Overview
Note: Help content (except videos) has been updated to reflect the UI/UX changes in BQE CORE.
Sales goals are used by companies to motivate sales representatives or business development agents, and also to stay on track with the expected growth and financial stability. Sales goals are generally set for monthly or quarterly periods by the sales manager. Depending on the industry, sales goals are currency based (say dollar amount). For instance, selling $25,000 worth of computers in a month. Multiple goals can be assigned to a single person or a team at a time, for example, making sales calls and also selling $20,000 in products and services. Sales goals are almost always reviewed in a dashboard as they are of high importance to both the employee assigned and the company as a whole. In some cases, individual goals are shared strategically to ignite internal competition. Click to watch this video on managing sales goals in BQE CORE CRM.
The Sales Goals screen in BQE CORE CRM allows you to set a target for your sales and then track what percentage of the sales target your sales or business development team actually achieved in a given period. Sales Goals uses the opportunity amount won to calculate if the sales person met the periodic goals.
How To
Field Descriptions
| Field Name | Field Description |
| Sales Goals > List View > Info Bar > | |
| Goal Amount | Sum total of the sales target amount you want to reach in a given period. |
| Actual Amount | Sum total of actual revenue realized against the sales goals. This is the total closed amounts from opportunities won that are linked to the sales goals and meet the assigned employee-opportunity type criteria set in the sales goals. |
| % Realized |
Percentage of goal amount actually realized against the sales goals. Sales goal performance evaluates closed opportunities that fall in the date range of the sales goal. It is calculated as: = Actual Amount / Goal Amount x 100 |
| Sales Goals > Create Sales Goal > | |
| Goal Name | Name of the sales goal. |
| Start Date | Date when you initiate the sales goal. |
| End Date | Closing date for the sales goal. |
| Sales Goals > Detail View > | |
| Goal Amount | The sales target amount you want to reach in a given period. |
| Actual Amount | Actual revenue realized against the sales goals. This is the closed amount from opportunities won that are linked to the sales goals and meet the assigned employee-opportunity type criteria set in the sales goals. |
| % Realized |
Percentage of the sales target actually achieved in the given period. Sales goal performance evaluates closed opportunities that fall in the date range of the sales goal. It is calculated as: Actual Amount / Goal Amount x 100 |
| Manager |
Employee who manages the sales goals. It could be the sales manager. |
| Employee |
Name of the employee or vendor (or their group) associated with the sales goals. The sales goals are tracked for each sales team member. |
| Opportunity Type |
Type of opportunity associated with the sales goals you are tracking, say new business, data migration, training, etc. |
| Amount |
This is the sales goal amount to be achieved by each sales team member (employee, vendor or their group). |
|
Sales Goals > Follow-Ups > |
|
| Description |
Name or description of the follow-up. |
| Follow-Up Date |
Date of the follow-up deadline. This is the date by which the follow-up needs to be done. |
| Follow-Up Type |
Type or category of follow-up in CORE CRM, say email follow-up or phone call follow-up with a prospect or client. |
| Assigned To |
You can assign a follow-up to a sales person. |
| Priority |
Indicates the priority of the follow-up, whether high, low or medium. |
| Status |
Indicates whether a follow-up is active, on hold, inactive, completed, etc. It gives the status of the follow-up. |
Create Sales Goals
To add a new sales goal, watch this video or follow these steps:
- Open the Sales Goals screen from the side menu > CRM > Sales.
- Click Create Goal on the top-right.
- On the Create Sales Goal screen, enter the required information. Check Field Descriptions above for details.
- Goal Name
- Start Date
- End Date
- Enter other information about the sales goal. Check Field Descriptions above for details.
- Goal Amount: This is automatically filled in when you add employees and target amount for each of them.
- Manager
- Click Add to set the goal per employee or team member.
- Enter the required information in the top row of the grid. Check Field Descriptions above for details.
- Employee
- Opportunity Type
- Amount
- Click Done. Add more employees and goals, as needed.
- When you have finished, click Save & Done.
Note: If sales goals are assigned to multiple employees, the email notification displays the goal amount of the assigned sales person as well as the total goal amount.
Add Follow-Ups
CORE allows you to follow up on the sales goals set for your prospects and opportunities. CORE also allows you to create time entries from your follow-ups.
To add a follow-up to a sales goal, watch this video or follow these steps:
- Open the Sales Goals screen from the side menu > CRM > Sales.
- In the list view, select a sales goal on the grid that you want to follow up on and click Follow-Ups.
- On the Add & Modify Follow-Ups dialog, enter the required information. Check Field Descriptions above for details.
- Description
- Follow-Up Date
- Follow-Up Type
- Assigned To
- Priority
- Status
- Click Done. The follow-up is attached to this goal now.
- After saving it, you can click Detail on the row to view its details. You can track all of them on the main Follow-Ups screen and receive notifications on them.
Note: CORE prompts you to create time entries when you update the follow-up status to Complete.
You can also check the detailed video on managing follow-ups in CORE CRM.
Clone Sales Goals
If you have many similar sales goals, it saves time to create a new one from an existing goal. In other words, you can duplicate a sales goal to create new ones and then edit them for any changes.
To clone a sales goal, watch this video or follow these steps:
- Open the Sales Goals screen from the side menu > CRM > Sales.
- Select the goal on the grid that you want to clone and click
to select Clone.
- On the Sales Goal Clone dialog, enter the required information:
- Clone From
- Clone To
- Click Clone.
The newly cloned sales goal is displayed on the grid. You can go into its detail to edit it, if needed.
Show/Hide Columns in Grid
You can configure fields or columns that appear on the grid in the list view. You can hide or show columns, and sort the order of columns according to your requirements.
To do so, watch this video or follow these steps:
- Open the Sales Goals screen from the side menu > CRM > Sales.
- In the list view, click More > Show/Hide Columns on the action bar.
- Select or un-select the column names in the drop-down list, say Manager.
- Next, click the column name you want to sort the data by, say End Date.
- Click once for ascending order (A-Z) and twice for descending order (Z-A).
Note: You can resize the column widths on the grid and then reset them, if needed (More > Reset Column Widths).
You can also check the detailed video on navigation and customizing grids in CORE.
Export Sales Goals
In CORE, you can export sales goals to the Comma Separated Values file format. CORE exports data from all available columns and not just the columns visible in the grid.
To export the sales goal records to a .CSV file, watch this video or follow these steps:
- Open the Sales Goals screen from the side menu > CRM > Sales.
- In the list view, click More > Export as CSV.
- A .csv export file is created and saved on your system at the default download location, say your desktop. Click to open the spreadsheet.
You can also check the detailed video on exporting data in CORE.
View Reports
To view a report:
- Open the Sales Goals screen from the side menu > CRM > Sales.
- In the list view, click More > View Reports.
- Select a report from the Report List dialog. It opens in the viewer.
- Preview the report and then choose to export or print it.
You can also check the detailed video on running and managing reports in CORE.
Apply Filters
When using the filter search or applying filters, CORE intelligently updates the info bars to reflect the values of the filtered list.
To view selective data on the grid, watch this video or follow these steps:
- Open the Sales Goals screen from the side menu > CRM > Sales.
- In the list view, click
on the right.
- On the Filters panel, select a filter from the drop-down and specify individual records or range.
- Click Add Filters to specify more filters.
- When you have finished, click Apply Filter. You can see selective data now.
- In the list view, you can remove the individual filters by clicking
on each. To disable applied filters temporarily or remove all filters, click
next to the Filters icon and select Disable Filters or Clear All, respectively.
You can also check the detailed video on applying filters in CORE.
Mark Screen as Favorite
You can mark or flag the most-often used and important screens in CORE as your favorites up to a maximum of ten. These favorite screens then display separately on the side menu under the Favorites list. You can manage all your favorite screens in CORE from User Settings.
To mark this screen as your favorite, watch this video or follow these steps:
- Open the Sales Goals screen from the side menu > CRM > Sales.
- In the list view, click
on the top-right.
- You can access this screen from the side menu under Favorites.
You can also check the detailed video on marking screens as favorite in CORE.