Set and Track Team Goals in Apollo

Article author
Brandan Blevins
Updated

Overview

 

Your sales teams have ambitious goals to meet, whether that be scheduling a certain number of meetings or sending a certain number of emails to prospects. Apollo’s goal tracking helps your teams meet those goals.

Sales managers can set goals for emails sent and meetings scheduled. Sales managers set goals for their entire team, so these goals should be applied to all team members at the same time. Then, the Apollo control center shows how the team is progressing against those goals.

Team goals overview.

The following sections detail how to set goals for your team in Apollo and track those goals.

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Step 1: Map Salesforce Stages to Apollo

 
Salesforce Integration Required

Apollo relies on Salesforce stages to track the goals you set, which means you need to integrate Salesforce to Apollo to use this feature. Refer to Connect Apollo to Your Salesforce Account to get started setting up the integration.

To map your Salesforce stages to Apollo:

  1. Launch Apollo and click SettingsGoals.
  2. Click the checkbox for each stage you want to map from Salesforce to Apollo. Then, click Save. Map Salesforce stages to Apollo.

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Step 2: Set Goals in Apollo

To set goals for your team:

  1. Launch Apollo and click Home.
  2. Make sure that you are in the Sales manager control center. Access the Sales manager control center.
  3. Click Set goal. Set a goal.
  4. Enter a name for your goal, add the team members you want to measure against the goal, and decide whether you want to measure on a weekly, monthly, or quarterly basis.

    Then, click Next. Enter your team details.
     
    There is No I in Team

    Team goals are truly for the entire team. The goals you set are for the team as a whole, not for individuals.

    For example, if you set a weekly goal of 50 emails for 5 team members, the 5 individuals need to combine to send a total of 50 emails. If a single team member sends 20 emails, they have contributed 40% towards your weekly email goal!

  5. Set your team goals for emails sent and, if you choose, meetings set. You are not required to set a goal for meetings. To better inform your decisions, Apollo shows the previous performance of your selected team members in terms of average meetings set and emails sent. This data includes up to 200 previous instances of the timeframe you set, whether that be weeks, months, or quarters.

    You can also choose to receive email updates about how the team is progressing towards the goals set.

    Then, click Next. Set goals for your team.
  6. To measure the performance of the emails your team sends, set a benchmark percentage for each of the 4 email rates benchmarks. All email benchmarks need to be set to a number above 0.

    Toggle the Email notification slider on to receive email updates for a specific rate. If you opted out of Apollo emails in the past, updating the email notification preferences will resubscribe you only to the email notifications that you choose here.

    Then, click Next. Set email rates benchmarks.
  7. Review the details of your goal. If your selections look accurate, click Save. Save your entries.

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Review Goals Progress for Team

You’ve set goals for your team. Now you want to see how the team is progressing against those goals.

To view your team’s progress, launch Apollo and click Home. Then, make sure that you are in the Sales manager control center.

From here, you can view how many meetings your team has scheduled and how many emails they’ve sent. The percentages show how close the team is to meeting each goal based on the timeframe you chose.

Review your team's progress against goals.

 
Patience is a Virtue

Goal data refreshes on its own every 10 minutes. So relax, take a coffee break, and come back in 10 for the latest information.

You can also view the email rates funnel to see how your team is progressing against each of the 4 email benchmark rates you set. The benchmark line (orange) shows where each rate was set as a percentage, and the current line (blue) shows how the team currently measures against each of those benchmarks.

Review the email rates for your team.

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Review Goals Progress for Individuals

You’ve reviewed the progress your team is making against goals, and now you want to understand how each member of your team is contributing to meeting those goals. The goal dashboard page makes that information available to you.

To access the goal dashboard page:

  1. Launch Apollo and click Home.
  2. Make sure that you are in the Sales manager control center.
  3. Click View individual performance. View the performance of members of your team.
  4. Click Run to refresh the data on the page.

    The Meetings Set By Goal Users and Emails Sent By Goals Users charts shows how individuals on your team are helping to meet team goals. Caption

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Update Goals

Have members of your team changed? Is your team smashing the goals you’ve set and you want to aim higher? If so, you’ll want to update the goals for your team.

To edit an existing goal:

  1. Launch Apollo and click Home.
  2. Make sure that you are in the Sales manager control center.
  3. Click Edit goal. Update your team's goal.
  4. Make changes to your current goals for your team. To help set your goals, Apollo provides you with historic data that shows the average meetings booked and emails sent across your selected team members. This data includes up to 200 previous instances of the timeframe you set, whether that be weeks, months, or quarters.

    After making changes to each section, click Update to save those changes. Save your goal changes.
  5. With all updates made, click Save.

Your updated goals should now reflect in both the email notifications you chose to receive and in the Home tab of Apollo.

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Delete Goals

To delete goals:

  1. Launch Apollo and click Home.
  2. Make sure that you are in the Sales manager control center.
  3. Click Edit goal. Delete your team's goals.
  4. Click Delete. Delete goals.
  5. Click Delete again.

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Understand Team Goal Metrics Calculations

The meetings set goal metrics are based on your mappings from Opportunity stages. Apollo calculates the number of meetings that have been set in the designated time period.

The email rates benchmark metrics vary based on how each benchmark is calculated:

  • Deliver rate: The number of emails that have been delivered divided by the number of emails that have been sent. For example, 100 emails delivered / 105 emails sent = 95% deliver rate.
  • Open rate: The number of emails that have been opened divided by the number of emails that have been delivered.
  • Reply rate: The number of emails that have received replies divided by the number of emails that have been delivered.
  • Interested rate: The number of emails that have been marked as interested divided by the number of positive replies and/or meetings booked.

You might see differences in open, reply, and interested rates when comparing them in the Apollo Control Center and sequence reports.

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