How Opportunities Link to Salesperson Targets

Available In All Versions of GSP Target Tracker

The GSP Target Tracker automatically links Opportunities to the correct Salesperson Target based on the information stored on the Opportunity and the matching criteria configured within the system.

This allows users to accurately measure salesperson performance by ensuring that each Opportunity contributes towards the correct salesperson’s target for the appropriate target period. An Opportunity will only link to a Salesperson Target when it meets all required matching conditions.

Prerequisites:
Please ensure the “GSP Target Tracker (User Access)” Permission Set is assigned to the user. If you are experiencing any issues, please confirm with your internal admin team that the Permission Set has been applied.

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How It Works

An Opportunity links to a Salesperson Target when the following conditions are met:

1. The Opportunity Owner matches the Salesperson on the Sales Target
2. The Opportunity date falls within the Sales Target period
3. The Opportunity Target Type matches the Sales Target Type (if Target Types are being used)

When all matching conditions are satisfied, the Opportunity contributes its values to the relevant Salesperson Target.

For example:

A January 2026 Opportunity owned by Dave Apthorp, with a Target Type of “New Business”, will link to Dave Apthorp’s January 2026 New Business Sales Target.

If any of the matching conditions are not met, the Opportunity will not contribute towards that Salesperson Target.

Opportunity Ownership Matching

Salesperson Targets are assigned to individual users. The Opportunity Owner determines which Salesperson Target receives the Opportunity.

The system compares:

• The Opportunity Owner
• The Salesperson assigned to the Sales Target

If these values match, the Opportunity can be considered for that salesperson’s target.

For example:

Opportunity Owner	Sales Target Owner	Result
Dave Apthorp	Dave Apthorp	Opportunity can link
Dave Apthorp	Sarah Smith	Opportunity does not link

This ensures that each salesperson’s target only includes Opportunities they are responsible for.

Target Period Matching

The Opportunity date determines which target period the Opportunity contributes towards.

By default, the GSP Target Tracker uses the Opportunity Close Date when determining the correct target period.

The system compares:

• The Opportunity Close Date
• The Sales Target period

For example:

Opportunity Close Date	Sales Target Period	Result
January 15th 2026	January 2026 Target	Opportunity can link
January 15th 2026	February 2026 Target	Opportunity does not link

If your organisation uses a different date field for target matching, the system may instead use a configured custom date field.

Target Type Matching

Some organisations use multiple Salesperson Targets per salesperson to track different types of performance, such as:

• New Business
• Renewals
• Expansion
• Cross-Sell

When Target Types are enabled, the Opportunity must have a matching Target Type before it can link to a Salesperson Target.

The system compares:

• The Opportunity Target Type
• The Sales Target Type

For example:

Opportunity Target Type	Sales Target Type	Result
New Business	New Business	Opportunity can link
Renewal	New Business	Opportunity does not link

If Target Types are not being used, Opportunities will link based on salesperson ownership and target period only.

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Key Fields

The following fields determine how an Opportunity links to a Salesperson Target.

Opportunity Owner
Determines which salesperson receives credit for the Opportunity. The Opportunity Owner must match the Salesperson assigned to the Sales Target.

Close Date
Determines which target period the Opportunity contributes towards. By default, the Opportunity Close Date is used to match the Opportunity to the correct Sales Target period. If your organisation has configured a custom target date, that field will be used instead.

Target Type
Determines which type of Salesperson Target the Opportunity contributes towards. This field is only relevant when your organisation uses Target Types. Examples of Target Types include New Business, Renewals and Services. The Opportunity Target Type must match the Sales Target Type to match.

Do Not Link to Target
Prevents an Opportunity from contributing towards any target. When this checkbox is enabled, the Opportunity will not link to Salesperson Targets, Team Targets or Product Targets. This is useful when certain Opportunities should be excluded from performance calculations.

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Important Considerations:

An Opportunity only links to one Salesperson Target
Each Opportunity links to the single Salesperson Target that best matches the configured criteria. If an Opportunity does not match a Salesperson Target, it will not contribute towards salesperson performance.

Existing Opportunities may not automatically relink
Changes to matching criteria, such as updating Target Types or changing the target date field, generally apply to future matching scenarios. Existing target relationships may need to be recreated if historical Opportunities need to be reassigned.

Target Types must be populated correctly
When Target Types are used, Opportunities must have the correct Target Type value populated. If the Target Type is blank or does not match an existing Salesperson Target, the Opportunity will not link to a type-specific target.

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