Goal Progress Indicators Explained

Once a goal becomes active, salespeople can view progress indicators to quickly check if they are on track to achieve their goal for each specific goal period.

For example, if the goal is to make at least 15 calls daily, then progress for that goal is tracked each day. If a goal is set to convert 20 leads monthly, then the progress for that goal is tracked each month.

The goal progress indicators indicate the following:

Goal Progress Indicator	Participant or team ...
On Track	Is on track to achieve their goal.
Ahead	Is ahead of their target to achieve their goal.
Behind	Is lagging behind in reaching their target achievement.
Completed	Has reached 100% or more of their target and the goal has ended.

Note: If you don't want to have progress indicators displayed for your active goals, then your sales administrator can set the Goal Progress Indicators Enabled profile option to No.

Consider the following when determining goal progress indicators:

Working time is 9:00 a.m. to 5:00 p.m. in user’s time zone.
No progress indicator is displayed for the following goal periods:
- Daily - first hour
- Weekly - first 4 hours
- Monthly/Quarterly/Yearly - first day
A percentage leniency is applied to the progress indicator if the goal is within 5% of the target achievement.
No leniency is given towards the end of a goal period to ensure that the participant or team gets a true indicator of whether or not they will be able to meet their target.

Let’s look at an example of Mark, who is one of the participants in a team working in the PST time zone. He has a daily goal to complete 15 calls per day and the goal starts on 1 Feb 2021 at 12:00 a.m. During an 8-hour day, it is estimated that Mark makes 2 calls per hour and the minimum range is rounded down to the nearest number. Here's the expected scenario.

For the first hour of Mark’s day (9:00 a.m. to 10:00 a.m.), no progress indicator is displayed for Mark’s goal irrespective of the number of calls he makes.
Starting from 10:00 a.m. PST, the On Track progress indicator is displayed if Mark is at least within 5% range of the estimated 2 calls per hour. Hence, if he completes 1 call in the first hour, he would be on track. If he completes 2 calls or more, his progress would indicate that he is Ahead.
Halfway through the day at 1:00 p.m., Mark is considered on track if he has completed, or is at least within the 5% leniency range of, the estimated 7.5 calls made. Hence, if he completed 7 to 8 calls, the progress indicator displays On Track. If he completed more than 8 calls, a progress of Ahead is indicated for Mark.
In the last hour of the day, the 5% leniency is not applied. So, at 4:00 p.m. PST, Mark will be on track if he at least completed 13 calls.
However, for the last 15 minutes of the daily goal target, the expectation is to have completed the goal. So, the progress indicator will display as Behind if Mark hasn’t completed 15 calls.

Now, let’s look at an example of a weekly goal to schedule 10 customer appointments each week. Lisa is one of the participants working in the PST time zone and her weekly goal starts on Monday 3 Jan at 12:00 a.m.

At the start of the day on Monday, for the first 4 hours (from 9:00 a.m. to 1:00 p.m.), no progress indicator is displayed irrespective of the number of appointments Lisa scheduled.
At 2:00 p.m., On Track is displayed if Lisa has scheduled 1 or 2 appointments. If she schedules more than 2 appointments by that time period, then her progress indicator will be shown as Ahead.
At mid-week, on Wednesday 5 Jan at 1:00 p.m., Lisa will be on track if she has scheduled at least 4 appointments and will be ahead if she schedules more than 6 appointments.
In the last 4 hours of her weekly goal, the 5% leniency is not applied. This means that on 2:00 p.m. on Friday 7 Jan, a progress indicator of On Track is displayed for Lisa if she has at least scheduled 9 appointments.
During the last hour on Friday, the progress will display as Behind for Lisa if she hasn’t by then met her target of 10 appointments.