Customer Story | DrFirst
How the GSP Target Tracker App helps DrFirst Measure Sales Goals in Salesforce
“We no longer rely on manual Excel tracking, which has massively cut reporting time and errors.”
Alessandra Quinones
Salesforce Administrator
DrFirst required a centralized, accurate, and scalable method to track quarterly sales and departmental targets directly within Salesforce.
However, relying on spreadsheets and manual calculations made it challenging to track real-time performance and pipeline coverage against revenue targets consistently.
Embedding the GSP Target Tracker app into Salesforce solved these problems. The team now has real-time, accurate visibility of performance against targets at the rep, department, and company levels. Leadership also has vital management information on pipeline coverage ratios and a streamlined target-tracking process that no longer relies on manual calculations and spreadsheets.
THE CHALLENGE
Salesforce out-of-the-box forecasting didn't align with our sales structure.
The lack of flexibility in the Forecasts Tab meant the Departmental rollups didn’t work the way DrFirst needed — for example, goals didn’t aggregate properly by team or product line. Not only that, when DrFirst created individual rep and product-level sales goals, Salesforce consistently adds the figures together instead of distinguishing between them, inflating the totals.
The company also couldn’t apply unique thresholds or targets by department without heavy customization. This issue forced DrFirst to maintain parallel target tracking in Excel, creating version control issues and manual work for the sales and leadership teams.
“Sales managers didn’t have the critical real-time visibility into how their teams were tracking against goals,” says Alessandra.
THE SOLUTION
An app designed for setting, tracking and rolling up sales goals.
DrFirst discovered the GSP Target Tracker through the Salesforce AppExchange while researching goal-tracking and performance-management solutions. The Target Tracker stood out as a purpose-built solution that works seamlessly within Salesforce, requiring no complex customization.
Target Tracker enables DrFirst to define goals at multiple levels — by rep, department, and product — and ensures that everything rolls up correctly without double-counting. The app also provides a flexible framework for setting different thresholds across departments.
The implementation process was straightforward. “The GSP team was responsive and guided us through the setup and configuration process,” says Alessandra.
THE OUTCOME
Streamlined Tracking and Scalable Visibility
Since implementing the GSP Target Tracker, DrFirst has seen a significant improvement in visibility and accuracy around sales performance and goals. Sales leadership can now view real-time progress by department and rep directly within Salesforce. The team no longer relies on manual Excel tracking, which has reduced reporting time and errors, and means rapid intervention in pipeline coverage shortfalls.
“It’s also much easier to set quarterly goals and compare performance across departments”, says Alessandra. “The tool has helped standardize performance tracking, providing consistency across teams”.
In short, Target Tracker has made the DrFirst sales tracking process more transparent, efficient, and scalable as the business continues to grow.
Start Working Smarter in Salesforce
Ready to give your Salesforce users time back? GSP’s Target Tracker app gives Salesforce teams effortless, real-time visibility into performance and target attainment, replacing manual spreadsheets with clear, automated insights.
About DrFirst
DrFirst is a health-tech company that focuses on making the medication process safer and smoother for everyone involved—doctors, pharmacists, and especially patients.
Their technology supports millions of patients each year, and they’re known for using practical, thoughtful innovation—like AI that cleans up messy prescription data or tools that simplify prior authorizations.
