How do I set and track sales targets in TactStack?
Short answer
Work backwards from the revenue you need: average job value, close rate, and appointments held tell you how many leads the month requires. Put those numbers on a dashboard, review them weekly, and let the pipeline show whether this month is already decided.
Before you start
- Revenue recorded against won jobs.
- A pipeline that reflects real stages.
- Average job value by job type.
- A weekly meeting where the numbers get read.
Step by step
- 1
Start with the revenue number
Set the monthly target for the business, then split it by job type or by person.
A target nobody owns is a wish.
- 2
Work backwards to leads
Revenue divided by average job value gives jobs. Jobs divided by close rate gives appointments. Appointments divided by booking rate gives leads.
The lead number is the only one you can influence today.
- 3
Put the chain on a dashboard
Leads, appointments, quotes, wins, and revenue, month to date against target.
You need to see which link in the chain is short.
- 4
Review weekly, not monthly
A month is too late to fix. A week gives you three more chances.
Weekly cadence is what turns a target into behavior.
- 5
Forecast from the pipeline
Weight open opportunities by stage to see the likely close, and compare it to the target.
Forecasting exposes a bad month while you can still change it.
- 6
Adjust the input, not the target
If leads are short, that is a marketing action. If close rate is short, that is a coaching action.
Naming the specific gap is what makes the response obvious.
What good looks like
- Everyone knows the number and the activity behind it.
- Shortfalls appear weeks before month end.
- Marketing and sales problems get told apart.
- Forecasts come from the pipeline, not from optimism.
Common mistakes
The ways this goes wrong in sales, and what to do instead.
Only tracking revenue›
By the time revenue is short, the month is over.
Do this instead: Track the full chain from leads through wins so the leading indicators show first.
Targets set with no math›
A number pulled from the air gets ignored by the second week.
Do this instead: Derive the target from average job value, close rate, and lead volume.
A dashboard nobody opens›
Reporting without a meeting changes nothing.
Do this instead: Put the dashboard on a standing weekly agenda with one owner per number.
Frequently asked
5 questions about set and track sales targetsRelated guides
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