This video provides a quick walkthrough of the prescribed Fullcast workflow for setting sales representative (rep) Targets in the Team plan by leveraging established Territory Targets and Territory Coverage assignments. This method ensures that individual quotas are data-driven, accurate, and aligned with the strategic potential of the covered territory.
Process Overview
The process uses the territory plan as the single source of truth for quota data before attributing it to an individual rep.
Define Territory Target:
Create a Target in the Territory Plan.
Calculate the Target goal using a metric (e.g., Bookings Potential) and a defined formula.
Establish Territory Coverage:
Use the Territory Coverage function to assign the specific rep to the territory. This links the rep to the territory's established goal.
Create Individual Target:
Navigate to the Teams Plan.
Set the individual rep's personal Target.
Set the rep's Target value by referencing the value from the associated Territory Target.
Benefit
By deriving the individual's quota from the territory's calculated goal, you streamline the quota setting process, eliminate manual data replication, and maintain the strategic relationship between territory potential and rep responsibility.