Give everybody their number
The company number becomes everybody’s number through a cascade. The order it has to be done in, and what breaks when a level is missing.
The job
“I want to get from one company number to a target every person can see.”
- RevOps
- Sales leaders
- Finance
A target that exists only at company level is a statement of intent. It becomes an operating number at the point where a specific person can see what is being asked of them and whether they are ahead of it, and every level between those two is plumbing.
The plumbing is also load-bearing for everything else. Attainment, pacing, coverage and most of the performance surfaces are computed against targets, so a missing level does not produce an error — it produces a report that quietly reads as zero, which is worse.
What it moves
- Quota attainment
- Forecast variance
The division of labour
What RevTech does, and where you decide
In the product
How to do it
- Step 1 of 4
Do it in order: company, team, individual
Goals and Targets carries the three levels plus segments and team setup. The order matters because each level is allocated from the one above it, and because teams have to exist before they can be given a number.
- Step 2 of 4
Set the annual shape before the quarters
Work the annual figure first, then shape it across the quarters. Doing it the other way around produces four numbers that add up to something nobody chose.
- Step 3 of 4
Use bulk apply rather than typing
A KPI value can be applied across teams or individuals in one action. Hand-entering a cascade is how a cascade ends up with three people missing.
- Step 4 of 4
Check the levels that depend on it
When the cascade is done, open the performance surfaces and the personal KPI page for one person on each team. A missing target renders as "not added" rather than as an error, so the only way to find the hole is to go and look for it.
What to take away
- Company, then team, then individual. Teams have to exist first.
- Annual shape first, quarterly split second.
- A missing target reads as zero somewhere downstream, never as an error. Go and check.
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