Overview

The Goals page is a tool that allows managers to create goals for their reps in order to make their expectations clear. Then, reps (and their managers) can track the progress of the goals based on concrete metrics that are tracked in the CRM. Like any good goal, the time period for successful completion can be set, along with detailed targets to meet the goal.

Some notes:

Reps can also set goals for themselves - if they have been given the permission by an admin
Goals can also be set for groups with all assignees contributing to goal completion - with multiple users you will be able to set varied targets per user
It is likely that the first time you navigate to the Goals page it will be empty. Find some time to set some goals, or confer with your manager to set some goals.

Assignment vs. Sharing

Goals that you have created, or those assigned to you, are goals that you are working on, that is, you are responsible for the completion of the goal. Group goals are also assigned to you.

Shared goals are displayed for awareness and are not those that you are responsible to complete.

Goal Sharing

Goal Sharing enables users or their managers to share goals with other members of their team; managers, administrators, and leadership. This access to goals provides enhanced visibility and alignment across the organization. The feature is available in both web and mobile. Although there are no limits on who you can share a goal with, you must be the goal creator to share a goal.

Goals can be shared when they are created, or at any time thereafter.

For the complete process for sharing a goal, see Goal Sharing (New).

Value

You can share goals with users other than those for whom the goal is assigned. Those users would then be able to see progress even though they are not assigned to the goal.

Sharing goals empowers leadership visibility - share active goals with leadership to provide real time insights into progress without altering goal ownership
Sharing goals enhances coaching opportunities - reps can share their goals with managers to gain valuable feedback and guidance
Sharing goals maintains focus on priorities - users only see their goals and goals shared with them

Navigating to the Goals page

Getting to the Goals page is simple. Use the image below for the steps.

Click on the "Goals" link in the left navigation to open the Goals page.

That one click is the only step, but here is a helpful tidbit. Click on the "?" next to Goals for a helpful walkthrough.

Goal Selection - The stats in the box are for the goal that is currently selected in the "Goal" dropdown at the very top right of the box. Clicking on the Goal dropdown will display all goals you can view. The goals are organized into four categories

Personal - goals assigned to you are displayed under this category. These are goals you have created for yourself, or that someone has created for you.
Share - Goals in this category have been shared with you so that you can keep up to date on their progress. These goals are not assigned to you.
Group - Goals under this category are assigned to more than one user. All assigned users contribute to the success of the goal, even though each assignee might have a different target for goal completion.
Historical - Completed goals are listed under this category.

It is possible to see a goal duplicated in this list if the user is both part of a group goal and that goal is a shared goal. Clicking either entry will produce the same result.

Creating a new goal

Make sure you are on the Goals page by clicking on the "Goals" button in the left navigation.

Click on the "New Goal" button near the top of the page.

A new goal will look similar to the image below. We have made some selections and filled in some fields. The instructions below include ideas for creating a new goal and general tips for using the field after the goal is created. There are three main sections.

Best Practice: Fill out every field.

The details for filling out each field are described below.

Goal Details

This section will provide details on each field in a goal.

Whether you are creating a new goal or editing an existing goal, the fields required for a goal are the same as those listed in this section.

Goal Type

Click on the Goal Type dropdown to select a goal type. You can set goals for orders, referrals, or events.

A few notes:

Choosing a specific goal type will determine what goal filters are available. See Goal Filters, below.
Once you create a goal for a specific goal type, you can't change the goal type. Not to worry, you can create as many goals as you want.
As you create a goal, if you add a Goal Filter and then try to change the Goal Type, you will see the following error:

As the error indicates, you will need to remove any goal filters you have created before you can change the Goal Type. This applies to edits being made to an existing goal.

Goal Cycle

Click on the Goal Cycle dropdown to set a period for the goal. Select the length of the goal period for the goal you are creating.

If you want to set a goal for a specific time period, click on "Custom" at the bottom of the list. You will then be able to set a specific start date and end date for the goal.

The custom period could be super helpful for setting goals for a new hire. Tie the goal to a specific period based on the employee's start date.

Goal Name

Once you have created a bunch of goals, you will be able to choose which one is open on your Goals page by using the selector near the top right of the page.

When creating a new goal, the Goal Name field is empty. Choosing a good name for the goal will help users to find the right goal to view when they use the Goals page.

Type an identifiable name into the Goal Name field.

Some Naming Guidelines

Be as specific and concise as you can
Include details that will identify and set apart goals when you scroll through the selection dropdown on the Goals page
Suggestion - Include
- Name of user or team for whom the goal applies
- Goal Cycle - monthly, quarterly, etc
- Goal Type - Orders, Referrals, or Events

Users and Goal Target

You are setting two items here but they interact, so we will consider them together

Your "Target" is the count of orders, referrals, or events for the goal you are creating
- Enter the number in the Target field
Users will be the single user or group of users that you add by clicking on the "+ Add User" button.

Adding a user

Click on the "+ Add User" button. This will open the Find User interface in the image below.

Some Notes

If you have a large list of users, you can use the top interface (in box) to search by first name, last name, email address, role, or office.
The table at the bottom will then include only users who match the search criteria.
From the list at the bottom click on the checkbox to the far left of the row for the user you want to add to the goal.

For our example, we chose Barry Barron

You can add as many users as you want to the goal you are creating.
As you add users, pay attention to each user's details listed in the table, for example, Business Line. IF you are going to set a goal filter for Business Line make sure the users you select match the goal filter you are going to set.
Once you have chosen a user, click on the "Attach Selected Results" button

Back to Targets and Users

Some notes:

If you set the target first and then add users, the target number for each added user will be set to the target you chose automatically
If you add users first and then apply a target, you can click on the "Apply to all users" link to apply the target to all of the users

Or, you can set different targets for each user, as the next image shows.

Repeat Goal

You can choose to have the goal reset automatically at the beginning of the next cycle, based on what you have chosen.

Click the Repeat Goal dropdown to choose whether the goal should repeat or not.

Notes

Any notes you enter here will be visible on the Goals page.

Goal Sharing - process

To Share a goal

The process for sharing a goal is the same whether you are creating a new goal or editing an existing goal. The Goal page has three buttons at the top of the page

Click the "New Goal" button to create a new goal - described above
Click the "Edit Goal" button to edit the currently open goal - described below
Click the "Delete Goal" button to delete the currently open goal. You will be asked to confirm that you want to delete the goal.

When the new goal or the existing goal opens, scroll down to the Goal Sharing section.

Click on the "Add User" button in the Goal Sharing section to share the goal

Some Notes

If you have a large list of users, you can use the top interface (in box) to search by first name, last name, email address, role, or Office.
The table at the bottom will then include only users who match the search criteria.
From the list at the bottom click on the checkbox to the far left of the row for the user you want to add to the goal.

For our example, we chose Barry Barron

You can add as many users as you want to the goal you are creating.
As you add users, pay attention to each user's details listed in the table, for example, Business Line. IF you are going to set a goal filter for Business Line make sure the users you select match the goal filter you are going to set.
Once you have chosen a user, click on the "Attach Selected Results" button

Once you have added a user, the user's name will be displayed in the "Goal Sharing" section.

Goal Filters

A goal filter limits the results included in your goal. As a quick example, imagine if you wanted your goal target to only count delivered orders instead of all orders. You could set a filter like this:

You can add any number of filters to further refine the results. If we wanted to only show orders that have been delivered for our Harrisburg Sales Territory, we would add this:

The order that you set up the filters matter. Each new filter row you add depends on the results from the previous row.

To add a goal filter to the goal, click the "+ Add Filter" button.

Operator

Once you select the field you want to use as a filter, you will need to choose the operator. In short, you will use this to either include (equals) or exclude (not equal to) the value you choose.

Example: In the goal filter set in the order goal in the image below, when the operator is "equals" the filter will include only orders that have the delivered status. If we changed the status to "not equal to" delivered, the goal would include orders with any status other than delivered.

Different Fields depending on Goal Type

There are different fields available for use in the Goal Filters that depend on the Goal Type.

The following table shows the different fields available for each goal type.

Orders	Referrals	Events

Business Line

The Business Line goal filter works the same way for Orders and Referrals.

Select the business line you want to apply to the orders or referrals for the goal.

Insurance Type

The Insurance Type goal filter works the same way for Orders and Referrals.

Select the insurance type you want to apply to the orders or referrals for the goal.

Status - Orders

The Values for the Status field are the same as the statuses you will see for orders on the Orders page. What you see in your CRM might differ from what is shown in the image below since the statuses your company uses might be different.

Choose the order status you want to apply to the orders for the goal

Status - Referrals

You can set a goal filter to limit the goal to focus on referrals with a specific status. The example at the bottom of the page shows a way to use a referral status goal filter.

Choose the order status you want to apply to the referrals for the goal

Branch

The Branch goal filter works the same way for Orders and Referrals.

Select the branch you want to apply to the orders or referrals for the goal

Event Type

You can set the goal to focus on a specific event type.

Select the event type you want to apply to the events for the goal

Completion Status

Whether your reps are completing their events is a great way to keep track of their compliance with following the A.C.E. process.

Select the completion status you want to apply to the events for the goal

Related Account

This goal filter is a little different in that you don't set a value for the field. This filter is used to identify whether the events are assigned to a specific account. It doesn't matter what is in the field, what matters is whether there is an entry in the field (is not null) or empty (is null)

Anyone who is following A.C.E. should not have any events with an empty field for related account.

Editing an Existing Goal

On the Goals page, you can see the current goal displayed in the dropdown on the right (in box).

If you want to edit the goal, click the "Edit Goal" button

The page below will open. This page is identical to the page you would see when you create a goal, with two exceptions: 1) you will not be able to change the Goal Type, (It is grayed out - arrow in image below.) and 2) a new goal has nothing filled in.

For step by step instructions for each section, see Field Details, Goal Sharing (New), and Goal Filters.

Make any changes you want to tweak or refine the goal
Click the "Save" button when you are done.

Viewing a Goal

Once you have set up your goal, (if you have selected it) the details will show up on the Goals page.

For the example below, we used the following goal filter

With NO filter the referral count (Total) will include both referrals and admits. We want the goal to be admits only. You will see how this works out below.

Details

Note the Goal Name at the top left. The person who created the goal is beneath.

Three black buttons

New Goal - Click this button to create a new goal - see Creating a New Goal above.
Edit Goal - Click this button to edit the currently opened goal - see Editing an existing goal above
Delete Goal - Click this button to delete the currently opened goal

The "Goal" dropdown allows you to select which goal is being displayed on the Goals page.

Summary Goal Metrics - This section contains the basic metrics for the currently opened goal. At a glance you can see multiple important metrics, e.g. the target, the current completed (Total), percentage complete.

Sales Rep Chuck has only 15 admits (Total) - he is only 37.5 % to his goal. See Helpful Charts.

Helpful Charts - These three charts provide a summary of the larger context.

Above we noted that Chuck was only at 15 out of 40 admits. But if you look at the "Filtered Number of Referrals" chart you will notice that Chuck has 23 pending referrals.

Goal Notes - These notes can be updated by editing the goal.

Goal Details - This is the same information as the top section, presented in a table form.

If the goal has multiple users with different goal targets, it might help to use the "Sort by" dropdown to organize the entries in the table using a different order.

Goal History - Shows the trended metrics for the selected goal shown by goal period.

Goals