Goal Management is one of the important feature in Microsoft Dynamics CRM 2016. The main purpose of this tool is to help you keep on track with your business objectives and can give you clear or deep perception into your data. It is to increase revenue per sales representative, increase average order size, decrease customer acquisition costs, improve customer retention, decrease service response times and so on.
Definable and measurable metrics help employees know what success actually looks like. For each organization, this can be very different. Taking time to define success helps employees and managers know how near or far they are to that success.
To help you understand how goals work, consider the following scenario:
As the sales manager, you need to establish goals for your sales team. This quarter, you are establishing new goals for the total value of invoices paid for each salesperson in an effort to have your sales team members ensure that their customers are paying their bills. To accomplish this, you’ll first need to create a new goal metric for paid invoices.
To get these numbers, you need three things:
- Goal Metric. Every goal record is based on an underlying goal metric record with a metric type of either count or amount.
- Goal. This gives you the actual figures, whether it is revenue or number of total invoices paid.
- Rollup Field. The goal metric has roll up fields which are nothing but actual and estimated values of the goal being measured.
1- How to create a New Goal Metric. [ Sales -> Click Goal Metrics -> Click New]
In the Name field type the name of the metric you want,
Select Count or Amount as a Metric Type,
Select Money or Integer in the Amount Date Type.
Click Save and follow the next image..
1.2 Adding a New Rollup Field in Goal Metric;
After saving, an option for Adding a New Rollup Field will appear on the top left of the form,
click it to add a new Rollup field.
1.2.1- Creating a New Rollup Field in Goal Metric;
In Step 1: Select Actual (Money) in the Rollup Field,
In Step 2: Select Invoice as a Source Record Type, Total Amount as a Source Field & Paid as a Source Record Type State,
In Step 3: Select Invoice as a Record Type and select Modified On in the Date Field,
Save & Close the form.
2- Creating a New Goal and Adding to it in Goal Metric;
Create a New Goal by clicking Sales -> Goals -> New Goal, then;
As shown in the below image;
Type the name of the Goal in the Name field,
Set the Name of the user you are willing to quantify his/her record in the Goal Owner field,
Select the Goal Metric by lookup that has been created earlier & Select Manager,
In the Target (Money) field set the amount of the target goal that has been fixed for the user,
2.1- Adding a Rollup Query into the Goal;
After saving the goal you have to add a Rollup Query,
Click the look up (Magnifying Glass) of the Rollup Query-Actual (Money) at the right bottom of the form, and Click New..
2.2- Creating a Rollup Query into the Goal;
A New Rollup Query Form will open, as shown in the below image;
Type a suitable name in the Name field,
Select Invoice as Entity Type,
Select that particular User in the Owner Field,
In the Query section select Customer (Account) from the drop down list,
Click Save & Close..
3- Recalculating the Actuals;
Click Recalculate (option on the center top of the form) the goal to reflect the progress Taha Jamal has made towards achieving his goal.
Click OK to see the new values listed in the Percent Achieved and Actual columns to reflect the paid invoice, (Shown in the next image)..
3.1- Recalculations Completed;
In the Actuals section Actual (Money) and Percentage Achieved fields got the values which shows the actual values that have been achieved by Taha Jamal (User).
Likewise, you can track your organizational records by putting different entities in the Goal Metrics, setting up various Goals & Rollup Queries in Microsoft Dynamics CRM 2016.