Configure & Create Product Targets

The GSP Target Tracker allows users to create targets for products over months, quarters, years, or a custom time period, if required.

Unlike Sales and Team Targets, Product Targets relate to Opportunity Products rather than Opportunities. That said, they still rely on Opportunity information to link to the correct Product Target.

Opportunity Products link to Product Targets based on 2 (optionally, 3) matching conditions:

1. Does the Product’s Product Category match the Product Target’s Product Category?
2. Does the Opportunity Close Date fall within the Product Target Period?
3. Optionally, does the Opportunity Owner match the Product Target Owner?
   • You can assign a Product Target Owner to track user-specific Product Targets (e.g., how many of Product A did Dave sell in January?), but it is not mandatory.

An Opportunity Product linked to a Jan 2026 Opportunity with a Product Category of “Generators” would link to the Jan 2026 Product Target for “Generators”. If you need to amend this logic, please refer to the “Using a Custom Date Field to Link Opportunities or Opportunity Products to Targets” article.

The “Product Category” is defined on the Product record, not the Opportunity Product, and can be customised to meet your needs. Product Categories structures might be:

• Individual Products (Office Chair, Standing Desk, Desk Lamp, etc).
• Industry Use (Healthcare Solutions, Education, Corporate Office, etc).
• Region/Market Availability (Europe, North America, Asia, etc).

Once you have confirmed your “Product Category” structure, you will need to set up the “Product Category” matching criteria between the Opportunity Product and Product Target to meet your business requirements.

1. Navigate to the setup menu and click “Setup”.
2. Select the “Object Manager”.
3. Find and click the “Product” object in the Object Manager.
   • You can scroll the list or use the “Quick Find” search bar in the top-right corner.
4. Navigate to “Fields & Relationships”.
5. Find and click the “Product Category” field.
6. Click the “View Product Category Value Set” button above the list of values.
7. Update the values included in the “Product Category” value set to align with your intended Product Category structure.
8. Click “Save”.
   • As this is a value set, the change is automatically applied to both the Product and the Product Target.

Technically, there are three ways to create product targets within the GSP Target Tracker:

• Use the “Manage Targets” tab, included in the GSP Target Tracker (this is the way we recommend).
• Use an import tool like “Dataloader” (we don’t recommend doing this!).
• Manually create your sales records, one by one (we don’t recommend doing this!).

As noted above, the most common and recommended approach is to set your team targets in our custom “Manage Targets” tab. The Manage Targets Tab is a quick, straightforward way to create targets in Salesforce, and it doesn’t require any technical Salesforce knowledge to get started.

Alternatively, you can use an import tool like “Dataloader” to create your targets, or even create each record one by one.

Note:
We do not recommend the “Dataloader” or manual creation for the reasons listed below.

• Target records require several fields to be populated to function as expected (some of which GSP intentionally excludes from the page layout).
• Preparing a spreadsheet for import using a tool is tedious and error-prone.
• Manually creating each record is time-consuming, especially if you have a large number of teams.
• The “Manage Targets” page includes validation to prevent the creation of unexpected target records (e.g., overlapping target periods and invalid values).

That said, the steps to complete assume the use of the “Manage Targets” tab. If you have any issues with the “Manage Targets” tab, please get in touch, and we would be more than happy to help.

Prerequisites:
Before configuring your Product Target records, please confirm that you have added the product target-related fields to the Opportunity Product page layout. You can find the specific steps to action in the “Target Tracker Quick Start Guide” article. Additionally, please update the “Product Category” value set to include the required Product Category values. Finally, please ensure the “GSP Target Tracker (Full Access)” Permission Set is assigned to the user.

Steps to Complete

1. Open the App Launcher within Salesforce (9-dot matrix in the top-left corner of the screen), and select the GSP Target Tracker app.
   • If you can’t see the GSP Target Tracker in your list, click the “View All” link.
2. Click the “Manage Targets” Tab.
   
3. Confirm you are in the “Product Targets” subtab within the “Manage Targets” page.
   
4. Depending on your Product Target requirements, please complete one of the following:
   • If you only want non-salesperson-specific Product Targets, enable “Catch-All” and deselect all users.
   • If you only want salesperson-specific Product Targets, disable “Catch-All” and select the users you want to create Product Targets for.
   • If you want a combination of both, enable “Catch-All” and select the users you want to create Product Targets for.
     
5. Once you have activated/deactivated “Catch-All” and selected the users (if any), click “Next” or the “Set Product Targets (#)” subtab.
6. Select the “Fiscal Year” you would like to view.
   • Your Salesforce configuration determines the fiscal year. If you believe your fiscal year is incorrect, contact an administrator to make this change.
7. Depending on your target structure, please do one of the following:
   • If you have a consistent target to apply to all users within a product category, continue from step 8.
   • If you have varying target amounts for users within a product category, continue from step 12.
8. If you have a consistent target to apply to all users within a product category, click the “Select All” quick link below the Mass Edit section.
   • You will notice that the checkbox next to all users has been checked further down the page.
9. Type your target value into either the “Monthly Target” or “Annual Total” fields within the Mass Edit section.
   • “Monthly Target” may read differently, depending on your target period configuration.Editing the “Monthly Target” field will automatically calculate the “Annual Total”.
   • Editing the “Annual Total” field will automatically calculate the “Monthly Target”.
     
10. Click “Apply to Selected”.
11. Once happy with the target values, click “Save”.
12. Select the “Product Category” picklist in the top-right corner of the screen, select the next Product Category, and repeat steps 8-12 until all product categories are populated.
13. If you have a varying target amount for all users within a product category, scroll down the page and expand the first user by clicking the arrow to the left of the team name.
14. Populate the target amounts for each targetable period for this specific user.
    • Editing the individual targets will automatically calculate the “Monthly Target”.
    • Editing the individual targets will automatically calculate the “Annual Total”.
      
15. Once you are happy with the target values for this user, continue to the next user.
16. Repeat this process for all teams until you have populated the target amounts for every required user.
17. Once happy with the target values, click “Save”.
18. Select the “Product Category” picklist in the top-right corner of the screen, select the next Product Category, and repeat steps 13-18 until all product categories are populated.
    

Outcomes

Once you have populated your Product Targets for all product categories and clicked “Save”, the GSP Target Tracker will create your Product Targets immediately, and the appropriate Opportunities will be linked. To validate this, either:

• Navigate to one of the new Product Target records within the Product Targets tab, and review the KPIs and Opportunity related list.
• Navigate to any Opportunity Product that you believe should be linked to a target and review the fields included in the “Target Information” section.

Important Consideration:
If some of your Sales Targets don’t have any Opportunities linked, this may be accurate based on the existing data in your system. Review the Opportunities associated with the impacted Sales Target owner and confirm that the Close Date aligns with the target period.

Troubleshooting

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If you’re still having some trouble, we’re more than happy to help. Let us know what you’re struggling with using the form below, and we’ll be in touch as soon as possible.