Understanding KPIs and Sales Targets

Modified on: Tue, 11 Aug, 2026 at 2:09 PM

Understanding KPIs vs. Sales Targets

KPIs measure the work. Targets measure the results.

KPI (Key Performance Indicator): A leading indicator of performance. KPIs track the activity and effort put in toward achieving your sales goals.
Target: A sales goal—typically the end result, such as revenue generated.

Start with the a Sales Goal
- Example: $1 million annual target over 1 year.
Know your average job size
- Calculate this using closed/invoiced jobs:
- Total Revenue ÷ Number of Jobs = Average Job Size
Break down the goal
- Divide the yearly target into quarterly and monthly goals.
- Based on the average job size, determine how many jobs are needed to hit the target.
- Then determine how many key activities are needed to generate that many jobs.
Set KPIs by User within CRM
1. Go to: Admin > User Management
2. Under each User Profile, assign KPI values per month or week (ensure you're consistent—don’t mix weekly and monthly KPIs).
3. Note: to add or remove KPIs from the list, see this article for more details.

The best way to track performance is to leverage a Dashboard

KPI Dashboard (KPI Dashboard Suggested Settings)
1. Navigate to Dashboards > select your KPI Tracking Dashboard
2. Select an employee and the KPI Activity Type you’re tracking
3. Adjust the date range to view weekly/monthly/yearly performance
4. This dashboard compares the actual activity logged vs. the KPI expectations
Sales Performance Dashboard (Sales Performance Dashboard Suggested Settings)

Dashlets are visual—if a goal is exceeded, it may appear red. Wait for the dashboard to finish loading to see accurate progress arrows.

This article is meant to serve as a reference only and is not a substitute for training. If you are interested, feel free to check out our weekly Q&A sessions hosted by our CRM experts.