Targets provide RevOps and Sales Ops teams with a comprehensive tool for dynamic target setting. Use formulas, historical data, and manual inputs to create realistic targets and adjust for key factors such as ramping reps and market potential.
New to targets? Start with Get started with targets for the full path from an empty plan to a refined, maintained set of targets.
Set targets in different modules
Assign targets at the team, territory, or product level. The functionality works similarly across all modules:
Teams Module: Set targets associated with individuals, such as sales reps with quotas. Assign targets to team members to define the individual responsible for hitting that target.
Territories Module: Set targets against a region or market segment. For example, when you use territory composition data, such as potential, to ensure targets are realistic.
Products Module: Set targets against product lines or SKUs. For example, if you introduce a new SKU and you want to give a specific target for it.
Defining targets
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, manually enter that figure into the system.
Apply historical data from previous years to smooth out fluctuations and create a more accurate forecast over time.
Person and territory quotas
Set up your quotas against a person or a territory:
Person-level targets: Assign quotas to individuals (for example, an enterprise AE with a $1.2 million quota). If you set quotas against a person, build out and organize your teams to mirror the organizational structure. Separate your sales roles from other departments and further break down sales into regions and segments.
Territory-level targets: A territory's quota is based on the potential of the accounts within it (for example, account management based on renewal availability) and the assigned representative assumes that quota.
In a Teams hierarchy, you can alternatively assign target ownership by title instead of by role. See Roles and titles: when to use each for guidance on when to use each.
Target types
Scalar: A set of numbers that measures your progress to reach your goal.
Timeseries: A specific revenue goal or objective that is distributed over a period of time.
Split types
Split: divides the credit for a deal among the people who worked it. If two people each carry a 50% split, each counts 50% of the deal value toward their own target.
Overlay: gives full credit toward target attainment to every eligible payee; if two people worked a deal, each receives 100% credit of the deal value toward their target.
The split percentage comes from a configurable source, typically your CRM opportunity split.
Auto Recalculate
Auto Recalculate off: The target value stays as you set it until you recalculate it yourself. This is the default.
Auto Recalculate on: The target recalculates on its own whenever a referenced target, a formula input, or an assignment it depends on changes.
Adjustments
Adjustments are optional changes you layer on top of a target's goal and schedule. There are two types:
Ramp Profile: Reduces an individual's target during their ramp-up period, based on a ramp profile and their coverage start date.
Manual Adjustment: Increases or decreases a target's value for specific nodes without changing the underlying goal or schedule.
Explore all target articles by topic
Browse every target article below, grouped by topic, or use the navigation on the left to jump to a specific category.
Configure and edit targets
Use formulas for target goals — Build a target's goal with the formula editor using math operators, metrics, and other targets.
Create a target — Set up a new top-down or bottom-up target and configure its goal, schedule, and adjustments.
Recommended order for building a top-down target — Follow the recommended sequence for building a top-down target.
Edit a target — Change a target's configuration, including the metric its progress is tracked against.
Distribute targets top-down — Push a parent target's value down to its child nodes.
Roll up a bottom-up target — Combine child-node values into a parent target's total.
Recalculate a target — Re-derive a target's value after an input like a metric or schedule changes.
Select a group of nodes for a target — Choose which nodes a bulk target action applies to.
View targets in detail — Explore the full hierarchy a target rolls up through, from the top-level goal down to individual reps.
Export and import targets — Download target values as a CSV for offline review, or import updated values back in.
Delete a target — Permanently remove a target and its history.
Schedule profiles
Create a schedule profile — Build a reusable schedule template to allocate a target across a time period.
Manage a schedule profile — Edit or maintain a saved schedule template.
Adjust and schedule targets
Apply a schedule — Allocate a target across a time period using a saved schedule.
Apply a ramp — Reduce an individual's target during their ramp-up period.
Adjust a target — Increase, decrease, or end a target's value for specific nodes.
Add target relief — Temporarily reduce a target to incentivize a rep, without changing the underlying goal.
Set a target minimum — Set a floor below which a target value won't fall.
Preserve monthly values in combined targets — Carry a formula target's monthly breakdown forward instead of redistributing the total.
Team-specific target options
Add a TBx placeholder role to a team target — Set a target value for a planned hire or replacement before the role is filled.
Create territory-based targets in teams — Calculate a person's total quota automatically from the territories they're assigned to.
Track and report on targets
Build a target report — Pull nodes, assignments, targets, and people into a single table for auditing.
Strategy and best practices
For the strategic side of target-setting — quota planning frameworks, tying quotas to territory potential, and deriving individual quotas from territory targets — see the Quotas & Targets section of the Fullcast Learning Hub, starting with Inside Targets: A Practical Look at the Fullcast Quota Framework.