Configure & Create Team Targets

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

Opportunities link to Team Targets based on 2 matching conditions:

1. Does the Opportunity Team match the Team Target Team?
2. Does the Opportunity Close Date fall within the Sales Target Period?

A Jan 2026 Opportunity with a team of North America would link to the Jan 2026 Team Target for North America. 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 concept of a “Team” is extremely flexible within the GSP Target Tracker. An Opportunity may be assigned to a team based on:

• Team Members (Dave and Jane are in Team A).
• Industry (Financial Services, Healthcare, Manufacturing, etc).
• Region (NA, EMEA, APAC, etc).
• Business Type (New Business, Renewal, Upsell, etc).

Given this flexibility, you will need to set up the “Team” matching criteria between the Opportunity and Team Target to meet your business requirements. You can do this in one of two ways:

• Use an existing Picklist on the Opportunity.
• Use the Team Picklist and populate the value manually/via automation (Apex or Flow).

Using an Existing Picklist:

If you have an existing picklist field on your Opportunity that aligns with your intended team structure, you can use this field as your Opportunity Team by completing a simple update.

1. Navigate to the setup menu and click “Setup”.
2. Select the “Object Manager”.
3. Find and click the “Opportunity” 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 “Field Sets”.
5. Find and click the “Target Team Matcher” field set.
6. Drag your existing picklist field from the top section of the page into the “In the Field Set” section below.
   • Make sure you remove the existing field (“Team” by default).
7. Click “Save”.
8. Select the “Object Manager”.
9. Find and click the “Team Target” object in the Object Manager.
10. Navigate to “Field & Relationships”.
11. Find and click the “Team” field.
12. Update the values included in the “Team” field picklist to match the values included in the existing picklist you’ve added to the “Target Team Matcher” fieldset.

Using the Team Picklist:

If you do not already have a picklist field on your Opportunity that aligns with your intended team structure, we recommend using the “Team” field included in the GSP Target Tracker package.

1. Navigate to the setup menu and click “Setup”.
2. Select the “Object Manager”.
3. Find and click the “Opportunity” 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 “Team” field.
6. Update the values included in the “Team” field picklist to align with your intended team structure.
7. Click “Save”.
8. Select the “Object Manager”.
9. Find and click the “Team Target” object in the Object Manager.
10. Navigate to “Field & Relationships”.
11. Find and click the “Team” field.
12. Update the values included in the “Team” field to match the values you included in the “Team” field on the Opportunity.
13. Populate the “Team” value on the Opportunity manually or via automation.

Automation Note:
Typically, this requires an admin to implement a custom Apex/Flow solution that populates the team value based on the latest Opportunity Data (e.g., Dave is the Opportunity Owner, so update the Team value to “Team A”). If you need assistance with this, please don’t hesitate to get in touch. We are more than happy to help.

Technically, there are three ways to create team 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 Team Target records, please confirm that you have added the team target-related fields to the Opportunity page layout. You can find the specific steps to action in the “Target Tracker Quick Start Guide” article. Ensure you have added an existing field to the “Target Team Matcher” field set, or have updated the “Team” field to include your required picklist values. Additionally, make sure your chosen Opportunity field has been populated (either manually or via automation). 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 “Team Targets” subtab within the “Manage Targets” page.
   
4. Select the teams you would like to create team targets for by clicking the checkbox to the left of the team name.
   
5. Once you have finished selecting your users, click “Next” or the “Set Team 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 the following:
   • If you have a consistent target to apply to all teams, continue from step 8.
   • If you have varying target amounts for teams, continue from step 12.
8. If you have a consistent target to apply to all teams, click the “Select All” quick link below the Mass Edit section.
   • You will notice that the checkbox next to all teams 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. If you have a varying target amount for all teams, scroll down the page and expand the first team by clicking the arrow to the left of the team name.
13. Populate the target amounts for each targetable period for this specific team:
    • Editing the individual targets will automatically calculate the “Monthly Target”.
    • Editing the individual targets will automatically calculate the “Annual Total”.
      
14. Once you are happy with the target values for this team, continue to the next team.
15. Repeat this process for all teams until you have populated the target amounts for every required user.
16. Once happy with the target values, click “Save”.

Outcomes

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

• Navigate to one of the new Team Target records within the Team Targets tab, and review the KPIs and Opportunity related list.
• Navigate to any Opportunity 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 Team 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 Team Target Team 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.