How should you use the Target Type field?

Introduction

The GaSP Target Tracker is a powerful tool for monitoring and managing performance across your business. One of its key features is the ability to set different targets for your salespeople, ensuring that each individual’s targets align with broader company targets and specific performance metrics. The “Target Type” field within the Tracker allows you to add further granularity to salesperson targets, allowing you to define targets tailored to specific roles, responsibilities, or business priorities. This article will explain when and why you should use the “Target Type” field to set more detailed salesperson targets and how this can improve performance, clarity, and accountability.

1. When You Have Different Sales Roles with Distinct Responsibilities

In organizations with multiple sales roles—such as account executives, business development representatives (BDRs), or customer success managers—their targets may differ significantly based on their responsibilities. For example:

• Account Executives may have targets focused on closing deals and generating revenue.
• Customer Success Managers may have targets based on renewals or upselling.

The “Target Type” field allows you to tailor the goals to each role’s activities. This approach ensures that each salesperson is focused on the right activities and metrics, which can ultimately drive more targeted and effective performance.

Utilizing this granularity can align each role’s performance targets with their core responsibilities.

2. When You Need to Align Targets with Business Priorities

Business priorities often shift depending on market conditions, product launches, or strategic focus areas. For example, you may want to prioritize:

• New business acquisition
• Cross-selling and upselling
• Account management

Using the “Target Type” field, you can set granular targets that reflect these evolving priorities. For instance, if your business is focused on growing new accounts, you can assign specific “Target Types” that align with that goal.

This ensures that your sales team’s efforts are aligned with the current business priorities, driving the organization’s strategic goals forward.

3. When You Have Regional, Territory, or Account-Specific Goals

In sales organizations with geographically diverse teams or segmented territories, it’s important to tailor targets based on specific regions or accounts. Using the “Target Type” field can help set different target values for salespeople based on:

• Geographical territories
• Key accounts
• Industry-specific sales targets

Setting these granular target types gives your sales team the clarity they need to focus on the right regions, accounts, or industries, ensuring that sales efforts are aligned with market demands.

These specific targets help ensure that your sales team is focused on their assigned regions or industries, improving the effectiveness of their efforts.
efforts are tracked and rewarded accordingly.

4. When You Want to Implement Sales Incentive Programs

Sales incentive programs often tie directly to targets focused on achieving certain results. Using the “Target Type” field in conjunction with incentive programs allows you to:

• Create targeted goals for individuals based on incentive structures
• Track the performance against these incentives separately from regular targets.

This level of granularity ensures that your sales team is clear about the specific criteria they need to meet to earn bonuses or rewards, motivating them to achieve their best performance.

This approach makes tracking and motivating salespeople based on their individual incentive goals easy, leading to higher performance and engagement.

Conclusion

Using the “Target Type” field in the GSP Target Tracker allows you to add the necessary granularity to your salesperson targets, making it easier to manage performance across various roles, metrics, timeframes, regions, and incentive structures. You can improve focus, accountability, and sales performance by setting clear, specific, and well-defined target types. Whether you aim to align salespeople with specific responsibilities, business priorities, KPIs, or regional targets, the “Target Type” field ensures that everyone knows exactly what they need to achieve and can help you track performance more effectively. By implementing these best practices, you can drive greater clarity and success within your sales team, helping your business achieve its goals precisely and efficiently.