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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 division. 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 division and salesperson

Report Structure​

The report is organized hierarchically:

By Salesperson​

Each salesperson section shows:

  • Individual division rows
  • User subtotals
  • Goal vs actual comparisons

By Division​

Within each salesperson:

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

Overall Totals​

Summary section showing:

  • Company-wide by division
  • 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 were won
SalespersonFilter by sales rep
DepartmentFilter by department
DivisionShow only the selected divisions (opportunity types). Nothing selected = all divisions.
FunctionShow only divisions with the selected function classification (Operational, Internal).
Work TypeShow only divisions with the selected work type (Full Project, Service, Warranty, Evaluation, Non-Billable).
Division, Function & Work Type filters

The Division, Function, and Work Type filters appear only for companies that classify their divisions (using more than one function or work type). See Divisions for how these classifications are configured.

The three filters are combined: a project is included only when it matches every filter at once. For example, selecting the Handyman (Internal) and Design Build (Operational) divisions together with the Internal function shows Handyman only — it is the sole division that satisfies both.

Leaving a filter blank places no restriction on that dimension, so it reads as "All". Selecting Internal for Function with Division and Work Type blank gives the entire Internal compartment.

Understanding the Metrics​

Sales Goals​

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

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 division
  • 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 division
    • Specify jobs won and average job size
  2. Margin Goals: Configure target margin percentages
  3. Divisions: 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