Setup

Sales targets by period, owner and team

Set how much you expect to sell in each period, for the whole company, for a rep, for a team and optionally by pipeline. The screen shows the actual and the percentage attained for each target, calculated from the opportunities won in the period.

With no target on record, the result is just a number: we sold this much. With a target, the number becomes a reading: we sold 68 percent of what we needed, and the gap is in this team. Sales targets hold the goal per period and compare it automatically against what was won.

Choosing the period

Open Settings and go to the Data and reports group.
Click Sales targets.
At the top right, choose the Period type: Month, Quarter, Half-year or Year.
Choose the matching value and the Year. The screen reloads that period's targets.

Creating a target

Under Target type, choose Company (all), Owner or Team.
If you chose Owner or Team, select the person or the team from the list beside it.
Under Pipeline, leave All pipelines or pick a specific one.
Enter the amount under Target and click Save target.

You can combine the angles: a company target for the quarter, per-rep targets in that same quarter and a target specific to the renewals pipeline. Each combination becomes a row in the table.

How the actual is calculated

The actual adds up the won opportunities whose close month falls inside the selected period. A quarter takes the three matching months; a half-year, six; a year, twelve. Each opportunity's amount is converted to the organization's base currency before being added, so operations in several currencies do not produce a distorted total.

Owner target: adds up that owner's won opportunities.
Team target: adds up the won opportunities of any member of the team, which spares you from slicing the quota person by person.
Target by pipeline: only considers opportunities whose sale type belongs to that pipeline.
Company summary: the card at the top compares the period's total actual against the target with no owner, no team and no pipeline, that is, the period's overall target.

Example: For 2026-Q1 the director enters: Company (all), all pipelines, target 900,000. Then Ana with 300,000, Bruno with 300,000 and the Channel team with 300,000. By the end of February the table shows Ana at 71 percent, Bruno at 44 percent and Channel at 58 percent, with the progress bar turning green once it crosses 100 percent.

Who can do this

Creating, updating and removing targets requires permission to administer settings. Anyone without it sees a notice at the top and reads the table in view-only mode, with targets, actuals and progress visible but no edit buttons.

Common questions

I saved the same combination twice: saving the same target, pipeline and period again updates the amount instead of creating a second row.
A team target blanks out the owner: the two angles are mutually exclusive. When you choose Team, the owner field is not used.
The actual is lower than I expected: check the close date on the won opportunities. That field, not the date the stage changed, decides which period a sale belongs to.
Does deleting a target erase sales? No. Deleting removes only the goal; the opportunities stay untouched.
Where do I track this day to day? The Performance screen in the side menu uses these targets to show attainment, gap to target and pipeline coverage without you opening Settings.

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