Creating a Target

1. Details

Set up the basic information and structure of your target.

• Name – Give the target a clear, descriptive title (e.g., Q3 Revenue Target, Monthly New Logos, Pipeline Coverage).

• Schedule – Choose the frequency:

  • Monthly – Great for recurring sales cycles or SDR activity goals.

  • Quarterly – Standard for quota-carrying AE teams.

  • Annual – Long-term targets, often for leadership roles or enterprise reps.

• Start & End Dates – Define the active period. Use Recurring if this target repeats automatically.

• Type – Select how performance will be measured:

  • Accumulated (Deal Value) – Measures revenue booked.

  • Count (Deal Count) – Tracks number of deals closed/scheduled.

• Credit Type – Define who receives credit for deals (direct owner, manager, team targets).

💡 Best practice: Use Accumulated (Deal Value) for quota-based roles and Deal Count for activity-based or volume-driven roles (SDRs, transactional sales).

2. Assignees

Choose the users or teams this target applies to.

• Assign individual sellers, teams, or managers.

3. Reference

Define the deals that will count toward the target.

• Reference by Pipeline Stage – Select stages (e.g., Closed Won) to mark deals as eligible.

• Reference by Date – Count deals as soon as they have a specific date field filled.

• Advanced Settings for Zoho – Option to include deals that are not in a pipeline but still meet criteria.

• Deal Owner Field – Choose which ownership field applies (useful if multiple contributors are assigned).

• Target Deal Field – Pick which deal metric is tracked (e.g., deal value, ARR, units).

4. Clawback

Protect against commission overpayments by clawing back deals that fall through.

• Clawback Stages – Select deal stages where a previously counted deal should be removed (e.g., if a Closed Won deal moves back to Closed Lost or Churned).

💡 Best practice: Always configure clawbacks for subscription or SaaS businesses to prevent paying on churned or canceled deals.

5. Target Values

Define the default values for your target.

• Default Target Value – Enter the quota or goal (e.g., €250,000 quarterly revenue, 20 deals per month).

💡 Tip: If targets vary by role or region, you can later customize target values per user.

6. Adjustments

Fine-tune target values based on deal properties.

• Create conditional rules (e.g., if Deal Region = Enterprise, set weight = 2).

• Adjustments allow you to normalize deals so not all are treated equally.

💡 Examples:

• Set weight = 0 if you want to exclude deals from attainments.