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.
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.
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, CSM account management based on renewal availability) and the assigned representative assumes that quota.
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.
Goal types
Static: fixed, unchanging targets or benchmarks that guide revenue-generating activities. When setting up a target, it is necessary to set an annual goal.
Dynamic: Dynamic goals are targets that can change and adapt based on real-time data and performance metrics.
Productivity adjustments
Productivity adjustments are optional adjustments you can add to a target based on the performance of individuals associated with the target. With ramp-based adjustments, a percentage of the set quota per month corresponds to productivity, gradually increasing from 0% to 100%.