Creating and tracking sales goals

Sales goals allow organizations to motivate sales representatives to meet sales targets established by the organization. Pega Sales Automation™ provides tools that allow sales managers and sales representatives to see progress towards attaining the goals and take actions to meet those goals.

In this lesson, you will learn how to create and monitor sales goals.

Sales goals allow organizations to motivate sales representatives to meet sales targets established by the organization.

Sarah Kendall, a sales manager, just had a meeting with Terry Mason a sales representative in her team.

Sarah and Terry agree on a quarterly revenue goal of 175000USD for the first quarter of 2019.

As sales goals are created by sales operations, Sarah asks Sue Smith in the sales operations team to assist.

Before adding a sales goal, the time period for the sales goal must be defined.

In this case, the time period is the first quarter of 2019.

Open the Tools page, and under Manage click Time periods to manage time periods.

The time periods for 2019 are already defined.

Open the operator record for Terry to add his sales goal.

Open the Sales goals tab to view existing sales goals.

Select Actions > Update sales goals to add a sales goals for Terry.

Click the Plus icon to add a sales goal.

Enter Fiscal year, Quarter, Goal type, and Quarterly goal.

Click Submit to add the sales goal.

Click Submit to save the sales goals for the operator.

The new sales goal is now displayed in the list.

Sales goals give sales representatives and managers real-time visibility into the progress towards the goal.

Sales goals allow for early identification and mitigation of under-performance.

Terry can monitor the progress towards his sales goal using widgets on his dashboards.

The Quota Attainment widget shows Terry’s quarter-to-date sales as a percentage of quota.

Currently, Terry’s quarter to date (QTD) sales are 68000USD or 39% of the quota of 175000USD.

The Closed + commit vs goal widget provides insight into whether Terry will attain the quota for the quarter.

The green area represents closed deals, and the gray area represents closed and commit deals, which are currently at 158000USD of the 175000USD quota.

Terry can switch from chart to data mode and drill down to view closed and committed deals.

The Closed + commit vs goal widget tells Terry that he is at risk and has some more selling to do.

The Sales futurecast widget provides a prediction of Terry for the quarter.

Sales futurecast leverages artificial intelligence to predict sales representatives’ ability to make their quota.

The green area represents closed deals, and the yellow area is a prediction of sales for the rest of the quarter, which are currently at 148000USD of the 175000USD quota.

Terry can drill down to see the win probability, generated by artificial intelligence, for each opportunity used to calculate the predictive forecast.

The Sales futurecast widget also allow Terry to see the Traditionally weighted forecast.

The traditionally weighted forecast uses the opportunity stage instead of artificial intelligence to generate the win probability.

Sarah as a sales managers can drill down to see the progress of individual sales representatives in her team.

The sales goals are also displayed in the forecast.

The Goal row is displayed under the Closed + Commit and commit row.

You have reached the end of this demo. You now know how to create and track sales goals.