Account-level goals and goal measures by activity type
Key Takeaway
An account-level goal is one overall total for an account. To give each activity type its own target for every account, use a standard Account Goal activity plan and add a provider activity goal measure for each activity type.
In Agentforce Life Sciences, an activity plan sets how many activities field reps should perform for each healthcare account during a plan period. The account-level goal is the high-level target. Goal measures split that target into separate targets for each activity type, such as face-to-face visits, remote visits or emails. Provider activity measure types define each activity type and which records count toward it, so attainment is tracked as reps schedule and complete their work.
Goals and goal measures
An activity plan is a blueprint for field reps' interactions with healthcare professionals over a set time period. Each plan sets its targets in layers.
- Account-level goal: a high-level target, such as the total number of activities a rep is expected to perform for an account in the plan. A goal can be product-based or non-product-based.
- Goal measure: a measurable target for one distinct type of sales activity. Goal measures refine the account-level goal, which links the strategic plan to the daily tasks reps perform.
- Product goal measure: an optional layer that links products to the activities defined for each account. Use it when performance must be measured on the product promoted, not only on the activity. In a weighted goal plan, each product can have its own weight.
On its own, an account-level goal is one overall total for the account, with no split by activity type. To give each activity type its own target, you add one goal measure for each activity type.
A plan covers the first quarter. For Lakeview Family Practice, the account-level goal is 10 activities. The brand team wants 6 of them to be phone visits and 4 to be emails. The admin keeps the account-level goal of 10 and adds two goal measures for the account: phone visits with a target of 6, and emails with a target of 4. Each rep now has a phone visit target and an email target for the account, not just a total of 10.