Distribute targets top-down

Distribute a target to push a parent node's value down to the nodes beneath it. You set a number at a higher level — a company, region, or segment — and distribute it across the children, continuing down to the reps. Distribution moves values down the hierarchy only.

You distribute from the Recalculate & Distribute Down modal, where you choose how far down to distribute, pick a distribution method, exclude any nodes that should not receive a target, and preview the result before applying it.

Before you begin

• A top-down target with a value at the parent node you want to distribute from.

• If you plan to use Forced Distribution or Ratio on Field, the reference target or metric those methods draw from. See the method descriptions below.

Choose a distribution method

Set Distribution Method in the Distribute Down section of the modal. The default is Do not Distribute. The four distribution methods are:

• Ratio on Field — splits the parent value proportionally based on a metric, such as closed-won pipeline. Selecting this method adds a Metric field where you choose the field to split by.

• Equal — splits the parent value evenly across all included children.

• Specific Value — you enter the exact amount for each child directly in the preview table. Fullcast validates that the child amounts reconcile to the parent value; the TOTAL row turns red until they do.

• Forced Distribution — distributes a new top-line number using the ratios from a target you already have, so each node keeps its relative share. Selecting this method adds a Target field where you choose the reference target. Use this when the total changes but you want to preserve the existing weighting. See Apply forced distribution.

Distribute a target

1. On the Targets list, open the action menu (⋮) on your top-down target and select Recalculate & Distribute Down.

2. In the Recalculate & Distribute Down modal, turn on the Distribute Down toggle. The modal also has Effective Date and Recalculate sections — leave those off for a distribution-only run. The Select Segments panel on the left shows which nodes the run applies to.

3. Set Distribution Method to the method you want — Ratio on Field, Equal, Specific Value, or Forced Distribution.

4. Set Distribution Depth to control how far values cascade: Direct Children Only distributes to the immediate child nodes, and All Descendant Nodes cascades down to every node in the branch.

5. Use Exclude to remove any nodes that should not receive a target. Unassigned is excluded automatically.

6. Review the Distribution Percentage preview. Each node shows its Name, Percentage, and Amount, with a TOTAL row at the bottom that updates as you change your choices.

7. Click Update Target to apply, or Cancel to discard.

When you distribute to the leaf nodes, person-level targets are created or updated to match.

Apply forced distribution

Use forced distribution to push a new top-line number down your hierarchy using the proportions from a target you already have. Forced distribution keeps each node's relative share from the reference target and applies those same proportions to the new number, so the weighting stays intact while the total changes.

The common situation: your bottom-up plan rolls up to one number, and leadership sets a higher one. For example, your rolled-up quota capacity is $138 million and finance asks for $156 million. Forced distribution spreads the $156 million down the hierarchy in the same proportions as your existing $138 million plan.

How forced distribution uses two targets

Forced distribution always happens in a top-down target and draws its ratios from a separate target you already built. You do not force-distribute an existing bottom-up target — you create a new top-down target for the new number and point it at the bottom-up target for the proportions.

1. You already have a bottom-up target — for example, your quota capacity rolled up from every AE's number.

2. You create a new top-down target and set the new top-line number on it.

3. When you distribute the top-down target, you select Forced Distribution as the distribution method and choose the bottom-up target in the Target field as the reference for the ratios.

Forced distribution then calculates each node's share of the reference target and applies that same share to the new top-line. If the Americas region holds 80% of the bottom-up quota, it receives 80% of the new top-line.

Steps

1. Make sure you have a bottom-up target to use as the reference for the ratios. At least one child must have a target value — if no children have targets, forced distribution cannot run and returns an error.

2. On the Targets list, open the action menu (⋮) on your new top-down target and select Recalculate & Distribute Down.

3. Turn on the Distribute Down toggle.

4. Set Distribution Method to Forced Distribution.

5. Set Distribution Depth to Direct Children Only or All Descendant Nodes.

6. In the Target field, select the reference target that supplies the ratios — for example, your bottom-up quota capacity target.

7. Use Exclude to remove any nodes that should not receive a target. Unassigned is excluded automatically.

8. Review the Distribution Percentage preview to confirm each node's share, then click Update Target to apply.

If you distribute all the way down to the leaf nodes, person-level targets are created or updated to match.