1. Feature Overview

Once Goal Rulesets are published, Admins and Sales Managers can use them to create and assign Goals to users.

If you’re new to the Goals feature, see LeadSquared Goals.

Creating a goal involves –

1. Selecting a ruleset
2. Defining the goal cycle (weekly, monthly, etc.)
3. Select users to assign the goal to (according to the Organization Hierarchy)*
4. Configure the goal targets for each cycle ($10k for Jan, $10k for Feb, etc.) and the distribution percentage among users (50% or 5k to Jenny, 50% or 5k to Smita)

Once set up, achievements are automatically attributed to users. Managers can track the progress of their teams and individual sales users can track their own contributions.

*Admins and Managers can assign goals to any users reporting to them within their Organization Hierarchy.

For e.g., in the image below, Yogesh is the Admin User and CEO, who has four Sales Managers (Rajveer, Jenny, Sameer, and Joseph) and one Sales User (Smita) reporting to him. Yogesh creates a Goal and assigns it to his reportees. While Yogesh can assign Goals to his reportees, he can also assign one to Kat.

Similarly, when Joseph creates a Goal and assigns it to his reportees, he can also assign a Goal to Peter.

2. Prerequisites

• Only Admins, and users who have reportees under them, can create and assign Goals.
• Before you create and assign Goals, you must ensure there are Published Goal Rulesets.
• Ensure that the Organization Hierarchy for your organization is set up.

3. Create Goals

Across this article, we’ll show how Yogesh creates and assigns Revenue Target Goals for his team.
After you’ve created a Goal Ruleset –

1. Navigate to the Managed By Me screen.
2. Click Create your First Goal.
   • If you have existing goals in your account, click Create (present on the top-right corner).
3. On the Create Goal pop-up –
   • Enter the Goal Name and Description.
4. Once you’re done, click Create Goal.

3.1 Set Attributes

Here, select a Ruleset for the Goal. We’re using a ruleset that was created to calculate revenue.

1. Click Select Ruleset.
2. On the Select a Ruleset  pop-up, select the ruleset you want to use and click Use this ruleset
3. Next, select the Calculation Type –
   •  Roll Up – In a Roll Up calculation, the result will be the summation of the achievements of the entire team in the hierarchy. For example, the goal is achieved if the target revenue is generated by the entire team.
     • Consider Selected Users – Only the cumulative achievements of selected users (in section 3.2) will be considered towards the Goal.
     • Consider All Users – Achievements of all users in the hierarchy will be considered for the achievement of the Goal (even if they are not selected for the Goal program).
   • Non Roll Up – In a Non Roll Up calculation, the result will depend only on the individual achievements of the users. For example, each user will have a revenue goal individually.
4. Define the Goal Achievement criteria –
   • Achieve Equal to or More – The users should hit or exceed their targets.
   • Maintain Greater than or equal to – The user should maintain or exceed their targets. This option is used when the average value tends to fluctuate. For example, if the weekly target is ₹30k deal size, the user could hit ₹30k in the first week, but ₹20k in the next week.
   • Maintain Less Than or equal to – The user should maintain or hit a number lower than the prescribed target. For example, the user has to maintain an average call time of 3 minutes or less.
5. Goal Redistribution Access – When you select the Calculation Type as Roll Up, you will have the option to enable this setting. Here, admins can allow their direct reportees to redistribute assigned goals within their hierarchy. This provides more flexibility in managing team goals while ensuring accountability remains within the reporting structure.
   • Adding modifiers – With modifier access, users can modify both their individual and team targets within their respective hierarchy. You can select specific users to grant them modifier access.
6. Roll Up Target – This setting determines whether a user’s target contributions should roll up to their manager. If enabled, the target will be aggregated at the manager’s level. If disabled, only the user’s achievements will be included, but their target will remain independent. If the Goal Redistribution Access is enabled, the target will have to be rolled up and this cannot be disabled.
7. Then, select the Goal cycle duration –
   • Duration of each cycle – Each cycle can run for a Daily, Weekly, Biweekly, Monthly, Quarterly, Yearly, or Custom duration. In our example, we want revenue to be calculated on a Monthly basis, so we chose Monthly.
   • First cycle date range – The starting date of the first cycle. We want to run this cycle for the entire year of 2022, so we chose 1st Jan 2022.
   • Last monthly cycle date range – The month in which you want the cycle to end. We’ve chosen Dec, 2022.
8. Once you’re done, click Save & Next.

Custom Cycle Duration

To choose your own Cycle Duration, Select a Custom cycle. Under the Custom cycle, select either a Uniform cycle or a Non Uniform cycle.

• Uniform cycle – You can select the number of days in each custom cycle, and define a uniform gap between them.
  • For example, we can set 5 continuous days in a custom cycle with a gap of 2 days in between.
• Non Uniform cycle – You can select the Start Date and End Date of each cycle with a non-uniform gap in between them.
  • For example, the gap between the first and second cycles can be 4 days, while the gap between the second and third cycles can be 2 days.

The maximum Goal Cycle duration for the Custom cycle is 700 days.

4. Distribute Goals

Distribution can be done in two ways, with and without a Target Ruleset.

• When you distribute without a Target Rule Set, targets remain fixed. You’ll need to manually assign or upload values for each user.
• When you use a Target Rule Set, targets are auto-distributed based on another metric (e.g., Leads Assigned), ensuring that each user’s goal is proportional to their workload.

This flexibility allows you to align targets either dynamically (data-driven) or statically (predefined), depending on your business process.

4.1 Distrubite Goals without a Target Ruleset

Select the users you want to assign the Goal to. Then, distribute the goal to the selected users, by allocating a percentage of the total goal value to each user. Enter the Goal value for each cycle, and divide this value among all users the Goal is assigned to.

1. Select the users you want to assign the Goal to. We’re selecting all the users who directly report to Yogesh.
2. Against each user, under Goal Achievement, enter their individual target for the selected cycle. This sum total of the Goal value assigned to each user is added, and automatically populated alongside Cycle Goal Value.
3. Click on the cycle instance (12th Oct 2023 to 11th Nov 2023) to select a different cycle period. If you want to allocate the same value for all the cycles, click Copy Distribution to Other Cycles. In our example, the $500 monthly revenue target is allocated to all five users (in the 20% equal split we configured) for the rest of the year.
4. Once you’re done, click Publish, and on the Publish Goal pop-up, click Yes, Publish Goal. The Goal is now live.

4.2 Distrubite Goals with a Target Ruleset

Instead of entering static targets, you can now select a Target Rule Set.

The target for each user is automatically calculated based on the chosen rule set’s logic (e.g., leads assigned). Targets update dynamically as underlying data changes (e.g., new leads assigned during the goal period).

For Example:

Achievement Rule Set: Revenue

Target Rule Set: Leads Assigned

If User A has 50 leads assigned and User B has 100, their revenue targets are automatically set in proportion (User A’s target is based on 50 leads, User B’s on 100 leads).

4.3 Suggested Goal Value

Suggested Goal Value to help motivate users beyond their assigned targets.

• Target Value: The minimum goal users need to achieve.
• Suggested Goal Value: An admin-defined stretch value that highlights the user’s potential.

For example, if a user’s the target is to generate 100 leads, admins can set a suggested goal of 150—encouraging users to go beyond their baseline performance.

To enable this feature, navigate to Settings>Goal Settings and enable Suggested Goal Value.

4.4 Import Goals & Users

You can also import Goals and users through an Excel file. To do this, click Add Users & Goals using Excel. You can use the Sample File to add the Goals.

5. View and Track Goals

Depending on the Organization Hierarchy set up in your account, different users will have different Goal Views.

Under the Managed By Me tab, Goal Owners (like Yogesh from our example) can track all the goals they’ve created and assigned to their reportees.

Goal Owners can also use the following filters to track Goals –

• Goal Status
  • In Progress

• • Yet to start

• • Completed

• • Draft

• • Unpublished

• • All
• Cycle Duration
  • All
  • Daily
  • Weekly
  • Monthly
• Goal Owner – Users who’ve created Goals

Certain Goal Owners (like Richard) don’t have access to create rulesets. These users can use existing rulesets to create and assign Goals to their reportees (like Praveen, Nikhil, and Peter), and track progress from the Managed by Me tab.

If these Goal Owners (like Richard) have Goals assigned to them by their Managers (like Joseph), they can view the goals assigned to them from the Assigned to Me tab.

Certain users (like Nikhil) don’t have access to either create or assign Goals.

These users can only track Goals assigned to them by their Managers (like Richard), from the Assigned to Me tab.

A user’s progress towards achieving the Goal is tracked through the Progress Bar. The user can achieve the exact value, under-achieve or over-achieve. Each colour in the bar indicates the percentage of the goal achieved –

6. Goals Drill Down

All Goal Owners can drill down and track the progress made by users working under them, across multiple organization levels. Contributions made by users in the lower levels of the organization hierarchy are automatically aggregated to the managers’ goals. This gives the Goal Owner clarity on each team’s progress, as well as each individual’s progress towards achieving the Goal.

• To view the Achievement Breakdown of a Goal, click on the icon.
• To view a specific user’s Achievement Breakdown, click the button next to the user’s achievement.
• You can also download drill-down records of a goal as a CSV file. Simply open the drill-down view and click Download as CSV to export the records for external analysis or sharing.
• To view a specific team’s achievements, click on the  icon next to the team’s manager.
  • A Rollup Goal with the Consider Selected Users option will only show users who are part of the Goal.
  • A Rollup Goal with the Consider All Users option will show all users – even if they are not part of the Goal. However, the users who are not part of the Goal will have a Not part of the goal description tag.

7. Actions

On the Goals Managed by Me screen, Goal Owners can perform the following actions –

7.1 Rename Goal

To rename the Goal and update Goal details –

1. On the top-left side of your screen, against the Goal name, click .
2. Click Change Goal Name & Description, and on the Update Goal pop-up, update the details.
3. Once you’re done, click Update.

7.2 Column Customization

You can customize the column to display other user fields –

1. On the right side of your screen, click  .
2. From the Configure Columns pop-up, select the columns you want to display and click Done.

7.3 Edit Goals

Based on the Goal status, you can edit the following Goal details –

Status	Goal Cycle Start Date	Goal Cycle End Date	User Goal Value
Yet to Start
In Progress
Completed
Draft
Unpublished – Yet to Start
Unpublished – In Progress

7.4 Other Actions

• To delete a Goal, click .
• To unpublish a goal, click Unpublish.

8. Access to Goals Features

Based on your role, you can view the following Goal tabs when creating and assigning Goals and Goal Rulesets.

User Type	Number of Reportees reporting to the User	Number of Goals Created by the User	Goal Ruleset	Goal Managed by Me	Goal Assigned to Me
Admin	0	0
	1 or more	0
	0	1 or more
	1 or more	1 or more
Non-admin	0	0
	1 or more	0
	0	1 or more
	1 or more	1 or more

9. LeadSquared Mobile App – Goals

You can also track the progress of your LeadSquared Goals through the LeadSquared Mobile App. The Mobile App will have three different views: Admin user view, Sales Manager view, and Sales User view.

Goals Admin View

Navigate to LeadSquared Goals tab by clicking on the  icon.

On the Managed by Me tab you can view all the Goals assigned to a Goal Owner. You can select a specific Goal Owner through the dropdown.

You can click on the icon to filter the Goals.

You can select a particular Goal for a detailed view. You can view different cycles and the performance of the users under this Goal.

Click on the download icon to download the data in an Excel format.

As an Admin, you can also navigate to the Rulesets tab by clicking on the icon.

Goals Manager View

If you log in as a Sales Manager, you can view the progress of your goals through the Managed by Me (Goals where you are the Goal Owner) and Assigned to Me (Goals that have been assigned to you) tabs.

Goals Sales User View

If you log in as a Sales User, you view the progression of all your Goals through the Assigned to Me tab.

10. Custom Notifications

Apart form the default system nudges, ACE Notifications helps you send custom notifications that keep users and managers engaged by sending timely nudges about their progress.

To configure custom notifications, refer to Create Custom Notifications on ACE.

Any Questions?

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