What is the Goals module in Repfabric?

Every company wants to grow in some form, mostly in profitibility or size.   The goals module allows you to take your strategic initiatives and track them on a regular basis.  These initiatives might go by another name in your company, such as Key Performance Indicators, leadership agendas, or goals.   Repfabric’s goal module allows you to author what goal you want to achieve, and subsequently track the performance of your team and/or yourself against that goal.  As sales people, it is all too easy to be sucked into the daily whirlwind of business and lose touch of the things that are truly important to the growth and success of your business.   The goals module helps you and your stay focused on what really matters, not just the daily firefighting.

 

August 15, 2022 Goals Launch Webinar

Examples of Goals

Grow Manufacturer/Product Line A to $2M annually in sales

  • Generate $600k in commission dollars this year
  • Hire 2 new sales people
  • Convert the warehouse to a new inventory system
  •  Acquire one competitor in the Texas market
  • Discover 20 new contacts in my territory this month
  • Make 20 in person sales calls this week
  • Create 1000 marketing leads for my field sales team this quarter
  • Visit all Customer A locations at least once per month this quarter
  • Successfully launch Line A’s new hero product this quarter
  • Sell $200k this year to parent Customer A for this line

As you can see, Goals can have a variety of real-life initiatives that do not necessarily always tie back to sales dollars or CRM-related metrics.  The Repfabric Goals module allows you to track these “loose” or unstructured goals. 

2 Types of Goals

System-Driven Goal

  • uses information driven by data generated from within the Repfabric system.

Examples of system- driven goals:

  • number of new activity journals created this week
  • $168,199 dollars of sales year to date for Customer A of the $200k goal
  • $756,201 of sales for manufacturer/product line A of $1M goal Year to Date
  • $345k of $500k goal of sales in company region “Northern territory” YTD
  • 10 opportunities Closed – Won this month on a goal of 15 for Manufacturer/Product Line A

After you create a goal, Repfabric will calculate measures based on historical information contained within its database.   This is called a “System-driven” goal.

Custom Goal

  • uses information you enter by hand into the Repfabric Goal tracking grid

Examples of custom goals:

  • Hire one FSR for the southern territory by August 31st
  •  Implement Repfabric fully for order tracking
  • Launch hero product A from manufacturer/product line A successfully

Timelines of Goals

Goals can be set and tracked on a regular cadence or timeline using the best time scale when the data is reported into Repfabric.  For example, sales or commissions are generally entered monthly (as part of one accouting period provided by your manufacturer if you are a rep).   Alternatively, activity such as new opportunities or sales calls can be tracked weekly against a weekly goal.

Repfabric currently supports the following time scales:

  • one time goals – accomplish this goal by this date
  • weekly goals – make 100 sales calls this week or make 10 quotes per week for this manufacturer to grow sales
  • Monthly goals – sell $80k per month of product line A
  • Quarterly – earn $250k in commission this quarter
  • Yearly – sell $1M in sales for Manufacturer A this year

Assigning Goals to Others or " Cascading Goals"

Typically in a company, no one person can accomplish major strategic goals without the help of others.   The Repfabric Goals module allows you as management to create the strategic goal, and assign the component pieces of that goal (which can include system-driven goals such as sales $s AND custom goals such as new hires) to specific individuals on your team.  Those individuals can assign sub-goals to other individuals as well.   We call this process “cascading” your goals into other people’s goals to support your own. 

Parent / Child relationships within Goals

  • In addition to assigning a portion of a goal to others, such as “Becky, your region needs to contribute $100k to the company goal of $400k of sales”, goals that are not in the same unit of measure (such as sales dollars) can be created as “child” goals.   A child goal is represented underneath a larger “parent” goal.  An example:
  • Parent goal : $1M sales for Mfg/Product A this year
  • – child goal 1:  run 10 marketing campaigns with 5% reponse rate
  • – child goal 2: $500k Sales in Texas
  • — child goal 2’s child goal 1 : $250k Sales in Houston market
  • –child goal 2’s child goal 2: $250k Sales in Dallas market

A strength of the Repfabric goals module is to continue to divide large strategic goals into smaller measureable goals that individual team members can in fact accomplish, helping the company work its way to achievement of the large goal.

Goal Visibility - Who can see what?

How is company information kept confidential you may ask?

The goals module follows these rules:

  • You can see goals you create
  • If your user role within Repfabric is “Owner”, you can see all goals in the company
  • If your user role is “Sales Rep”, you can see goals you create for yourself and goals cascaded to you, as well as goals you cascade to others.

Ready to get started?

  1. The best way to learn the goals module is by doing.   We have put together common goal scenarios that apply to most companies so you can get the hang of it.

Personal Goals (Beginner)

Company Goals (Advanced)