---
schema_version: "1"
id: ee8832e3e895909367bbb3b42bde053d72943e3d634bdfbb0e6557b5206a9fc6
title: Identify Goals and Set Targets in Sales Planning
collection: admin
version: current
locale: en-us
portal_url: https://docs.salesforce.com/admin/current/en-us/sales/264-0-0/sales_planning_goals_targets.md
canonical_url: https://help.salesforce.com/s/articleView?id=sales.sales_planning_goals_targets.htm&release=264.0.0&type=5
source_site: help.salesforce.com
content_type: documentation
content_hash: b5df3a43120af84d9bb3dc8c4dfe4dedb7475531ad5515ce7e65c300ccd71f47
description: Add goals to the sales plan, and specify target values for each goal. Typically, finance users set high-level guidance and then sales or sales operations personnel set specific targets for their teams.
products:
  - Sales Cloud
  - Sales Enablement
release: "264"
---
# Identify Goals and Set Targets in Sales Planning

Add goals to the sales plan, and specify target values for each goal. Typically, finance users set high-level guidance and then sales or sales operations personnel set specific targets for their teams.

### Required Editions

<table class="slds-table slds-table_bordered slds-max-medium-table_stacked slds-m-bottom_small edition"><colgroup><col></colgroup><tbody><tr class=""><td class="slds-cell-wrap" style="vertical-align:top;">Available in: both Salesforce Classic (not available in all orgs) and Lightning Experience</td></tr><tr class=""><td class="slds-cell-wrap" style="vertical-align:top;">Available for an additional cost in: <strong>Enterprise</strong>, <strong>Performance</strong>, <strong>Unlimited</strong>, and <strong>Developer</strong> Editions with Sales Planning in English only, and only if you have Web Services API enabled</td></tr></tbody></table>

<table class="slds-table slds-table_bordered slds-max-medium-table_stacked slds-m-bottom_small permission">
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            <th scope="colgroup" class="slds-cell-wrap" colspan="2" style="text-align:center;vertical-align:top;" id="d75033e73">User Permissions Needed</th>
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            <td data-label="User Permissions Needed" class="slds-cell-wrap" style="vertical-align:top;" headers="d75033e73 ">To set targets:</td>

            <td class="slds-cell-wrap" style="vertical-align:top;" headers="d75033e73 ">
              <p>One of these:</p>
              <ul>
                <li>Sales Planning Admin permission set</li>

                <li>Sales Planning Ops Manager permission set</li>

                <li>Sales Planning Ops Analyst permission set (if you’re added to a plan from the Plan Details page)</li>

              </ul>
            </td>

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![Important](https://sf-zdocs-cdn-prod.zoominsoftware.com/tdta-sales-sales_performance_management-264-0-0-production-enus/b1f2feb4-26b8-444f-97f7-be2349869d93/images/icon_important.png)

Important Before you create goals and set targets, create segments for your sales plan. See [Segment Business Units and Record Assignments](https://help.salesforce.com/s/articleView?id=sales.segmentation_create.htm&release=264.0.0&type=5 "Align business units with your business objectives when you segment records and assignments by location, industry, and any demographics from your data sources in Sales Planning.").

## Identify Goals for the Plan

Add the goals that become measurable targets in the plan.

1. From the Manage Your Sales Plan card, click **Create** next to the Goals item.
    
    ![The Manage Your Sales Plan card on the sales plan details page, showing the option to add goals](https://sf-zdocs-cdn-prod.zoominsoftware.com/tdta-sales-sales_performance_management-264-0-0-production-enus/b1f2feb4-26b8-444f-97f7-be2349869d93/sales_performance_management/images/sales_planning_plans_create_goals.png)
    
    If someone set up goals previously, click the gear icon ![Gear icon](https://sf-zdocs-cdn-prod.zoominsoftware.com/tdta-sales-sales_performance_management-264-0-0-production-enus/b1f2feb4-26b8-444f-97f7-be2349869d93/resources-global/_corporate/images/gear.png) for the Goals item.
2. In the Manage Goals window, enter the name for a goal, such as Revenue Growth, press Return (macOS) or Enter (Windows).
    
    The name you enter becomes a target that you can modify next. The target is added for all segments that you have access to.
3. To save your changes, make sure that you see a green checkmark in the lower left corner, and close the Product Setup window.

## Set Targets for Plan Goals

Specify target values for the goal that you created.

1. From the Manage Your Sales Plan card, click the pencil icon ![Pencil icon](https://sf-zdocs-cdn-prod.zoominsoftware.com/tdta-sales-sales_performance_management-264-0-0-production-enus/b1f2feb4-26b8-444f-97f7-be2349869d93/resources-global/_corporate/images/pencil.png) next to the target that was created for the goal.
    
    ![The Manage Your Sales Plan card on the sales plan details page, showing the option to edit targets](https://sf-zdocs-cdn-prod.zoominsoftware.com/tdta-sales-sales_performance_management-264-0-0-production-enus/b1f2feb4-26b8-444f-97f7-be2349869d93/sales_performance_management/images/sales_planning_plans_create_targets.png)
2. In the Manage Targets window, specify targets by product.
    
    ![The Manage Targets window, showing options for viewing your products, goals, and targets](https://sf-zdocs-cdn-prod.zoominsoftware.com/tdta-sales-sales_performance_management-264-0-0-production-enus/b1f2feb4-26b8-444f-97f7-be2349869d93/sales_performance_management/images/sales_planning_targets.png)
    
    - To select the segment reference data columns that are visible and to configure how the data is formatted, click the gear icon ![Gear icon](https://sf-zdocs-cdn-prod.zoominsoftware.com/tdta-sales-sales_performance_management-264-0-0-production-enus/b1f2feb4-26b8-444f-97f7-be2349869d93/resources-global/_corporate/images/gear.png) (1).
    - Select how many levels of the segment hierarchy are visible (2).
    - Select the baseline level of the product hierarchy that you want to work from (3).
    - Select how many levels of the product hierarchy that you want to show (4) from the product baseline you selected (3).
    - To specify a target value, place your cursor in a product cell (5) and edit the value inline. Or, with the cell selected, use the formula field to enter a number or formula that uses the `[Parent]` variable and specifies a target value for the segment. For example, to set a segment target that represents 10% of the parent’s target, enter \[Parent\] \* .1 for the formula.
    - See whether a specific target's value is over- or under-allocated, based on the sum of its direct child products (6).
    - View a summary of the number of target values shown and the number of over- and under-targeted values (7).
3. To save your changes, make sure that you see a green checkmark in the lower left corner, and close the Product Setup window.

#### See Also

- [Track Sales Planning Progress with Milestones](https://help.salesforce.com/s/articleView?id=sales.segmentation_milestones_add.htm&release=264.0.0&type=5 "Align teams with milestones that specify responsibilities and deadlines in Sales Planning segments. Plan owners visualize burndown charts that give insight into milestone status, expected completion dates, and upcoming and overdue tasks in each segment.")