How the Team Target Metrics Fields are Calculated

Available In All Versions of GSP Target Tracker

The GSP Target Tracker provides several metrics to help users understand Team performance against Team 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 Team Target metrics 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 Team Target value to calculate achievement, variance, and expected performance.

This guide explains how each Team 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

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

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

1. The Opportunity Owner belongs to the team associated with the Team Target.
2. The Opportunity Close Date (or configured target matching date field) falls within the Team Target period.

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.

Closed Won represents the actual achieved value delivered by the team.

Example:

Opportunity	Amount	Status	Included In
Opportunity A	£25,000	Closed Won	Closed Won
Opportunity B	£10,000	Closed Lost	Not included
Opportunity C	£20,000	Open	Pipeline

Pipeline Opportunities

Opportunities where:

• IsClosed = FALSE

are included in the Pipeline calculation.

Pipeline represents the total value of open Opportunities currently being worked by the team.

Example:

Opportunity	Amount	Status	Included In
Opportunity A	£40,000	Open	Pipeline
Opportunity B	£30,000	Open	Pipeline

Pipeline = £70,000

Weighted Pipeline Opportunities

Weighted Pipeline applies the Opportunity probability weighting to open Opportunities.

The calculation is:

Opportunity Amount × Opportunity Probability

Example:

Opportunity	Value	Probability	Weighted Value
Opportunity A	£40,000	50%	£20,000
Opportunity B	£30,000	75%	£22,500

Weighted Pipeline = £42,500

Weighted Pipeline provides an expected view of future team performance based on current opportunities and their likelihood of closing.

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Key Fields

The following fields are used to understand Team performance.

Closed Won

Calculation:

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

This represents the total achieved value delivered by the team.

Example:

• Team Target: £250,000
• Closed Won Opportunities: £180,000

Closed Won = £180,000

Pipeline

Calculation:

Sum of all Open Opportunity values linked to the Team Target

This represents the total available opportunity value remaining in the team’s pipeline.

Example:

• Opportunity A: £50,000
• Opportunity B: £75,000

Pipeline = £125,000

Weighted Pipeline

Calculation:

Sum of (Opportunity Value * Opportunity Probability)

This represents the expected value of the team’s current pipeline.

Example:

Opportunity	Value	Probability	Weighted Value
Opportunity A	£50,000	60%	£30,000
Opportunity B	£75,000	40%	£30,000

Weighted Pipeline = £60,000

Total Expected

Calculation:

Closed Won + Weighted Pipeline

This combines achieved performance with expected future performance.

Example:

• Closed Won: £180,000
• Weighted Pipeline: £60,000

Total Expected = £240,000

Expected Variance

Calculation:

Closed Won - Target Amount

This shows the team’s current position against target.

Example:

• Closed Won: £180,000
• Target Amount: £250,000

Expected Variance = -£70,000

A positive value indicates the team has exceeded target.
A negative value indicates additional performance is required to achieve target.

% Target Achieved

Calculation:

Closed Won / Target Amount

Example:

• Closed Won: £180,000
• Target Amount: £250,000

Target Achievement = 72%

Pipeline as % of Target

Calculation:

Pipeline / Target Amount

Example:

• Pipeline: £125,000
• Target Amount: £250,000

Pipeline Coverage = 50%

Weighted Pipeline as % of Target

Calculation:

Weighted Pipeline / Target Amount

Example:

• Weighted Pipeline: £60,000
• Target Amount: £250,000

Weighted Pipeline Coverage = 24%

Expected Target % Achievement

Calculation:

Total Expected / Target Amount

Example:

• Total Expected: £240,000
• Target Amount: £250,000

Expected Target Achievement = 96%

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Important Considerations:

The values displayed on Team 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 Team Target calculations.

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

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