Introduction to Targets in Fullcast

This article provides an overview of the Targets functionality in Fullcast. We’ll cover the key features that allow you to set both top-down and bottom-up targets across your teams, territories, and products, and show how you can easily adjust for factors like ramping reps and target uplifts.

Target Setting in Different Fullcast Modules

Fullcast offers flexible options for setting targets, allowing you to assign targets at the team, territory, or product level.

Teams Module: Use this module when targets are associated with individuals, such as sales reps with quotas. Assigning targets to team members codifies that the individual is responsible for hitting that target.
Territories Module: This is used when setting targets against a region or market segment. For example, when using territory composition data, such as potential, to ensure targets are realistic.
Products Module: This is used when setting targets against product lines or SKUs. For example, if you are introducing a new SKU and you want to give a specific target for specific SKUs.

For this guide, we’ll be focusing on the Territories Module, but the functionality works similarly across the modules.

Visualizing Targets

In the Territories Module, Fullcast allows you to create various types of targets at different levels in the territory hierarchy. When viewing target details, you’ll see three visualizations:

Progress on Top-Down Target (month over month): Green shows attainment, while red indicates the gap between target and actual.
Targets vs. Actuals (Year-to-Date): A cumulative view of targets compared to actual performance.
Percent of Goal Attained: A bar chart showing the overall percentage of the target that has been reached.

Editing Target Details

You can customize target settings by editing the Target Details page. The Basic Configuration section includes:

Target Name: The label for your target, such as AE Quota.
Target Type: Choose between Scalar (a static number) or Time Series (a target distributed over time).
Actuals: Select metric that reflects target attainment, such as bookings for quota targets.
Fiscal Year: Specify the fiscal period.
Split or Overlay: Define how commissions will be handled.
Group: Organize your targets by group within the app.

Defining Targets: Formulas vs Manual Input

There are two ways to define your targets in Fullcast:

Formula: Use historical data and projections to calculate targets. For example, you can take last year’s total bookings and multiply them by 1.3 to reflect a 30% growth target.
Manual Input: If your finance team gives you a specific target to hit, you can manually enter that figure into the system.

For seasonality adjustments, you can apply historical data from previous years to smooth out fluctuations and create a more accurate forecast over time.

Example of Bottom-Up Target Adjustments

Fullcast makes it easy to adjust targets using both top-down or bottom-up approaches. Uplifts and adjustments for ramp are two examples.

Uplifts: At higher levels, such as AMER (Americas), you can apply a percentage uplift to your targets. For example, multiplying the top-down target by 1.1 adds a 10% uplift before distributing targets down to smaller segments.
Ramping Reps: For new hires or ramping sales reps, you can use productivity profiles to adjust targets. Fullcast automatically accounts for lower productivity during ramp-up periods and adjusts the target accordingly.

Conclusion

Fullcast’s Targets functionality provides RevOps and Sales Ops teams with a comprehensive tool for dynamic target setting. By using formulas, historical data, and manual inputs, you can create realistic targets and adjust for key factors such as ramping reps and market potential.

This guide provides a high-level overview, but Fullcast offers many more features for creating and managing targets. Explore further to take full advantage of its powerful capabilities.