How the Product Target Metrics Fields are Calculated

Available In All Versions of GSP Target Tracker

The GSP Target Tracker provides several metrics to help users understand Product performance against Product Targets.

By default, the GSP Target Tracker measures performance using the standard Opportunity Product Total Price field from Salesforce Opportunity Products. However, businesses can configure the system to measure performance using alternative currency or number fields, such as annual recurring revenue (ARR), margin, quantity, or another business-specific metric.

Regardless of the field being measured, the GSP Target Tracker calculates Product Target metrics using the same underlying logic:

• Closed Won Opportunity Product values contribute to achieved performance.
• Open Opportunity Product values contribute to pipeline performance.
• Open Opportunity Product values multiplied by the Opportunity probability contribute to weighted pipeline performance.
• These values are compared against the Product Target value to calculate achievement, variance, and expected performance.

This guide explains how each Product Target metric is calculated and what each field represents.

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

Product Target metrics are calculated by collecting data from Opportunity Products linked to the Product Target.

An Opportunity Product will contribute towards a Product Target when it meets the target matching criteria:

1. The Opportunity Product belongs to a Product with a matching Product Category.
2. The Opportunity Close Date (or configured target matching date field) falls within the Product Target period.

Once linked, the GSP Target Tracker evaluates each Opportunity Product and categorises its value based on the related Opportunity status.

Closed Won Opportunity Products

Opportunity Products where the related Opportunity:

• IsWon = TRUE

are included in the Closed Won calculation.

Closed Won represents the actual achieved value from Products sold during the target period.

Example:

Opportunity Product	Value	Opportunity Status	Included In
Product A	£15,000	Closed Won	Closed Won
Product B	£10,000	Closed Lost	Not included
Product C	£20,000	Open	Pipeline

Pipeline Opportunity Products

Opportunity Products where the related Opportunity:

• IsClosed = FALSE

are included in the Pipeline calculation.

Pipeline represents the total value of Products currently being considered in open Opportunities.

Example:

Opportunity Product	Value	Opportunity Status	Included In
Product A	£30,000	Open	Pipeline
Product B	£25,000	Open	Pipeline

Pipeline = £55,000

Weighted Pipeline Opportunity Products

Weighted Pipeline applies the related Opportunity probability weighting to open Opportunity Products.

The calculation is:

Opportunity Product Value × Opportunity Probability

Example:

Opportunity Product	Value	Probability	Weighted Value
Product A	£30,000	50%	£15,000
Product B	£25,000	80%	£20,000

Weighted Pipeline = £35,000

Weighted Pipeline provides an expected view of future Product performance based on current pipeline confidence.

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Key Fields

Closed Won

Calculation:

Sum of all Closed Won Opportunity Product values linked to the Product Target

This represents the actual achieved value for the Product Category.

Example:

• Product Target: £200,000
• Closed Won Product Values: £150,000

Closed Won = £150,000

Pipeline

Calculation:

Sum of all Open Opportunity Product values linked to the Product Target

This represents the total available Product value remaining in open Opportunities.

Example:

• Product A: £40,000
• Product B: £35,000

Pipeline = £75,000

Weighted Pipeline

Calculation:

Sum of (Opportunity Product Value * Opportunity Probability)

This represents the expected value of the current Product pipeline.

Example:

Opportunity Product	Value	Probability	Weighted Value
Product A	£40,000	50%	£20,000
Product B	£35,000	60%	£21,000

Weighted Pipeline = £41,000

Total Expected

Calculation:

Closed Won + Weighted Pipeline

This combines achieved Product performance with expected future performance.

Example:

• Closed Won: £150,000
• Weighted Pipeline: £41,000

Total Expected = £191,000

Expected Variance

Calculation:

Closed Won - Product Target Amount

This shows the current gap between achieved Product performance and the target.

Example:

• Closed Won: £150,000
• Product Target Amount: £200,000

Expected Variance = -£50,000

A positive value indicates the target has been exceeded.
A negative value indicates additional performance is required.

% Target Achieved

Calculation:

Closed Won / Product Target Amount

Example:

• Closed Won: £150,000
• Product Target Amount: £200,000

Target Achievement = 75%

Pipeline as % of Target

Calculation:

Pipeline / Product Target Amount

Example:

• Pipeline: £75,000
• Product Target Amount: £200,000

Pipeline Coverage = 38%

Weighted Pipeline as % of Target

Calculation:

Weighted Pipeline / Product Target Amount

Example:

• Weighted Pipeline: £41,000
• Product Target Amount: £200,000

Weighted Pipeline Coverage = 21%

Expected Target % Achievement

Calculation:

Total Expected / Product Target Amount

Example:

• Total Expected: £191,000
• Product Target Amount: £200,000

Expected Target Achievement = 96%

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Important Considerations:

Product Targets are based on Opportunity Products, not Opportunities
Product Target calculations are driven by Opportunity Products, not the Opportunity as a whole. An Opportunity can contain multiple Opportunity Products, and each one contributes independently based on its Product Category.
For example, an Opportunity containing 2 Generator products and 1 Solar Panel product may contribute to a Generator Product Target and a Solar Panel Product Target depending on the Product Categories of each Opportunity Product.

Only linked Opportunity Products are included in calculations
Product Target metrics only include Opportunity Products that meet the required matching criteria. If an Opportunity Product does not match the Product Category and Target period it will not contribute towards any Product Target metrics.

Closed Lost Opportunities do not contribute to Product Target metrics
Opportunity Products linked to Opportunities that are Closed Lost are excluded from all calculations. Closed Won Opportunity Products contribute to achieved performance, and Open Opportunity Products contribute to Pipeline and Weighted Pipeline.

Weighted Pipeline depends on Opportunity Probability
Weighted Pipeline is calculated using the Probability of the related Opportunity, not the Opportunity Product itself. If Opportunity Probability values are low, the Weighted Pipeline will be significantly lower than the Pipeline.

Product Category is required for Product Target linking
Opportunity Products linked to Products without a Product Category will not link to any Product Target. If a Product Category is missing, the Opportunity Product will not be included in Product Target calculations and Product performance reporting will be incomplete.

Each Opportunity Product contributes independently
Each Opportunity Product is evaluated separately when calculating Product Target metrics. This means multiple Opportunity Products from the same Opportunity can contribute to different Product Targets. Each Product Category is tracked independently

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