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Setting sales goals broken down by products

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Posted on by CU21021527-0

I am trying to set goals for our business in D365. Like most businesses we have targets for individual salespeople, sales teams but also have targets for each business line (which are the various products and services we sell).

I can easily set up goals for individual salespeople and sales teams with them rolling up. But I have a challenge.

The first is that we want to know the performance against target not just for an individual salesperson in total, but for each business line they sell. Let’s assume a salesperson has a target of £1m and sells three different business lines. I created three goals for a salesperson as follows:

Salesperson A – Business Line 1:     £300k
Salesperson A – Business Line 2:     £200k
Salesperson A – Business Line 3:     £500k

Let’s assume that the salesperson achieved total sales of £1.1m with the following results:

Salesperson A – Business Line 1:     £350k
Salesperson A – Business Line 2:     £150k
Salesperson A – Business Line 3:     £600k

But when the actual numbers are calculated by D365 it gives the total for that salesperson against each target rather than what they sold for each business line (ie £1.1m three times). In the opportunity there is a field for Business Line so the data can be exported to Excel, but we'd rather do it in D365.

Is there a way in D365 to consider only the sales for a particular business line for a salesperson or does it only allow you to include everything they have sold?

We also want to measure sales of each business line across the various sales teams. Is this possible?

Thanks.

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Dynamics 365 Customer Insights - Data

Dynamics 365 Sales

Microsoft Dynamics CRM

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Verified answer

Saif Ali Sabri 2,354 Moderator on at

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My response was crafted with AI assistance, tailored to provide detailed and actionable guidance for your query.

Yes, you can track sales goals by business line in Dynamics 365 Sales using Goal Metrics and Rollup Queries. Here’s how:

1. Create a Goal Metric for Business Line Sales

Go to Sales Hub → Goals → Goal Metrics

Create a new metric, setting Amount as the rollup field

Define the rollup query to filter sales based on the Business Line field

2. Create Rollup Queries for Each Business Line

Go to Advanced Find → Filter Opportunities by Business Line

Save each query (e.g., "Sales for Business Line 1")

Use these queries in the salesperson's goal definition

3. Set Up Goals per Salesperson & Business Line

Navigate to Sales Hub → Goals

Create separate goals for each business line per salesperson

Assign the corresponding rollup query to each goal

4. Track Business Line Performance Across Teams

Create team-level goals with the same rollup queries

Use Dashboards or Reports to compare performance

This ensures sales are tracked correctly for each business line without duplicating totals.

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Daivat Vartak (v-9d... 7,841 Moderator on at

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Hello CU21021527-0,

You've identified a common challenge with D365's out-of-the-box goal management: it's not designed to easily track individual salesperson performance against targets per business line. The system aggregates all sales for a salesperson against each goal, not just the sales within a specific business line.

Here's a breakdown of how to address your requirements, along with considerations:

1. Using Custom Rollup Fields and Views (Recommended):

This is the most flexible and maintainable approach.

Create Custom Rollup Fields:

On the "Opportunity" entity, create a new calculated field (e.g., "Business Line Sales").

Within this field, use an IF statement to check if the "Business Line" field on the Opportunity matches a specific business line. If it matches, return the Opportunity's "Actual Revenue" (or relevant sales amount); otherwise, return 0.

Repeat this for each business line you need to track.

Create Goals Based on Rollup Fields:

Create your goals for each salesperson and business line as you've already done.

Instead of using the standard "Actual Revenue" or "Estimated Revenue" metrics, use the custom rollup fields you created.

Create Views for Reporting:

Create views that show the salesperson, business line, target, and the corresponding rollup field's value.

This allows you to easily see the performance of each salesperson against each business line.

Example (Conceptual):

Rollup Field: "Business Line 1 Sales"

Formula: IF(BusinessLine = "Business Line 1", ActualRevenue, 0)

Goal: "Salesperson A - Business Line 1"

Metric: "Business Line 1 Sales"

2. Power BI Integration (For Advanced Reporting):

Export Data to Power BI:

Use the Power BI connector to connect to your Dynamics 365 data.

Create Reports:

Create Power BI reports that show the sales performance by salesperson and business line.

Power BI provides much more flexibility for data visualization and analysis than D365's built-in reporting.

If my answer was helpful, please click Like, and if it solved your problem, please mark it as verified to help other community members find more. If you have further questions, please feel free to contact me.

My response was crafted with AI assistance and tailored to provide detailed and actionable guidance for your Microsoft Dynamics 365 query.

Regards,

Daivat Vartak

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Setting sales goals broken down by products

1. Create a Goal Metric for Business Line Sales

2. Create Rollup Queries for Each Business Line

3. Set Up Goals per Salesperson & Business Line

4. Track Business Line Performance Across Teams

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Setting sales goals broken down by products

1. Create a Goal Metric for Business Line Sales

2. Create Rollup Queries for Each Business Line

3. Set Up Goals per Salesperson & Business Line

4. Track Business Line Performance Across Teams

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