Microsoft Dynamics® CRM Training
Productive Sales Goals
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Productive Sales Goals
Thank you for viewing “Productive Sales Goals.” Below, you will find a short practicum designed to help you reinforce this lesson as well as a summary of the material covered in the video.
Practice makes perfect! Complete the short assignment below to reinforce the material that you learned in this lesson. For guidance please refer to the instructions in this email and the “Productive Sales Goals” video.
Set up a series of Goals for your CRM organization. First, create a revenue Goal for your entire organization. Second, create a revenue Goal for a particular product in the next quarter. Third, create a Goal regarding the number of Cases that a customer service representative resolves during the next month.
Goals in Microsoft Dynamics CRM 2013 and Dynamics CRM Online are designed to manage expectations and revenue or other metrics for CRM users. Since this is a Sales Productivity course we will focus on Sales Goals. Goals allow the CRM user or manager to set metrics for users or teams, and then the data, as it natively populates in CRM, will “roll up” to show progress around those Goals. Once Goals are set, the users imply use the system as it is designed, and then the progress toward those Goals is nicely revealed.
Examples of Goals:
· Revenue Goals by the entire organization
· A potential revenue Goals by quarter and then product
· Also there are individual sales revenue Goals per user over a year
· Number of new opportunities qualified from leads in a month
· Or the number of billable Cases for a service company each quarter
All these Goals follow a similar pattern, and each of them has a “what” (actual or potential revenue, or anything that needs to be measured), a “when” (the time period the Goal reflects on) and finally the “who” (sales team, company, individual, user, or so on).
How do Goals increase Productivity?
Goals can keep sales personnel focused on their performance on a daily, weekly, quarterly or even annually. If a salesperson is self-motivated, this will increase productivity by internal incentive. Goals will also help people focus on one thing at a time. If there is a Goal to strive for, keeping attention on that one Goal can help people jumping form one project to another. Now, if Goals are set up with a process to follow behind them, Goals can lead to a more enjoyable workplace with less stress and more focus. Goals can also track both “potential” and “actual” revenue against a given target. Goals can be very specific and revealing about productivity.
The Design of Productive Sales Goals
There are several critical component that must be defined when designing Goals:
· Goal Metric, which is either revenue or a count of something that needs to be tracked.
· Time Period, which is the timeframe for which your sales goal will be applied.
· A Rollup Query, which is the type of entity record that will “count” towards the goal. The revenue-based entities that are most commonly used are Opportunity, Quote, and Order.
· How an organization uses these entities will drive the goals you can create. For example, the Opportunity entity has both “estimated” and “actual” revenue. Each entity will have their own set of parameters and rules for creating a goal.
Important information to remember about Goals in Microsoft Dynamics CRM
· Goals can be company-wide or individual.
· A child Goal can be created for an individual. The child Goal rolls up to a parent goal, which may be considered to be a company-wide goal. This is helps to present the concept of personal Goals with a company-wide impact.
· There are out-of-the-box Dashboards that present Goals as a Graph or Chart in a Dashboard component. They can be leveraged to show individual and company-wide goals respectively.
· Goals don’t have to be about only revenue, they can also be the number of unit, or the number of Cases that were resolved in a service based deployment.