One of the most important aspects of managing a high-performing Sales team is establishing and tracking your team towards clear measurable performance goals. The 'Goals' dashboard can help your team be effective in meeting their aggressive goal targets. This article gives you step by step instructions on how to configure individual goals for your team.
In this module, we'll tackle the following:
Managers can set target goals for their team, and track them in the dashboard.
Goals can be set for:
- Sales Revenue - The value of won opportunities in a given time period.
- Won Opportunities - The number of won opportunities in a given time period.
- Lead Conversions - The number of leads converted in a given time period.
Note: Leads must be enabled first.
- Activities - The number of activities completed in a given time period.
Users and admins can view their personal goals by browsing to the 'Goals' dashboard. Because users can have restricted access based on the team they're placed in, you'll want to set up teams prior to goal-setting.
You'll find your dashboard reports under the home or 'Dashboard' icon, highlighted in red below:
Above the dashboard reports, you can choose between viewing stats for the whole company or an individual user. Here’s who can see what:
- Admins: Can view everyone's goals.
- Team managers: Can view their own goals and all members of their team(s) goals.
- Team members: Can only view their own goals.
Define your workflow
It may seem like there are many different components to the goals tool when you first take a look at the Settings > Goals page. To help you wrap your head around it, answer the questions below:
1. Do you want to hold your users accountable for revenue, won opportunities, converting leads or the activity types you define?
2. Are your users measured for success weekly, monthly, quarterly or annually? If less frequently than weekly, would it benefit you to track their progress toward a monthly, quarterly or annual goal just to help them stay focused?
3. If you said yes to any of the four categories mentioned in question 1, what are the specific numeric accomplishments in the categories that are relevant to your workflow? (i.e. If you measure success on lead conversions, how many lead conversions should a user aim for each week, month, quarter or year?)
Once you've answered these questions, you'll see they correlate to the layout of the goals page:
Create your goals
Only admins can create goals for their team. Users can see the goals that were created for them!
1. Sign into your ProsperWorks account, and click 'Settings' from the lefthand menu.
2. Under 'Customize ProsperWorks,' choose 'Goals.'
3. On the top level navigation, select the specific goal category you want to configure. More specifically, you'll choose between 'Sales Revenue,' 'Won Opportunities,' 'Activities,' and 'Lead Conversions' (only visible if 'Lead Management' is enabled).
3. Select the time period for your goals. Goals can be set on a weekly, monthly, quarterly or yearly basis.
4. Click the blue 'Add Users' button.
5. In the lightbox that appears, choose 'All Users' or a specific team from the first drop-down menu. You'll see the users who match this filter, and you can select those you want to set goals for by checking a box next to their name. If you'd like to search for a specific user within all users or a team, use the second drop-down menu to do so.
6. To the right of the User's name, you may be prompted to choose a pipeline if you have multiple pipelines. After that, enter the goals under the individual date ranges displayed.
7. Repeat this process for each goal category you want to configure and for each user or team member.