Learn how goals in D365 CRM change how you and your team get work done. Achieve more Organizational success with Goals today. Goals in CRM are a must have if you are not already.
80% of managers set goals, but only 14% of people do. Fortunately, Microsoft Dynamics 365 makes it easy and is engineered to empower your organization’s goals. Let’s break it down and explain everything you need to know about what Goals are, what business value they bring, and how to implement goals into D 365 sales.
What are D365 Goals?
Goals in Dynamics 365 Sales is a powerful feature designed to help businesses set, track, and achieve objectives.
In D365, goals are for various purposes such as:
- Setting individual, or team, revenue targets
- Keeping track of the total number of closed deals
- Measuring customer acquisition.
Goals are set at different “levels”, including for a specific individual, for a team as a whole, or for your entire organization.
76% of companies use cascading goals. Thankfully, Goals in D365 can have a hierarchy, meaning that managers can break down goals into much more manageable tasks.
Please Note: If you set a parent record for a goal, the child goal will inherit the parent’s time period and goal metric.
For example, say you have a sales rep and your goal for them is to sell ten widgets a day. This sales rep is on the Northeast Region sales team where there are four other sales reps (five total), and they each have the same goal. You can set an individual goal for each person to sell ten, and set a goal for the whole team to sell 50. This way you can track individual and team success. This then could eventually roll up to the entire sales force across the entire nation.
Goals and dynamics can begin to feel overwhelming, especially if you’re just reading from the Microsoft Learn documents. I’m going to break it down into the three main components that make up goals.
- Goal Details
- Goal Time Period
- Goal Metrics
Goal Details
Goal details are going to be the information about your goal. This could include things like your goal’s name, the owner of the goal(the person who’s ultimately responsible for achieving the goal), and a manager (the person in charge of managing the goal). You can set up the goal hierarchy, mentioned previously, in the Goals Details.
Goal Time Period
The Goal’s time Period is the specific time frame allotted for the goal to be completed. On the Goal Main Form, there is a separate tab for setting the time period. You can set a specific date or align the goal to your organizations fiscal period settings.
Goal Metrics
Goal metrics are the quantifiable information that your goal is actually measuring.
A couple examples include:
- The number of products sold by a sales team – count all of the widgets sold on closed as one opportunities in the system
- The total revenue generated by an sales rep – sum all of the actual revenue from those seller’s closed opportunities
Goal metrics are simply the thing that the goal is measuring. These roll ups are what technically define the field that the metric is measuring. Additionally, metrics are used for both target metrics and the actual measures for a goal.
Goal metrics can calculate and track a goal’s progress by using a series of rollups that are outlined on the Goal Metric’s Rollup Fields tab.
Goal metrics are technically a separate table from the goals table. They are related to goals in a one-to-many (goals can have only one goal metric but one goal metric can have many goals). Consequently, a goal metric can be used by multiple goals, but one goal can only have one metric.
There are two Goal Metric types. You can either Count or Sum the rollup that the metric is measuring.
What Business Value do D365 Goals have?
If you are using D365 and not taking advantage of goals, you are missing out. Goals provide a great deal of control and flexibility, and they encourage team unity. The built-in analytics in CRM make goals incredibly valuable.
You can customize dashboards to monitor the progress of goals for your sales managers, or include a chart on the sales representative’s daily dashboard to track their individual sales goal.
How do you Implement Goals into CRM?
Your organization must have either a Sales Enterprise or a Sales Professional license to access to the out-of-the-box goal tables. If your organization uses default security roles, you will need at least Sales Manager privileges or higher to create or edit goals and goal metrics.
- Navigate to the App Settings area of the Sales Hub App
- Create your Goal Metrics & Rollup Field records
- Create your organization’s Parent Goals
- Create Child Goals in your organization’s goal hierarchy
In Conclusion
Goals in Microsoft Dynamics Sales are a powerful feature that can help you and your organization track and achieve your business objectives. Whether you want to measure sales revenue, number of leads, customer satisfaction, or any other metric, you can use goals to define, monitor, and evaluate your progress. Goals can also help you motivate your team, identify successful strategies, plan better, and grow your business.
In this blog post, we have discussed what goals are, how they work, and how to create and edit them in Dynamics 365 Sales. We have also shown you some examples of how goals can be used for different scenarios and purposes. I hope that you have found this post useful and you will start using goals to improve your performance.
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Happy Developing!