Targets is the Fullcast module designed to manage quota and other performance goals across your Go-To-Market organization. Unlike traditional spreadsheet-based quota planning, Targets allows you to build dynamic, interconnected goals that stay synchronized with your territory plans, team structures, and real-time data changes.
In this customer Office Hours session, we discussed the foundational concepts behind Targets, the prerequisites for getting started, and five real-world scenarios for configuring quota. Click on the timestamps below to jump to each video section, or refer to the corresponding section below for a summary.
Section Timestamps
Foundation: Territories vs. Teams [3:00]
Before You Begin: What to Have in Place [9:35]
Configuring Ramp Profiles [13:07]
Scenario 1: Territory Potential Target (Bottoms-Up AE Quota) [15:56]
Scenario 2: Pulling Territory Targets into Teams [25:38]
Scenario 3: SE Overlay Target [29:05]
Scenario 4: AM Renewal and Expansion Targets [30:45]
Scenario 5: Finance Top-Down (Forced Distribution) [37:10]
What Happens After: Export and Compensation [42:51]
Upcoming Features and Q&A [44:07]
Foundation: Territories vs. Teams [3:00]
The first decision to make when setting up Targets is whether to build them against territories or teams (or both). The key question is: who owns the quota?
Teams-based targets: The quota belongs to the person. An enterprise account executive gets a $1.2M quota regardless of which territory they are assigned to. This is the most common starting point for organizations.
Territory-based targets: The quota belongs to the book of business. You assess the potential within a territory and assign a target based on that data. The person who gets assigned to the territory then assumes that quota.
Both: You can set a target against a territory based on its potential, and then pull that value through into Teams so the assigned rep has a single, consolidated quota. This is useful when you want territory data to inform individual quotas.
Target Direction: Top-Down vs. Bottom-Up
Top-down: Start with a large number at the top of the organization and distribute it downward through the hierarchy to individual reps or leaf-node territories.
Bottom-up: Start at the rep or leaf-node level, assign individual quotas, and roll those values up through the hierarchy to arrive at a top-line number.
Most organizations start with bottom-up, though some use both approaches, such as building a bottom-up baseline and then applying a top-down finance adjustment.
Target Behavior: Dynamic vs. Static
Dynamic (Auto-Recalculate enabled): The target continuously updates based on changes in the platform—territory data changes, account movements, assignment updates, or referenced target changes.
Static (Auto-Recalculate disabled): The target value is set manually and remains fixed until you change it.
Before You Begin: What to Have in Place [9:35]
Before configuring targets, ensure the following prerequisites are in place:
Territories or Teams structure: If you plan to set targets in Teams, build out your org structure and assign people to the appropriate teams. If you are only setting territory targets, you can skip the Teams setup.
Ramp profiles: Configure ramp profiles under Roles to reflect how new hires ramp into their full quota over time (e.g., 0% → 25% → 50% → 80% → 100%). While not strictly required, without ramp profiles you lose the ability to see quota adjusted for ramp—which is critical for accurate commission payouts.
Attainment metrics: You need at least one metric to tie to a target. This metric measures how you are tracking against the target (e.g., bookings, ARR, closed-won deals). Metrics can be swapped out later if needed.
Schedule profiles: If you want to allocate a target across the 12 months of a fiscal year using a predefined distribution (e.g., an EMEA schedule or APAC schedule), set up schedule templates in advance. This avoids manually entering monthly values for every target.
Formula metrics: If you plan to use auto-recalculation or reference territory data in team targets, configure the necessary formula metrics to connect those data points.
Note
Ramp profile data is housed entirely in Fullcast and is not pushed to Salesforce. However, you can use the Coverage Report in Fullcast to pull ramp and start date information for reporting purposes.
Configuring Ramp Profiles [13:07]
Ramp profiles are configured under Roles. Select a role (e.g., Account Executive) and navigate to Manage Ramp Profiles. When creating a ramp profile, you will configure:
Coverage type: "Normal" for existing hires, or "New Hire" for TBH (to-be-hired) assignments.
Start date source: Either the assignment start date or a field imported from an HRIS system or Salesforce.
Cutoff day: Determines when ramp begins relative to a hire date. For example, if the cutoff is the 15th, a hire on March 14th begins ramping in March, while a hire on March 25th begins ramping in April.
Monthly ramp percentages: Define the percentage for each month. The final month must always be 100%.
Scenario 1: Territory Potential Target (Bottoms-Up AE Quota) [15:56]
What it is: A bottom-up target set in territories that uses territory potential data (such as bookings potential) to establish an AE quota at each leaf-node territory.
How it works:
When creating a new target, select Bottom-Up and configure:
Data type: Time Series (for quota scheduled across 12 months) or Scalar (for point-in-time measures like pipeline coverage or call volume).
Split type: Split (divides the target between multiple same-role assignees) or Overlay (each assignee is responsible for the full target).
Metric: The attainment metric to measure progress (e.g., bookings).
Assigned roles: Select the role(s) whose ramp profiles should apply. Multiple roles can be added in order of precedence.
Fiscal year and exclusions: Exclude nodes that should not receive a target (unassigned nodes are excluded by default).
Set the goal using a formula that references territory data (e.g., sum of bookings potential), and apply it in bulk to all leaf-node territories or specific segments using the bulk edit functionality. Schedule templates can also be applied in bulk by segment (e.g., EMEA schedule for EMEA territories).
Why Auto-Recalculate matters here: With auto-recalculate enabled, the target stays current as the territory plan evolves. If an account moves from one territory to another, the affected targets recalculate automatically. This allows quota planning to run in parallel with territory planning rather than waiting until territories are finalized.
Note
Always create targets at the All Companies level (in territories) or All Teams level (in teams). This ensures every target is visible from the top-level view. If you create a target at a lower-level node, it will only appear when you navigate to that specific node.
Scenario 2: Pulling Territory Targets into Teams [25:38]
What it is: Once you feel confident in your territory potential numbers, you can reference territory targets in a team-based target to give each rep a single, consolidated quota.
How it works:
In Teams, edit a person's target and reference the territory target (e.g., AE Quota from territories). Fullcast maps the target to the person through their territory assignment. If a rep is assigned to multiple territories, the system aggregates the target values from all assigned territories into a single number.
This approach combines the precision of territory-based potential analysis with the simplicity of a person-level quota in Teams.
Scenario 3: SE Overlay Target [29:05]
What it is: An overlay target for a secondary role (such as Sales Engineers or BDRs) that is derived from an existing AE quota target.
How it works:
Create a new target and set its formula to reference the AE quota target with a multiplier (e.g., AE Quota × 78%). Enable auto-recalculate so that any time the AE quota changes, the SE overlay target updates automatically.
This scaffolding approach means you only need to manage one core target (the AE quota). All dependent overlay targets stay synchronized through formulas and auto-recalculation.
Scenario 4: AM Renewal and Expansion Targets [30:45]
What it is: Account Manager (or CSM) targets that combine two separate components—renewal and expansion—into a single quota.
How it works:
Renewal target: Build a target using a formula that looks at open renewal pipeline for the fiscal year. For the schedule, rather than using a flat template, configure it to look at the close dates of the pipeline to distribute the target across the months when renewals are actually due.
Expansion target: Build a separate target using a formula (e.g., territory potential minus the renewal target, multiplied by a factor).
AM Quota (combined): Create a third target that adds the renewal and expansion targets together. Use the Preserved Monthly Values schedule option, which adds up the monthly values from the referenced targets rather than redistributing the annual total across a new schedule.
Note
The Preserved Monthly Values schedule option only appears when a target references other targets. It ensures that the monthly distribution from the underlying targets is respected in the combined total, rather than being overwritten by a generic schedule template.
Scenario 5: Finance Top-Down (Forced Distribution) [37:10]
What it is: A top-down target that distributes a finance-mandated company goal across the organization, using existing bottom-up quota ratios to determine proportional allocation.
How it works:
When a new company goal (e.g., $156M) exceeds the bottom-up total (e.g., $138M), use the Forced Distribution option to push the new number down through the hierarchy:
Create a top-down target at the All Companies level with the new company goal.
When configuring distribution, select Forced Distribution.
Choose how far down to distribute (e.g., all descendant nodes).
Select a reference target (e.g., the bottom-up AE Quota) to determine the distribution ratio.
The system calculates the proportion of the reference target at each node and applies the same ratio to the new company goal. For example, if 80% of the AE quota is allocated to the Americas region, 80% of the $156M will be distributed to Americas, and so on down through the hierarchy.
Other distribution options include:
Ratio on a field: Distribute based on a data field or metric.
Equally: Distribute evenly across all nodes.
Specific value: Manually enter values for each node.
What Happens After: Export and Compensation [42:51]
Once targets are finalized, you typically need to send them to a compensation tool. There are two paths:
Fullcast Pay: Targets are fully integrated. When building crediting rules and comp plans, you point directly to the targets for attainment measurement and payout calculation.
Export to another comp tool: Work with the Fullcast team to build CSV exports in the format your compensation tool requires. These can be delivered via S3 bucket, GCP, or similar mechanisms for an ETL tool to pick up.
Upcoming Features and Q&A [44:07]
Upcoming Features
Detail View: A new spreadsheet-style view that shows all targets at once, replacing the need to navigate node by node. Especially useful for organizations with 800+ reps. Expected in production shortly.
Target Minimums: A reportable minimum target value that helps manage commission rates for reps hired later in the year. Flags targets that fall below the minimum so adjustments can be made.
Proposed Targets: A proposal mechanism for auto-recalculate changes, allowing you to review and approve or reject proposed changes rather than having them applied automatically.
Historical Value Preservation for Auto-Recalculate: Currently, auto-recalculate updates all periods including past months. A planned enhancement will allow recalculation to only affect the current period forward, preserving historical values. In the meantime, you can manually set an effective date when updating targets to protect past periods.
Extended Workflows in Teams: Additional workflow support for teams-based target management.
Q&A Highlights
Q: How does auto-recalculate work with team targets based on territory targets?
A: If a team target references a territory target and auto-recalculate is enabled, changes to the territory target (or to the underlying assignments) will trigger a recalculation of the team target. This includes scenarios where a rep is removed from one territory and assigned to another.
Q: Does ramp data get pushed to Salesforce?
A: No. Ramp profiles are housed entirely in Fullcast. You can use the Fullcast Coverage Report to pull ramp and start date information for reporting purposes.
Q: What is the recommended approach for auto-recalculate once targets are finalized?
A: Turn off auto-recalculate when you go into business-as-usual mode for the fiscal year. This prevents unintended changes to finalized targets. If mid-year adjustments are needed, use the manual update with an effective date to protect historical values.