The goal and the quotas
The goal is the one tab in the module where you write instead of read. It is, in the screen's own words, where what Analytics cannot work out on its own lives: how much you want to sell and who answers for how much.
Everything else in the Scoreboard — the On pace, the Behind, the ad budget — is calculated against what you set here. If the goal is wrong, the whole board lies.
How the month's goal is set
The part that surprises people at first: you only write one number.
- Open The goal with the right account and month selected at the top.
- Write the month's invoice goal. It is the only one set by hand (it starts at 50 by default for a dealership).
- Save. That saves the whole chain.
Pre-sale, show, appointments, SQL and MQL are not written: they are calculated backwards, step by step, with the industry's conversion standard:
| Jump | Standard |
|---|---|
| Pre-sale to invoice | 80% |
| Demo to pre-sale | 71% |
| Show to demo | 70% |
| Appointment to show | 50% |
| SQL to appointment | 20% |
| MQL to SQL | 80% |
If you want 200 invoices, the system works out how many pre-sales it takes to produce them, how many demos for those pre-sales, and so on up. That is why the MQL goal ends up being a big number: it is what has to go into the mouth of the funnel for 200 invoices to come out the other end.
Every standard is editable. Changing one recalculates the chain for every brand, so it is a change with consequences: only touch it if you know your operation converts differently on a sustained basis, not because of one bad month.
Next to each goal the table shows the previous close — what you finished last month with. It is the best reference for telling whether the goal you are setting is ambitious or invented.
How the quotas are split
With the goal set, it gets split across the team. By default the system divides evenly: goal 200 ÷ 29 advisors = 7 each.
- Filter the team if you need to: advisors, digital, floor, coordinators or all.
- Write the quota for anyone who should have a different one. You can write it in invoices or as a percentage of the goal: they are the same figure and update each other.
- Check the counter at the top — assigned 200 of 200 invoices: while it doesn't add up, there is goal with no owner.
The lock, which is the confusing part
Writing someone's quota pins that person with a lock. From then on:
- the rest of the goal is split among the unpinned, in proportion to what they already had;
- it rounds so the sum comes to exactly the goal, not one more or one less;
- releasing the lock puts that person back into the automatic split.
Split again wipes every adjustment and evens everyone out.
Pin the exceptions first
The order that works: pin by hand whoever has a quota that isn't up for debate — the one who joined mid-month, the one on vacation, the top performer with a bigger number — and let the system split the rest. The other way round you end up fighting the rounding.
The digital / floor advisor distinction comes from your account's configuration and is not edited here: see Digital or floor.
The history
Change history logs every move: when, who, which field, what value and for which period. Changes the system made on its own — the proportional split when someone gets pinned — show up marked as automatic.
Why the history matters
The goal is the number people are measured against afterwards. If someone lowers it on the 20th, the team goes from behind to on pace without having sold anything more. The history is what makes that conversation possible.