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Sales & Margin Goals Report

The Sales & Margin Goals report compares actual sales and margin performance against configured targets, broken down by salesperson and opportunity type. This is a key report for tracking progress toward sales objectives.

Accessing the Report​

Reports > Sales > Sales & Margin Goals

Report Overview​

This report provides a comprehensive view of:

  • Sales goals vs actual performance
  • Margin goals vs actual margin dollars
  • Progress percentage toward targets
  • Breakdown by opportunity type and salesperson

Report Structure​

The report is organized hierarchically:

By Salesperson​

Each salesperson section shows:

  • Individual opportunity type rows
  • User subtotals
  • Goal vs actual comparisons

By Opportunity Type​

Within each salesperson:

  • Gross Sales (Target vs Actual)
  • Margin % (Target vs Actual)
  • Margin $ (Target vs Actual)

Overall Totals​

Summary section showing:

  • Company-wide by opportunity type
  • Grand totals across all categories

Report Columns​

ColumnDescription
Target/GoalConfigured sales or margin target
ActualAchieved sales or margin
%Progress toward goal (Actual/Target × 100)
Actual w/ COIncluding change orders
WonNumber of won projects
Avg. DollarsAverage sale (Actual / Won)

Available Filters​

FilterDescription
Actual Close Date From / ToFilter by when projects closed
Quick DatePreset date ranges
DepartmentFilter by department

Understanding the Metrics​

Sales Goals​

  • Calculated from Yearly Budget settings
  • Formula: Average Job Size × Jobs Won target
  • Set per salesperson and opportunity type

Margin Goals​

  • Based on configured margin goal percentages
  • Applied to sales targets
  • Shows expected profit contribution

Progress Percentage​

  • Actual divided by Target × 100
  • Shows how close to goal achievement
  • Can exceed 100% when targets are beaten

Change Order Impact​

  • "Actual w/ CO" includes approved changes
  • Shows total contract value growth
  • Useful for complete revenue picture

Data Sections​

Gross Sales Row​

Shows contract value metrics:

  • Target gross sales
  • Actual gross sales achieved
  • Progress percentage
  • Total with change orders

Margin % Row​

Shows margin percentage:

  • Target margin percentage
  • Actual average margin achieved
  • Comparison for profitability

Margin $ Row​

Shows margin dollar amounts:

  • Target margin dollars
  • Actual margin dollars
  • Progress toward profit goals

Common Use Cases​

1. Monthly Sales Reviews​

  • Filter to current month
  • Review each salesperson's progress
  • Identify who needs support

2. Goal Achievement Tracking​

  • Compare actual vs target
  • Monitor progress percentage
  • Celebrate wins, address gaps

3. Compensation Planning​

  • Track against commission thresholds
  • Verify bonus qualification
  • Document performance

4. Forecasting Adjustments​

  • Review realistic goal pacing
  • Adjust expectations if needed
  • Plan for end-of-period push

5. Department Analysis​

  • Filter by department
  • Compare team performance
  • Balance workloads

Export Options​

Export functionality available for:

  • Offline analysis
  • Compensation documentation
  • Performance reviews
  • Board reporting

Tips​

  • Default date range is current month to today
  • Goals require Yearly Budget configuration
  • Margin goals need Margin Goal settings by opportunity type
  • Compare year-over-year for growth trends
  • Watch margin % alongside revenue

Prerequisites​

For Accurate Reporting​

  1. Yearly Budget Setup: Configure in Settings > Year Budget
    • Set per salesperson
    • Define by opportunity type
    • Specify jobs won and average job size
  2. Margin Goals: Configure target margin percentages
  3. Opportunity Types: Must be set up and used on projects

Data Requirements​

For salespeople to appear:

  • Must have budget entries for the date range
  • Or have actual sales in the period
  • Must be assigned to projects as salesperson