Goals Management in Dynamics CRM 2011 – Creating a Goal

Colin Maitland, 08 February 2013

In my previous blog I described how to create a Telemarketing Appointments and a Sales Appointments Goal Metric. In this blog I will describe how to create a Goal that uses the Sales Appointments Goal Metric. The following screenshots show the location of Goals on the Site Map in Microsoft CRM 2011. Goals may be accessed by users, with the relevant security roles, from either the Sales or the Service areas on the Site Map. If the Site Map has been customised, Goals might also be available from other areas as well.

   

The Goal in this example will measure the progress of a Sales Person in completing Appointments that have been scheduled on their behalf by a Telemarketing Representative. It is assumed that the Appoint while organised by the Telemarketing Representative is owned by the Sales Person.

 

1. To start, select Goals from the Site Map and then click the New button.

2. Enter a Name for the Goal. The name will be displayed on any Goal charts and views that display the Goal. The name used in this example incorporates the KPI that is being measured and the week end date of the week that the measurement will be applied to. i.e. Completed Appointments WE 2013-02-02. 

3. Select the Goal Owner. In this example the Goal Owner is the Sales Person whose progress is being measured. E.g. Angela Richardson.

4. Select the Goal Metric. In this example the Sales Appointments Goal Metric is being used.  

5. Select the Manager. The Manager will be able to view the Goals for people they manage, such as their sales team, on the Goal charts and views that have been configured to display these. An example is the My Group’s Goals for this Period view.

 

6. Select the Goal Period Type. By default, this is set to Fiscal Period. In this example however, a custom goal period type has been selected. In a future blog I will describe how to configure the Fiscal Periods.

7. Enter the From and To dates for the custom period.

 

8. Enter the Target values. These define the Target value for the Goal. The Actual and In Progress completion of Appointments will be measured against this target and the Percentage Achieved value will be calculated against this value.

  

9. Confirm that the Goal Criteria are set to the default settings as shown in the following screenshot. The Record Set for Rollup option ensures that only the Appointments owned by the selected Goal Owner will be counted in the Actual, In Progress and Percentage Achieved totals calculated for the Goal.

  

10. To finish, click Save or Save & Close.

The Goal has now been configured. The Goal including the Target, Actual, In-Progress and Percentage Achieved values will be displayed on relevant Goal charts and views.

 

The Actual, In Progress and Percentage Achieved values for the Goal are automatically calculated on a regular basis or whenever you click the Recalculate button on the Goal ribbon bar. In a future blog I will describe how to configure the frequency for the automatic recalculation of Goal totals. The default frequency is every 24 hours.

With some basic knowledge of Goal Metrics, Targets, Fiscal Periods, In Progress Values, Actual Values, Goal Owners, Goal Managers and Goal Charts the task of creating and using Goals in Microsoft Dynamics CRM is a straight forward provides access to a powerful and flexible tool for measuring and reporting on progress against targets in a range of areas.