A target is a measurable goal you assign to a node in your plan hierarchy — a number, a person or team responsible for it, and a time period it spans. Targets can track quota, but they are not limited to quota: any measurable goal works. This article maps the path from an empty plan to a complete, refined set of targets, and links to the task article for each step.
Before you begin
An active Fullcast subscription with the Targets module enabled.
A configured team or territory plan hierarchy with the nodes you want to set targets against.
Choose your direction
How you build your targets depends on where your numbers start. There are two directions, and each follows a different sequence:
Top-down — you start with a number at a parent node and push it down to the children. Distribution comes early.
Bottom-up — you start with numbers at the child nodes and sum them up to the parent. Roll-up comes last.
Pick the direction that matches how your numbers are set, then follow that path below. Both paths share the same refinement step.
Tip
Best practice is to create targets from the top-most node in your hierarchy. Targets created at a child node do not appear on the Targets home page. Starting at the top node keeps every target visible and manageable from one place. Once you create the target, you can determine which nodes it applies to.
Implement targets
Create the target — Create the target and define its value at the parent. For a bottom up target, create the targets and define their values at each child node. You can enter the value manually, import it from a CSV file, or build a formula that derives it from a metric. See Create a target.
Distribute the value down — For top-down targets, push the parent value to the child nodes, either manually or by a metric-based proportion. See Distribute targets top-down.
Adjust targets — Make manual adjustments to individual targets or multiple targets, such as for uplift or over assign. manager buffer, etc. See Refine your targets below.
Refine your targets
Refinement applies to both directions. Each of these is optional and applies on top of your set targets:
Edit target configuration — change a target's parameters, including the metric its progress is tracked against. See Edit a target.
Apply a schedule — allocate a target across a time period using a saved schedule. See Apply a schedule.
Apply a ramp — reduce an individual's target during their ramp-up period, based on a ramp profile and a coverage start date. A ramp layers on top of the schedule. See Apply a ramp.
Set target minimums — set a floor below which a target value will not fall. See Set a target minimum.
Preserve monthly values in combined targets — when a target's formula references other targets, carry their monthly breakdown forward exactly instead of redistributing the combined total. See Preserve monthly values in combined targets.
Recalculate targets — when an input changes (a formula metric, formula target, a schedule, or a ramp profile), select the affected nodes and re-derive their values. See Recalculate and distribute top down targets or Recalculate and roll up bottom up targets.
Team-specific target options
These apply when you're building targets in the Teams module:
Add a placeholder for an unfilled role — set a target value for a planned hire, transfer, or replacement before the coverage assignment exists. See Add a TBx placeholder role to a team target.
Build territory-based targets in a team — automatically calculate a person's total quota from the territories they're assigned to, instead of summing it manually. See Create territory-based targets in teams.
Track and report on targets
View targets in detail — explore the full hierarchy a target rolls up through, from the top-level goal down to individual reps. See View targets in detail.
Build a target report — pull nodes, assignments, targets, and people into a single table for auditing. See Build a target report.
Export or import a target — download target values as a CSV for offline review, an import template, or an audit record, or import updated values back in. See Export and import targets.
Manage targets throughout the year
Add target relief — temporarily reduce a target to incentivize a rep, without changing the underlying goal. See Adjust target relief.
End or transfer a target — when an employee moves, such as leaving the business or switching teams or roles, use the workflow that matches their situation to take care of their targets:
If they have a territory coverage assignment, use the End Coverage workflow.
If they don't have a territory coverage assignment and are leaving the business permanently, use the Offboard Employee workflow in the Teams module.
If they're switching teams rather than leaving the business, move them in the Teams module, where you can choose to move, delete, or reassign their targets.
Manually end a target — stop crediting further progress on a target without deleting it, by zeroing out its remaining months. See End a target by zeroing out remaining months.
Delete a target — permanently remove a target and its history. See Delete a target.