What are goals?
Oftentimes, a number of tasks can build up around certain accounts. That’s why it’s useful to define and outline goals to better plan efforts and focus on sales targets. Goals or objectives, orientate us towards the right direction to follow a project through so it can be executed in the best possible way.
What does this function allow?
The new GoalManager Premium allows a comprehesive management of personal and team goals to analyze the evolution of all registered activity in ForceManager.
This module allows you to define individual goals, team goals and agregated team goals. In the aggregated version, the total goal will be delivered, but you can segment it to define how each participant has to collaborate. Next, we will explain what this functionallity allows and how each of the types of objective works.
What type of assignment is there and what does each of them analyze?
1. Individual assignment:
- Any user can create and manage their own goals.
- Only managers (respecting the hierarchical structure) can assign individual goals to their team members. These will always have priority over which the users themselves are generated. Both the user and the manager can follow up on this goal, but only the manager can edit it.
2. Standard team assignment:
The person in charge may define an objective that will take into account the participation of all his team members. The “Standard Team” goal is used when it is not necessary to specify how much each team member should contribute.
3. Added Team Assignment
Unlike those of the standard team, it is specified how much each team member should contribute, through the massive assignment of individual goals to all team members. The aggregate goal team will be the sum of the individuals. For example: you can create a goal to do 10 Check-ins per week and distribute the visits as follows: Anna 3, David 3 and Silvia
Team leaders can assign individual goals to their team members or assign team goals (standard or aggregate) from the web version: from the GoalManager menu.
Team goal (standard or aggregate) can be configured so that only the person in charge can view it or so that it is also visible to all members of his team, but only the person in charge can edit it.
How to manage the objectives from the web version?
How to create goals?
Go to the "Goals" menu to access the management of your goals from the web application. Within it you can create, edit or analyze all your team and own goals.
Hit the “Add” button, (find it in the top right of the screen) you can start adding goals.
In the creation form, complete the following fields:
It can be individual or team (standard or aggregate), as explained in detail above.
The available goals are independent and are analyzed individually. It is possible to activate and configure all those you need:
- Check-in visits (geolocated): Shows the number of check-ins carried out in the selected period vs. the goal set.
- Activity (excluding visits): Shows the number of manually added activities (not visits) from the selected period vs. the goal set.
- Non-geolocated visits: Shows the number of non-geolocated visits in the selected period vs. the goal set.
- New accounts: Shows the number of newly assigned accounts from the selected period vs. the goal set.
- New opportunities: Shows the number of newly assigned opportunities from the selected period vs. the goal set.
- Sold Opportunities: Shows the value of sold opportunities (assigned as responsible) vs. the goal set.
- Sales: shows the value of new sales (assigned as responsible) vs. the goal set.
You can access your web administration to define the predefined field for each goal category.
When creating a goal, in the "Type" field, you can choose between the default values you had set up to segment your goals and adapt them to your strategy. You can choose values from any ForceManager field.
If you need additional segmentation, you can add more conditions and filter groups to set up and segment your goal. Therefore, you will include only those activities that matches with your needs. For that, click the “Add conditions” button.
You have the AND/ OR options to add conditions:
- With the “AND” option, all conditions must be match: for example, opportunitiesin a specific state and from an specific country.
- With the “OR” option, will be considered the activities that match any of these conditions: for example, being in state 1 or state 2.
In case you need to specify different options, you can create different “Condition Groups” with also the AND / OR options. Therefore, with the AND option you need fulfilled all set up groups and with the OR option, only one group.
For example, with OR:
Conditions group 1 -> opportunities with state 1 and country 1.
Conditions group 2 -> opportunities with state 2 and country 2.
Therefore, if you find opportunities that match either the group of conditions 1 or 2 (not both groups needed) they will be added and included to the goal.
At the bottom of the conditions creation you are able to preview your set up, and you will see each group of conditions in a parenthesis. In addition, you will see a green “check” icon, when the conditions you are entering are correct or, instead, a red “cross” icon when the conditions are incorrect.
The name in which the objective will be displayed on all platforms.
If you do not add conditions to segment the goal, the selected category in the name will automatically appear, but you can modify it if needed.
In case you segment the goal by adding conditions, you should indicate a custom name.
The period in which the objective must be achieved: daily, weekly, monthly, quarterly, semiannually or annually. You can also customize when it should start for each period:
- Weekly: By default it starts on Mondays, you can customize what day of the week the goal should start each week (Monday, Tuesday, Wednesday, Thursday, Friday, Saturday or Sunday).
- Monthly: By default it starts on day 1, you can customize what day the goal should start each month (1,2,3,4, .., 30).
- Quarterly: By default it starts on January 1, you can customize which day (1,2,3,4, ... 30) and month (January, February, March, ..., December) the goal should start every 3 months .
- Sixthly: By default it starts on January 1, you can customize what day (1,2,3,4, ... 30) and month (January, February, March, ..., December) the goal should start every 6 months .
- Annually: By default it starts on January 1, you can customize what day (1,2,3,4, ... 30) and month (January, February, March, ..., December) the goal should start every 12 months .
6. Goal value to be achieved
- Value to be achieved for the individual and standard team goals:
Here you can program the value to be achieved taking into account seasonality. To do this, click on "Different value for each period".
It is possible to plan the target value for the following periods: Monthly, Quarterly and Semiannual.
- Value to be achieved for the aggregate team goals:
A part of creating the team goal, you can specify the value that each team member should perform through the massive creation of individual goals. Indicates what should be the value to be reached among the entire team and this will be automatically distributed equally among all team members (in case the number is not exact, the waste will be assigned to the first user). You can also directly modify the value of the individual goals, and the team goal will be automatically recalculated, since the team goal will always be the sum of the individual ones.
It is also possible to plan the aggregate team objectives taking into account seasonality by clicking on the button "Different value for each period" for the periods: Monthly, Quarterly and Semiannual. In the case of quarterly it would show like this:
By indicating the team value to be reached in any of the periods (in the head of the table), this is also automatically distributed equally among all team members for that period. You can also directly modify the value of individual goals, and the team goal for the corresponding period will automatically be recalculated.
How can you follow up the goals?
Goals are completed at the sime time they happen, so you can see the goals progress in real time and analyze results.
You’ll also notice how the color of the graphs vary. These colors correspond to the evolution of activity and will change according to the difference between the amount of activity carried out and the goal set.
- Green: If you’ve passed or hit the target.
- Orange: If you’ve completed more than 50% of the goal.
- Red: If you’re falling short of the goal in the allocated time.
Track individual and standard team goals:
By clicking on a goal you will see: on the one hand, all its general information (its description, data, etc.) and, on the other hand, you will have the details of all the activities related to it. In the individual goals you will see the activity of that user and for the standard team you will see the activity of the whole team.
Monitoring of aggregate team goals:
For aggregate team goals, you have a complete perspective of your team's goal progress.
First, you'll see the summary of the aggregate team goal, the total cumulative percentage. Clicking on the arrow displays individual goals to display each user's progress. In the same way, when you click on an added individual goal you will see the activity of that user and when you click on the agregated team one you will see the activity of the whole team.
How do I manage goals from a mobile device?
Goals can be managed from both Android and iOS devices, as detailed below.
Each time you log into your account you are taken to your "Dashboard", within you can add your own goals.
Click "Add Goal" to begin creating your goals as necessary. You can only add individual goals, but you can see:
- The individual that you have created or those that your manager has assigned to you.
- The team goals (standard or aggregate) created by the WebApp. These that you have created (if you are a manager) or those that your manager has created and you are part of the team.
Next, on the “More Goals“ section, select the activity type you want to create (Check-in, new accounts, etc.) and complete the creation form, where the goals are defined:
- Select the amount (10, 50, 100, etc.)
- Indicate the type of action to perform to complete the goal. To configure this field, go to the ForceManager Administration page and follow the steps explained above.
- Enter the deadline for completing the goal (daily, weekly, etc.).
- Goal name you want everyone to identify with.
Once you have created your goals you can view them from the "Dashboard" and follow the progress. ForceManager will provide information so that you can analyze if your goals progress properly.
Click on the goal you want follow up and you will see two tabs:
- Information: you will see the description and the goal details.
- Performance: you will see the activities you had done so far to achieve the goal.
If you have more than three active goals and you need to check one that does not appear in the Dashboard, click on “See all” and on the goal you want to check out.
You can edit your goals as needed. Just click the goal you wish to modify and, from the main page, click "Edit", located in the top right corner of the screen. You can modify the goal value and click on “save” to save changes.
Remember you can only edit these goals that you had created. The goals cretaed by your manager are blocked.
You can also add new goals or delete them as needed. Just click "Edit" to view all active goals (they can be de-activated clicking on the “-“ icon and saving changes) and click "More Goals" option at the bottom of the screen to create as many Goals as you need.
From this screen, you can sort them according to your preferences. To do this, drag and drop each indicator in the order in which you want them to be displayed.
Remember that the goals created by a manager take precedence over the ones you have created yourself and will be displayed first. You will not be able to edit or delete them.