The Goal object in Salesforce is part of Work.com and allows users to define and track progress against work related goals. Configuring the Goal object is straightforward. On the other hand, encouraging users to adopt the system and new process can be challenging. Many organizations struggle with getting users to productively manage and track goals, something so basic it can often be overlooked in day to day activities. These five Work.com features can help drive user adoption and improve performance beyond the basic setup.

Linking Goal Metrics to a Report

Measurement of goal progress can often be an undefined blur in Work.com. Linking goal metrics to a report summary field such as pipeline figures or number of activities allows you to accurately track goals to completion. For example, you could have a goal called “Reach 50 new leads” and use a report to track how many leads you have contacted as the metric. Using the “Refresh key result” link Salesforce will automatically update the key results from the report to provide a clear picture of the goal’s progress without user intervention.

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Establishing Team Goals

Setting team goals in Work.com can really help drive performance by creating visibility around who is doing what. A manager can create a Goal and invite team members to collaborate on it. Managers can define key results to be accomplished by specific team members that will lead to the overall completion of the goal. In the below example we can see that the overall team has a goal of generating new leads, and each team member is assigned a different key result.

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Tracking Goals through Analytics & Reporting

In Work.com, goals can easily be reported on and tracked in dashboards using the report builder. Goal progress can be tracked by both sales reps and managers using a dashboard for a quick update instead of waiting for scheduled reviews. Since there are not any out of the box Goal reports, your organization may want to set a few basic reports such as Goal Progression (tracking the lifecycle of the goal) or Overdue Goals (tracking goals without progress that are overdue). Understanding how Goal reports display data is critical to creating a valid report. Below is an example of how the Goal fields relate to reporting.

Overdue Goals Report

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Collaborating through Goal Alignment

Aligning Goals with a team, another user, or the company allows greater collaboration on user’s objectives and highlights where there might be gaps. Managers can ask for updates on the goal itself or on specific metrics using the goal feed to add comments.

Renaming Goals to Objectives

Your company may refer to Goals as Objectives and Metrics as Key Results, and your Salesforce instance should reflect this. You can easily make this change in the Work.com settings (Setup – Build – Customize – Work.com – Settings).

While the biggest challenge remains that users need to visit their Goals regularly in order to make them effective, you as the Salesforce administrator can dig a little deeper into the setup to make goal setting easier and more visible. Overall, the Work.com Goals feature is a simple user friendly tool, and when configured correctly can have a powerful impact on your organization’s ability to drive success.


carter sartellPOSTED BY: Carter Sartell

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