You can build a target top-down (start with a number at a parent node and push it down to the children) or bottom-up (start with numbers at the child nodes and sum them up to the parent). The steps below are the same for both — only the menu selection in step 2 differs.
Before you begin
Review the full process for creating and managing targets.
Create a target
Go to the appropriate module (Territories, Teams, or Product) > Manage Targets.
Click New, then select Top Down Target or Bottom Up Target depending on which direction you're building.
In the Name field, type a unique name for your target.
Optional. From the Category dropdown, select one or more categories to organize your targets. To create a new category, type the name, then click outside the text box.
Optional. In the Description field, type a description for the target.
In the Target Options section, complete the following fields:
Field
Description
Data Type
Select one of the following:
Scalar: a single value with no time distribution; doesn't support schedule profiles or ramp adjustments.
Timeseries: a total distributed across monthly or quarterly periods; supports schedule profiles and ramp adjustments; required for period-level attainment tracking.
If you need period-level attainment tracking, or your compensation plan measures attainment by month or quarter, choose Timeseries.
Data type cannot be changed after creation.
Split Type
Select one of the following:
Split: allows partial credit toward target attainment; if two people worked a deal, credit can be divided 50/50 or another ratio.
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.
When to use which: typically determined by role or business process — overlay is common for SEs or managers who support deals without owning them.
Metric
Select a metric you want to measure the target's progress against.
Note
The metric you choose will associate it with the target, so when you add that metric to a dashboard, this target will appear in the dropdown for displaying target attainment.
Assigned Roles
Select one or more roles to assign the target to. The order the roles are added prioritizes that role and their ramp profile for the target.
Note
Assigning multiple roles to a target is more common in team targets.
Time Frame
Select the fiscal year or a custom time frame for the target. If you select custom you will manually select the start date and end date.
Start Date
Complete the field based on your selected time frame:
If you selected a fiscal year, the field automatically populates the date based on the fiscal year you selected.
If you selected Custom, manually select a date.
End Date
Complete the field based on your selected time frame:
If you selected a fiscal year, the field automatically populates the date based on the fiscal year you selected.
If you selected Custom, manually select a date.
Enable Target Minimums
Optional. Toggle on if you want to set a floor for the minimum value any leaf node target (individual territory or rep) can have. See Set a target minimum for more information.
Exclude Nodes from Target Creation
Bottom-up targets only. Use the filter builder to add conditions that exclude specific nodes from the target.
Note
By default, the filter includes a Node = Unassigned condition to exclude unassigned nodes from the target. You can remove or modify this condition as needed.
Auto Recalculate
Optional. Toggle on if you want the target to automatically recalculate when changes are made. If you do not select the checkbox, you can manually recalculate and distribute a top-down target or recalculate and roll up a bottom-up target whenever changes to inputs are made.
Click Save & Continue.
Configure the target
Goal
The goal is the value of the target.
Note
If you will be importing targets, set the goal to zero.
Drag and drop metrics or reference other targets, or add formula equations into the equation field to set your target goal.
For more details, refer to Use formulas for target goals.
Schedule (optional)
Schedules are only available for timeseries targets. They can be applied during the initial target creation process or can be applied later.
Click Add Schedule and select a schedule template.
Adjust the template amounts as needed.
For more details, refer to Apply a schedule.
Adjustments (optional)
While adjustments can be applied during initial target creation process, most often these are done at a more granular level after the target is first created and saved.
Click Add Adjustment.
Select Ramp Profile or Manual Adjustment.
Adjust the currency or percentage amount for each month.
Repeat to add as many adjustments as needed. For more details, refer to Adjust a target manually or Apply a ramp.
Click Save.