Purpose
The purpose of this article is to provide Outreach Admins information about how to configure goals within Outreach.
Intended Audience
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Outreach Admins
Prerequisites
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Configuration of the user rollup is required before quota targets can be set for your organization. For more information on the user rollup setup, click here.
Navigate to the Forecasting Admin Page
To access Goals, click on the Goals tab within the Forecasting page in the Outreach admin.
Establishing Your Sales Quota
The Goals section in Outreach is where you will establish the quota goals for your various users and teams in the user rollup for your default sales period.
Download the Quota Excel file that you will use to populate and load your organization’s quota goals. Once you select Download template, choose the time period for which you would like to set goals (i.e., Last Fiscal Year, This Fiscal Year, or Next Fiscal Year).
Note: When you are initially getting set up with Outreach, it is best practice to also load in your quota numbers for both this fiscal year and the previous fiscal year. This will help to improve the historical trends & insights you see within Outreach.
Once your download is complete, open the resulting Excel file and begin populating your quota values. You will see multiple tabs along the bottom of the file that allow you to establish quotas for various time periods, i.e., weekly, monthly, quarterly, etc.
Outreach recommends that you fill out the tab that aligns with your organization’s sales period length, as only one sheet can be filled out.
Note: Only the sales teams at the lowest tiers of your user rollup will show up in this Excel file with the associated users listed underneath them. Outreach assumes that the groups at the lowest levels of your hierarchy are made up of reps with individual quota goals.
Any group that is not at the lowest level in the hierarchy will only show up on the spreadsheet with the user rollup name; the associated users will not be included. This allows you to set a unique quota goal for any upper-tier group if it does not directly equate to the roll up of the individual reps or groups below it.
Do not adjust any areas of the goals file outside of populating the appropriate quota amount in dollars for the reps and managers.
Note: This file does accept formulas, so if you would like to build rep ramping into your quota amounts, you can do so.
By default, if quota is not specifically established for any upper-level group within your user rollup, Outreach will assume that it should be equivalent to the roll up of the quota amounts for each user that reports into that group. However, if you would like to establish a quota that is independent of the rep roll up, you can set a separate quota value by entering a unique amount in the passion blue cell for that level of the rollup.
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In the example spreadsheet below, the quota for the “AE - EMEA” group would simply be equal to John Smith’s quota goals. However, the quota for the “AE - NAM - East” group would reflect the value displayed in the passion blue cell ($3,300 for the first week) rather than the sum of Jenna & Rachel’s quotas.
Once you have saved your completed file, go back into the Goals tab within your Outreach admin portal and click Upload. Search for your completed file and load it into the platform.
Note: A sync cycle must first run to update goals after a new spreadsheet has been uploaded fully.
Adjusting Your Goals
Should you ever need to make adjustments to your quota goals or establish quotas for a new hire, you will follow the same process as outlined above. However, when you download your quota file for the desired sales period, the currently established quota values will already be populated. This means that you will not need to re-enter any previous information; instead, simply make the desired adjustments and additions and re-upload the file.
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