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Module Overview
Microsoft Dynamics CRM uses two record types known as Goal Metrics and Goals.
These record types combine to provide a powerful, flexible set of goal
management features. Goal management allows organizations to track individual,
team, and organizational progress toward specific goals.
Use Goal Metrics to specify the following basic information:
The type of data in which the goal is defined. For example, a sales
goal metric is often defined as a "Money" data type.
The record type and field for which goal targets are entered and
actual and in-progress values are tracked. These are referred to as
"Rollup Fields. A typical goal metric for sales is defined for the
Opportunity record type, and defines actual sales as Opportunity
records with a status of Won.
After goal metrics are defined, Goals are created. Goals contain more specific
information than goal metrics, including the following information:
Objectives
The objectives are:
Create and manage sales goals for individuals, teams, and the
organization.
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Provide a name for the goal metric in the required Name text field.
If Amount is selected as the metric type, the Amount Data Type field
is then required. It can have one of three possible values: Money,
Decimal, or Integer.
2.
3.
In the Navigation Bar, click SALES and then click GOAL METRICS.
4.
On the Command Bar, click New. The Goal Metric form opens.
5.
6.
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8.
9.
10. On the Rollup Fields tab, in the Records group, click Add New
Rollup Field.
11. In the Step 1 section, click the Rollup Field drop-down list, and then
select Actual (Money)
12. In the Step 2 section, click the Source Record Type drop-down list,
and then select Invoice.
13. In the Step 2 section, click the Source Field drop-down list, and then
select Total Amount.
14. In the Step 2 section, click the Source Record Type State dropdown list, and then select Paid.
15. In the Step 3 section, accept the default value of Invoice in the
Record Type drop-down list, click the Date Field drop-down list, and
then click select Modified On.
16. On the Rollup Fields tab, in the Save group, click Save and Close.
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2.
3.
Enter a date in the Start Date field, or select one from the Start Date
calendar control.
4.
5.
6.
The image shows the Fiscal Year Settings dialog, with a quarterly fiscal period
configured.
2.
3.
4.
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Start Date
ii.
Fiscal Year
ii.
Named Based On
Click OK.
The Goal Owner the user or team to which the goal is assigned.
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1.
2.
3.
4.
5.
In the Parent Goal field, select the parent goal record. The Goal
Metric and the information in the Time Period section are updated
automatically to match the information in the parent goal.
7.
8.
9.
In the Targets section, in the Target (Money) field, enter the target
value of the goal.
10. On the Goal tab, in the Save group, click Save and Close.
2.
3.
4.
5.
6.
On the Goal Owner field, use the Lookup button to assign the goal
to Alan Jackson.
7.
On the Goal Metric field, use the Lookup button to select the
Revenue goal metric.
8.
In the Time Period section, accept the default values of the current
fiscal period, and then click Save.
9.
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Roll Up Only From Child Goals: If the only values that contribute to
the rollup calculations are Child records, select Yes. Otherwise select
No.
Record Set for Rollup: If the only values that contribute to the rollup
calculations are records owned by the owner of the goal, select
Owned by goal owner. Otherwise select All.
If All is selected for Record Set for Rollup, you must select Rollup
Queries for the actual and in-progress goals.
If All is selected, a criterion other than the owner must be used to determine
which records are rolled up.
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The Goal Metric specifies how the status values of a record map to a
goal's in-progress or actual values.
The Time Period fields on the Goal record specify how the date fields
on a record determine which time period it should count toward inprogress or actual values.
The Goal Criteria fields on the Goal record specify everything else
about which records should contribute to the in-progress and actual
values.
For a more targeted goal of sales for a specific business line within a
time period, the rollup query would be used to filter for opportunity
records for that business line only.
2.
3. In the Navigation Bar, click SALES and then click GOAL METRICS.
4.
On the Goal Metrics Command Bar, click NEW. The Goal Metric
form opens.
5.
6.
7.
8.
9.
On the form's Rollup Fields tab, click inside the grid. The Rollup
Fields contextual tab appears.
10. On the Rollup Fields tab, in the Records group, click Add New
Rollup Field.
11. In the Step 1 section, click the Rollup Field drop-down list, and then
select Actual (Money)
12. In the Step 2 section, click the Source Record Type drop-down list,
and then select Invoice.
13. In the Step 2 section, click the Source Field drop-down list, and then
select Total Amount.
14. In the Step 2 section, click the Source Record Type State dropdown list, and then select Paid.
15. In the Step 3 section, accept the default value of Invoice in the
Record Type drop-down list, and then select Modified On in the
Date Field drop-down list.
16. On the Rollup Fields tab, in the Save group, click Save and Close.
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Objectives
During this lab you will complete the following:
1.
Create a metric.
2.
3.
4.
5.
Exercise Scenario
Use the instructions provided above in the goal description to create a Goal Metric for
Invoiced Revenue, include an individual goal for Alan Jackson that includes a ParentChild goal with a rollup query.
2.
3.
Detailed Steps
1.
d. On the Command Bar, click New. The Goal Metric form opens.
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e.
f.
i.
j.
On the Rollup Fields tab, in the Records group, click Add New
Rollup Field.
k.
In the Step 1 section, click the Rollup Field drop-down list, and
then select Actual (Money).
l.
m. In the Step 2 section, click the Source Field drop-down list, and
then select Total Amount.
n.
In the Step 2 section, click the Source Record Type State dropdown list, and then select Paid.
In the General section, in the Name field, type Goal for Q3.
f.
3.
h.
i.
j.
On the Goal tab, in the Save group, click Save & Close.
d. On the forum, locate the Est. Revenue field, update the record,
and close.
e.
On the Goal for Q4 (Sample) record, click the Goal tab, and in
the Command Bar, click the Recalculate button.
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When prompted with, Data roll up might take some time. Click
OK to continue. click OK.
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Module Review
Sales organizations have a primary goal, and that is to sell products, services, or
both. While each organization might have different selling techniques, processes,
and customer types, sales people within these organizations are held accountable
for attaining a level of performance as it directly ties to the revenue of their
company. While the actual management of holding sales team members
accountable is a function of management, personal responsibility, and human
resource management, tools and data must exist to measure their performance
and level of accountability.
Within Microsoft Dynamics CRM 2013, organizations can use the Goal
Management functionality discussed in this module to systematically track how
sales representatives as well as entire sales teams perform. While the Microsoft
Dynamics CRM Goal Management functionality is commonly related to
opportunity performance management, it can also track progress toward goals
related to any kind of record within the system.
Additionally, the results and performance of the users and teams can be evaluated
through charts, dashboards, and reports, which are available, by default within
Microsoft Dynamics CRM.
Which of the following are true regarding Microsoft Dynamics CRM goals?
( ) A Goal Metric record specifies the record type a goal is defined for
and the status values that roll up to in-progress and actual values
( ) A Goal Metric record specifies the record type a goal is for as well as
its owner and time period.
( ) In-progress and actual values are calculated fields that must be
manually recalculated to reflect changes in the underlying data.
2.
After goal metrics are defined, which of the following are created to contain
more specific information?
( ) Fiscal Period
( ) Goals
( ) Rollup Query
( ) Target Value
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4.
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Which of the following are true regarding Microsoft Dynamics CRM goals?
( ) A Goal Metric record specifies the record type a goal is defined for
and the status values that roll up to in-progress and actual values
( ) A Goal Metric record specifies the record type a goal is for as well as
its owner and time period.
() In-progress and actual values are calculated fields that must be
manually recalculated to reflect changes in the underlying data.
2.
After goal metrics are defined, which of the following are created to contain
more specific information?
( ) Fiscal Period
() Goals
( ) Rollup Query
( ) Target Value
3.
4.
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