This article gives instructions for Sales Managers to do bottom-up target setting in the Teams module. This 3-step process entails using Fullcast’s Rollup feature to set a Default Target, making rep-level adjustments, and then Rolling up the adjusted targets.
For video walkthroughs of this process, jump to the bottom of this article.
Before you begin
This article assumes the top-down target has already been set and distributed down to person-level targets.
Ramp-based adjustments to targets are based on territory coverage assignments. They look at the start date of the assignment and the ramp profile that has been selected. If a ramp profile was not selected on the assignment, ramp profiles cannot be automatically applied in this process. Instead, the target would have to be manually adjusted in Step 2.
Step 1: Set the Default Target
Fig. 1 Opening the target for editing
To open a target for editing
From the Teams module, select the Targets tab.
From the left-side Team hierarchy panel, click on the team whose targets you want to edit.
Identify the target you want to edit, click the three dots, and select View Details/Edit.
Fig. 2 Setting a default target
To set a default target
Within the target details, you should already have the top-down numbers.
Click the Actions menu at the top of the screen and select Roll Up.
Click Use Default Target.
Expand the Goal section and type in the desired default target value or input a formula using metrics. This is the full value for the entire year (or applicable time period.)
Expand the Schedule section and select Parent Schedule and click Confirm. (This uses the schedule from the top-down target.)
Add a schedule adjustment if needed.
Expand the Adjustments section and adjust for ramp profiles if necessary.
Click Next.
If applicable, select Apply changes effective from and input the month.
Click Confirm.
Review the adjusted quotas to ensure they are correct.
Step 2: Make Adjustments on Individual Targets
After setting the Default Target, you can make individual adjustments such as removing or modifying ramp or changing the target amount.
Fig. 3 Opening Edit Target Details to adjust individual person-level targets
Select the team member whose quota you want to change.
Click the three-dot menu on that team member's row and select Edit Target Details.
In the Goal section, adjust the total quota amount.
In the Schedule section, leave it as is to retain the parent seasonality schedule from the initial roll-up, or manually adjust it.
In the Adjustments section, you can adjust ramp applied in Step 1 or make any manual adjustments to the target amount.
Click Next.
If the change should be applied from a specific date, check Apply changes effective from and select the month. If not, leave it unchecked.
Click Confirm to apply the changes.
Repeat for any other team members who need individual quota adjustments.
Step 3: Summarize and Roll Up Editing Individual Targets
After all individual edits have been made, the final step is to Roll Up again to summarize the changes in the Adjusted Target row.
From the Target Details screen, click the three-dot Actions menu at the top of the screen.
Select Roll Up.
Leave the Use Default Target box unchecked, as individual adjustments have already been made.
Click Next.
Select Apply Changes effective from and select the desired months, if overwriting previous months' data. If not overwriting, this step can be skipped.
Click Confirm.
Now, the adjusted target number will be summarized in the Adjusted Target row. This number should now also be in the “Bottom Up Targets” row in the next level up in the hierarchy.