Inside Salesloft's Coaching, Coaching Goals are meant to drive improvement. Setting a Coaching Goal helps managers and reps keep track of whether a rep is, in fact, progressing in their sales, falling behind, or exceeding expectations.
In this article, you will learn about setting Coaching Goals, including:
Before setting Coaching Goals, consider the following:
- To set Coaching Goals, you must have the Manage Goals permission. This permission is enabled for default admin roles. Learn more in the Roles and Permissions article.
- Goals can be managed from the admin settings. Learn more in Manage Goal Settings.
- Each goal must have a defined metric, time frame, and target value.
- Goals can be set individually or in bulk.
- A maximum of three goals can be set for each user, but there is no minimum number of goals.
- Each goal can be hidden.
- Default goals for groups include: Meetings, Opportunities, and Calls Logged.
- If a user is not assigned to a group, the team average is used.
Available Coaching Goal Types
Coaching Goals are set using specific metrics, or Goal Types. These goal times are measurable outcomes that sales reps can perform and log inside of Salesloft. Standard Coaching Goals Types include the following metrics:
- Accounts Touched
- Activated
- Calls Dialed
- Calls Logged (default)
- Closed Won
- Connected Calls
- Deals Won
- Emails Sent
- Enrolled
- LinkedIn Completed
- Meetings Attended
- Meetings Booked (default)
- New Pipeline Added
- Opportunities Created (default)
- People Touched
- Personalized
- Positive Calls
- SMS Convos
- Success
- Tasks On-Time
- Total Activities
Each goal metric set also needs a defined Time Frame and Target Value:
- The Time Frame is measures how often the goal amount is calculated – Monthly or Weekly. Weekly goals are calculated from the start of the week (Monday) until the current day. Monthly goals accumulate from the start of the month (day 1) until the current day.
- The Target Value is the amount of the goal to accomplish. The target value can be any numeric value greater than zero (0).
Set a Coaching Goal for an Individual
Since Coaching is meant to help improve an individual’s performance, it’s best for managers and reps to work together to determine which goal types should be that rep’s focus. Once you have determined the focus areas, managers can set goals for an individual user.
To set goals a single user, follow these steps:
- Navigate to the Coaching Individuals Page: In the Salesloft top menu, hover over Workspace. A dropdown menu will appear. Select Coaching. You will land on the Team View. Select the Individual tab with the list of all users in your group.
- Select “Set Goals”: Find the tile for the user whose goal you want to edit. Click Set Goals on the right side of the tile. The Coaching Goals window will appear for that user.
- Define the first Goal: Under Coaching Goal 1, use the drop-downs to fill in the Goal fields. The fields include:
- Metric
- Timeframe
- Target Value
- (Optional) Add Goals or Hide unused Goals: Repeat step 3 for Coaching Goals 2 and 3. If you would like to limit the number of goals displayed, check the box to Hide this Goal. You may not edit the values for hidden goals.
- Hit “Save”: Click Save. A notification will pop up informing you that the Goal was set.
- Things to Note: Each field (Metric, Timeframe, and Target Value OR Hide This Goal) must be complete in order to save.
