales, the Target and the Attainment percentage, with a progress bar.
• Ahead of target by or Behind target by, and Remaining to target.
• A run-rate line. It is simple arithmetic on the pace so far, not a prediction.
• A month-by-month table with the target spread evenly across the months.

Actual sales means posted invoices minus posted credit notes dated inside the period, before tax. Drafts, quotations, sales orders and voided documents are never counted. Each currency is kept separate.

Filters at the top:

• As of: pick a date to see figures as at that day. Today resets it.
• Credit each sale to: Invoice creator (default), or Opportunity owner where linked, otherwise creator. A note under the filters explains how many invoices each rule decided.
• For and Period: narrow the cards to one kind of target.

Change a target

On the Targets tab, filter by Status (Active, Archived or All), For and Currency, then open a target.

• Edit: change the period, amount, label or notes. The person, team or branch and the currency cannot be changed. Archive it and create a new one instead.
• Archive: the target stops counting and its dates become free for a new target. Restore brings it back.
• Delete: asks you to confirm and removes it from every view. The change is recorded in the audit log.

Good to know

• You only see targets you are allowed to see. Roles limited to certain branches see their branches' targets plus their own.
• Buttons such as New target and Archive show only if your role has the right permission on targets.
• The same figures appear in the Forecast vs Actual report.