Give Your Team a Number to Chase

What can actually be measured?

Seventeen metrics across four groups: activity (meetings booked or completed, calls made or completed, tasks completed), leads (created, converted, sitting in one stage, or above some score), deals (closed won, revenue closed, created, pipeline value added), plus commercial (quotes sent or accepted, contracts signed, subscriptions created).

How often do targets reset?

Five cadences ship ready: weekly from every Monday, monthly from each 1st, quarterly from January, April, July or October, yearly from January 1st, plus custom windows where you pick both dates yourself for one-off campaigns or sprints.

Does chasing a number just reward busywork?

Not once outcome or purpose filters are applied. Rather than counting any ten calls, count ten that ended Interested, or five meetings whose purpose was Demo. Quality conditions sit on any activity metric, while both filter kinds combine on one target.

Who updates progress?

Nobody. Progress reads live from CRM activity, so booking a meeting or closing a deal moves its bar immediately. No spreadsheet export, no weekly roll-up, no syncing delay. If a record is corrected, its figure corrects itself too.

What does assigning in bulk actually create?

Independent targets, one per rep. Define metric, value, period, filters once as a Target Spec, then push it across several people in one action — each of whom owns their own copy afterwards, rather than sharing one pooled number.

How do I tell trouble from success at a glance?

Every target shows a state, while four of them tell you almost everything: On Track, At Risk, Achieved or Missed. At Risk is what makes this useful mid-period, surfacing reps who still have time to recover instead of reporting a miss once nothing can be done.

Can reps see their own numbers?

Yes — that visibility is half its point. Each rep watches their own progress without asking anybody, which removes check-ins whose only purpose was reading out a figure already recorded. Reps who can see a gap early tend to close it without being asked.

How is At Risk decided?

By a fixed, visible rule rather than a hunch. Once more than 70% of a period has gone by while a rep is still under half of their number, that target turns At Risk. Before then, a rep level with or ahead of pro-rated pace reads On Track, while one behind it reads In Progress, so nobody gets flagged on day two of a month for not having closed anything yet.

What is a projected value?

It takes a rep's average daily rate so far, running it to a period's end. Ten meetings in a thirty-day month's first ten days projects to thirty. It is a simple straight line on purpose, so a rep can check its arithmetic themselves, telling a manager whether someone who looks fine today is slowing down before a gap becomes impossible to close.

What happens to a lead or deal that changes owner mid-period?

Progress follows its current owner. If a deal moves from one rep to another before it closes, that win counts towards its new owner's target, because that is who owns it when its figure is read. Once a period has ended its result is frozen, so reassigning records afterwards never rewrites a target already closed.

Can a rep hold two targets on one metric?

Yes, as long as they measure different things. A rep can carry one target for all completed calls plus a second for calls that ended Interested, or one for all meetings with another for Demo meetings. What is blocked is an exact duplicate: one metric with identical filters for one person over overlapping dates is rejected when you try to assign it.

What if a rep goes on leave?

Pause their assignment. A paused target shows as Paused whatever its numbers say, so an empty progress bar is not mistaken for a performance problem, while pausing one rep leaves everybody else on that Target Spec running as normal. Resume it when they are back; it picks up where it was.

Who can see whose targets?

Every user sees their own targets without needing any permission. Managers see targets for people in teams they manage, nobody else's. Only a role granted view-all permission sees targets across a whole company, keeping individual performance numbers limited to people with a reason to see them.

Is past performance kept once a period ends?

Yes. Shortly after a period closes, each target's final figure is captured as a snapshot: value achieved, goal it was measured against, whether it was met. Records edited or deleted later do not change that result, so last quarter's numbers stay identical when you look at them next year.

Can I target leads at a particular stage or score?

Yes. Leads in Stage counts leads sitting in a pipeline stage you pick, while Leads with Score at or above X counts leads whose lead score meets a threshold you set. Both suit teams whose job is to qualify leads rather than simply create them, because they reward moving leads forward instead of adding more to a funnel’s top.

What exactly is a Target Spec?

It is a reusable definition behind a target: a name such as Standard BDR Monthly, its metric, value, period, any filters, plus optional notes explaining why that number was set. Assignments point back to their spec, so each rep can also carry a note of their own where their situation differs from everyone else’s.

Can I change a target in mid-period?

Yes. Because progress is worked out whenever it is read rather than stored as a running total, a new value takes effect immediately, with every rep on that spec measured against it straight away. Periods already ended keep whatever result they were frozen with, so an adjustment this month never changes last month.

How do revenue targets differ from activity targets?

Activity, lead or most commercial metrics count records, so a target is a number such as twenty calls. Revenue Closed or Pipeline Value Added add up deal values instead, so its target is an amount in a currency you choose. Both kinds share periods, progress states, projections — both can sit side by side on one rep.

What does Exceeded mean?

A target that finishes its period above goal closes as Exceeded rather than just Achieved, so reps who went beyond their number stand out from those who landed exactly on it. During a period, a target reads Achieved as soon as its value is reached, then keeps counting.

Do reps have to do anything differently?

No. Targets read calls, meetings, tasks, leads, deals, quotes, contracts or subscriptions reps already record in this CRM. Their only visible change is a progress bar that moves when they do their job, plus a clear view of how far they have left before a period ends.

Do targets replace sales reports?

They answer a narrower question: is each person on course for their goal? Reports remain a place to explore trends or slice a pipeline in different ways. Targets give managers plus reps one agreed number per goal, updated continuously, so a weekly meeting can start from gaps instead of from gathering figures.

How is pro-rated pace worked out?

It is a share of a target matching how much of its period has gone. A monthly target of twenty deals, fifteen days into a thirty-day month, expects ten. Pace runs on calendar days rather than working days, so its figure is identical whoever looks at it, never depending on a holiday calendar.

Does a paused target keep counting?

Yes. Pausing changes how a target is shown, not what it measures. Its underlying value carries on accumulating from CRM activity, so if a rep does some work while their target is paused, nothing is lost when it resumes, with its figure still correct when that period closes.

Can I run a target for a short campaign?

Use a Custom period. Pick a first plus last day — for example a two-week push on Demo meetings around a product launch — so it runs for exactly those dates with an identical progress bar, states or projection to any recurring target. It does not repeat once it ends.

Where do I set targets up?

Managers or admins create Target Specs, assigning them from a User Targets screen under Settings. Reps never need to go there: their targets appear on a My Targets page in main navigation, plus in a widget on their CRM home page, where they spend their day anyway.

Does every call or meeting count, whoever logged it?

Activity is credited to whoever owns each record — a rep that call, meeting or task belongs to in this CRM. That keeps figures honest when a colleague logs something on behalf of a rep, meaning a target measures work that rep is accountable for rather than whoever happened to click save.

What happens when a recurring period ends?

Its closing figure is frozen as that period's result, while an identical target starts again from zero for next week, month, quarter or year. There is nothing to copy forward, nothing to reset by hand; each rep sees a fresh progress bar on a new period's first day.

Why does a target say Not Started?

A Custom target whose first day is still in future has nothing to measure yet, so it reads Not Started instead of showing a rep as behind before a campaign has begun. It switches to a live state automatically on its start date, with no action needed from any manager.

How many targets should one rep have?

Usually three to five. Enough to cover activity that builds pipeline plus an outcome that pays for it — for example calls with a Positive outcome, Demo meetings booked, revenue closed — but few enough that each one still gets attention. Each target is independent, so you can add or pause one without touching others.

Can a whole team share one goal?

Yes. A team goal is one number for everybody on it — a team of three or thirty on a value of 100 both owe 100. It is deliberately not multiplied by headcount, so a new joiner never lowers anyone’s percentage. Members are shown by what they contributed, plus what share of that goal it represents.

Can a deal count twice when it moves between teammates?

No. A team figure is worked out once across all members together, so a record passed from one colleague to another inside that team is counted exactly once.

Do deactivated or removed members still count?

No. Records owned by people deactivated or taken off a team drop out of its figure, so a team is measured on who is actually there.

What does a team goal show with nobody assigned?

It keeps its number — that belongs to a team, not to individuals — but reports No Members instead of Missed, so an empty team never reads as a failure somebody could have prevented.

Can a manager explain why a number was set?

Yes. Every Target Spec has an optional notes field for its reasoning, such as a territory being new or a quota rising for peak season, while each assignment can carry its own note where one rep is on different terms. Context stays attached to a target instead of living in an email thread.