Explore Sales Targets

Learning Objectives

After completing this unit, you’ll be able to:

• List the key business questions that can be answered with CRM Analytics dashboards.
• List the key data points on dashboards Manufacturing Home Page and Key Account Manager Home.
• Sign up for a special Developer Edition org to analyze dashboards.

Targets Drive Revenue

Rayler Parts has streamlined its manufacturing business with Manufacturing Cloud and sales, and operations have never been better at the company. Account manager targets really helped account managers model and track their sales plans. Simply put, account manager targets are sales targets or milestones that a team or an individual wants to achieve in a specific period. 

Targets are assigned at the top of the company’s sales hierarchy and then distributed down to the bottom of the hierarchy. Typical sales targets are mostly revenue- or quantity-based, but sales teams can also align on targets such as customer satisfaction scores or profit margins.

To ensure strategic alignment and meet the goals defined at the start of a fiscal year, it’s important for key executives to get deep insights into sales target attainment and other performance metrics. Luckily, the CRM Analytics template for Manufacturing Cloud comes with data-rich dashboards that help users analyze sales targets from their perspective.

In this module, we discover how various users can use the dashboards to manage and plan sales targets better.

Key Roles and Business Questions

Cindy Jones, the reliable admin at Rayler Parts, has already set up CRM Analytics dashboards. She prepares a report for the top executives at Rayler Parts to describe how the dashboards can help them get useful business insights. Here’s a summary of the report.

Role	Goals	Key Business Questions	Dashboards
Head of Sales	Drive growth in the company by providing competitive pricing and increasing the share of revenue. Identify new market opportunities to meet and exceed the fiscal target.	How can I get a view of the overall business and performance metrics such as Planned Business, New Business, and Forecast Attainment? How can I check the year-over-year target attainment?	Target Attainment Team Performance Manufacturing Home Page Key Account Manager Home
Regional Sales Manager	Track and analyze the performance of each team member and coach them when needed to stay on track with targets. Assign sales targets to the best managers in my team to meet and exceed the targets for my region.	How do I split targets by accounts and products to ensure my account managers are given the accounts and products as per their strengths? How am I performing against each target? How is my region’s performance trending over time? Which targets are on track and which targets need my attention? Which account managers are performing well and which of them are not meeting their targets? Which account managers need my attention?	Team Performance Team Targets Manufacturing Home Page Key Account Manager Home
Key Account Manager	Drive cross-selling and upselling opportunities, and renew agreements to meet and exceed my sales targets. Get higher levels of target attainment to become a top performer in my team and learn from past performance.	What is my overall target, and how can I prioritize my targets? How am I performing against each target, split by account and by product? Where do my targets stand compared to my forecast?	My Targets Manufacturing Home Page Key Account Manager Home

Targets for the Team

Bill Mckenzie is the VP of Sales at Rayler Parts, and his team of trusted regional sales managers are as follows.

• Priya Krishnan, head of Sales, EMEA
• Elliott Drake, head of Sales, AMER
• Mehmood Zac, head of Sales, APAC

It's the middle of the year, and Bill wants his team to spend the final two quarters analyzing the sales target performance of their territories and teams so far. He wants each of his regional managers to be well-prepared with actionable insights so they can set better targets for the next year. The team is looking for answers to the following questions.

• How’s the overall target compliance, and what’s the projected compliance by the end of the fiscal year?
• How’s the team performing against account forecasts and how does the actual revenue compare with forecasted revenue?
• What does the leaderboard for each team look like, and who are the best performers?
• Which accounts and products have a higher target compliance, and which have whitespaces for sale opportunities?

Let’s follow along as Elliot, Priya, and Mehmood use the dashboards to answer these questions.

Start at Home

Elliott logs into the app and selects Manufacturing from the App Launcher. There are two overview dashboards that an account manager can look at to get high-level insights into targets. Cindy has embedded them on the home page of the Manufacturing app.

• Manufacturing Home Page: Shows numbers for forecast attainment and the percentage of sales agreements with upcoming renewals. Account managers can see the total revenue target in the current fiscal year and the actual revenue. The app calculates the current attainment percentage and the projected attainment percentage for the year.
• Key Account Manager Home: Shows all the key dashboards within the CRM Analytics app. It’s a landing page with cards that show the highlights of each aspect of the business, such as sales agreements, product performance, account forecasts, sales targets, and rebate programs. The Track My Targets card shows the target attainment and actual revenue. It also shows how many accounts and products are underperforming or contributing to less than 50% target attainment for the team.

Elliott can check any of these dashboards at the start of his day and then drill down into the detailed dashboards.

Get Hands-On with CRM Analytics for Manufacturing Cloud

In this module, we walk you through the different out-of-the-box CRM Analytics dashboards for Manufacturing Cloud. We don’t have any hands-on challenges in this module, but if you want to see the dashboards and try out the steps, you need a special Developer Edition org that contains CRM Analytics, Manufacturing Cloud, and our sample data. A regular Trailhead Playground doesn’t have Manufacturing Cloud or our sample data. Here’s how to get the free Developer Edition org now.

1. Sign up for a free CRM Analytics–enabled Manufacturing Cloud Developer Edition org.
2. Fill out the form.
   1. For Email, enter an active email address.
   2. For Username, enter a username that looks like an email address and is unique, but it doesn't need to be a valid email account (for example, yourname@test.com).
3. After you fill out the form, click Sign me up. A confirmation message appears.
4. When you receive the activation email (this might take a few minutes), open it, and click Verify Account.
5. Complete your registration by setting your password and challenge question. Tip: Write down your username, password, and login URL for easy access later.
6. You are logged in to your Developer Edition.

In the next unit, Elliot explores dashboards to analyze team performance.