Working with Goals

A goal is a desired result that your agency envisions, plans and commits to achieve. SalesTrack helps you plan, track, achieve and measure sales goals.

Before setting up goals, it is key to understand how goals are organized and the levels of goals. In SalesTrack you would first setup Goal Metrics based on what you want measured and then set up goals for individuals.

Goals Organization

Typically, a sales manager’s goal is an aggregate of the goals assigned to their team of producers. A sales manager decides on the overall goal for the team and then divides the goal into individual goals for each producer. At an Agency level, a goal for the company could be a combination of sales managers goals.

The sales manager’s goal can be referred to as a parent goal, and the producer goals as child goals. A goal can have multiple child goals (one-to-many relationship) and be a child goal of another goal. If you delete a parent goal, the child goal is not deleted, only a reference to the parent goal is removed.

A goal manager is the goal record owner with full access rights to the goal. A goal owner is someone who has to meet the goal targets. When a Producer is a goal owner, they can only view their goals. Only a Sales Manager and Agency Admin can modify goals.

The goal roll-up is done from the bottom of the hierarchy to the top of the hierarchy. During roll-up, the child goal totals are rolled into the parent goal totals. The ending total for the root goal at the top of hierarchy is a cumulative sum of all goal totals in the hierarchy.

Goals Metric in SalesTrack can be organized by Premium or Revenue. As an Agency Admin you can add your own goal metric.

Levels of Goals

There are three levels to a goal:

1. Parent Goal - Goals having at-least one goal that rolls-up to the Parent.
2. Child Goal - Goals that have the parent to it is called Child Goals, these goals will have same value as of Parent Goal for the following fields mentioned:
   1. Goal Metric
   2. Time Period (If the Time period of the Parent Goal is changed, reflects in here)
3. Goal Criteria – Is the standard by which a goal will be measured.
   1. Roll up Only from Child Goals: When selected as ‘Yes’ populates the cumulative of the Child Goal data. If No then Goal data depends on Record Set for Rollup, Rollup Query – Actual (Money) & Rollup Query – In-Progress (Money) if they have been defined.
      1. Roll-up Query - Roll-up Query is the selection criteria that are defined to get records of the entity by which the Goal Related data is calculated. Use the rollup query to gather data about a given goal, including all its related goals, in one view. Find the details screen below in creating the Roll-up Query.
      2. Query here allows us to set the selection criteria on which the Goal data is calculated.
      3. Here query can be constructed based on Type of Business, Line of Business & User also.
      4. View Records in the bottom will display the records based on the query.
   2. Record Set for Rollup: When selected “Owned by goal owner” then it brings the records owned by the Goal Owner to calculate the Goal related data. If “All” is selected brings all the records of entity to calculate the Goal related data.