How The Sales Target Metrics Fields Are Calculated

Available In All Versions of GSP Target Tracker

The GSP Target Tracker provides several metrics to help users understand Salesperson performance against their Sales Targets.

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

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

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

This guide explains how each Salesperson 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

Salesperson Target metrics are calculated by collecting data from Opportunities linked to the Salesperson Target.

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

1. The Opportunity Owner matches the Salesperson Target Salesperson.
2. The Opportunity Close Date (or configured target matching date field) falls within the Salesperson Target period.
3. If using Target Types, the Opportunity Target Type matches the Salesperson Target Type.

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

Closed Won Opportunities

Opportunities where:

• IsWon = TRUE

are included in the Closed Won calculation.

Example:

Opportunity	Amount	Status	Included In
Opportunity A	£10,000	Closed Won	Closed Won
Opportunity B	£5,000	Closed Lost	Not included
Opportunity C	£8,000	Open	Pipeline

Pipeline Opportunities

Opportunities where:

• IsClosed = FALSE

are included in the Pipeline calculation.

Pipeline represents the total value of open Opportunities that could contribute towards future performance.

Example:

Opportunity	Amount	Probability	Included In
Opportunity A	£20,000	50%	Pipeline
Opportunity B	£15,000	80%	Pipeline

Weighted Pipeline Opportunities

Weighted Pipeline applies the Opportunity probability weighting to open Opportunities.

The calculation is:

Opportunity Amount × Opportunity Probability

Example:

Opportunity	Amount	Probability	Weighted Pipeline
Opportunity A	£20,000	50%	£10,000
Opportunity B	£15,000	80%	£12,000

Weighted Pipeline provides an expected view of future performance based on the likelihood of Opportunities closing.

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Key Fields

Closed Won

Calculation:

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

This represents the actual achieved value against the target.

Example:

• Salesperson Target: £100,000
• Closed Won Opportunities: £75,000

Closed Won = £75,000

Pipeline

Calculation:

Sum of all Open Opportunity values linked to the Salesperson Target

This represents the total remaining Opportunity value that could contribute towards the target.

Example:

• Open Opportunity A: £20,000
• Open Opportunity B: £30,000

Pipeline = £50,000

Weighted Pipeline

Calculation:

Sum of (Opportunity Value * Opportunity Probability)

This represents the expected value of the current pipeline.

Example:

Opportunity	Value	Probability	Weighted Value
Opportunity A	£20,000	50%	£10,000
Opportunity B	£30,000	40%	£12,000

Weighted Pipeline = £22,000

Total Expected

Calculation:

Closed Won + Weighted Pipeline

This combines achieved performance with the expected value of current pipeline.

Example:

• Closed Won: £75,000
• Weighted Pipeline: £22,000

Total Expected = £97,000

Expected Variance

Calculation:

Closed Won - Target Amount

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

Example:

• Closed Won: £75,000
• Target Amount: £100,000

Expected Variance = -£25,000

A positive value indicates the target has been exceeded.
A negative value indicates the target has not yet been achieved.

% Target Achieved

Calculation:

Closed Won / Target Amount

Example:

• Closed Won: £75,000
• Target Amount: £100,000

Target Achievement = 75%

Pipeline as % of Target

Calculation:

Pipeline / Target Amount

Example:

• Pipeline: £50,000
• Target Amount: £100,000

Pipeline Coverage = 50%

Weighted Pipeline as % of Target

Calculation:

Weighted Pipeline / Target Amount

Example:

• Weighted Pipeline: £22,000
• Target Amount: £100,000

Weighted Pipeline Coverage = 22%

Expected Target % Achievement

Calculation:

Total Expected / Target Amount

Example:

• Total Expected: £97,000
• Target Amount: £100,000

Expected Target Achievement = 97%

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Important Considerations:

The values displayed on Salesperson Targets depend on the Opportunities that are linked to the target.

If an Opportunity does not meet the matching criteria, it will not contribute towards the Salesperson Target calculations.

Additionally:
1. Only Opportunities linked to the Salesperson Target are included.
2. Closed Lost Opportunities do not contribute towards achievement or pipeline.
3. Pipeline calculations depend on the Opportunity Probability value.
4. If alternative currency or number fields are configured, those fields replace the standard Opportunity Amount field in all calculations.

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