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Setting Goals for Your Agents and Your Team
Setting Goals for Your Agents and Your Team
Alex Masterson avatar
Written by Alex Masterson
Updated over a week ago

Topics in this article:

  • Using the Goal Calculator to Set Goals

  • Adjusting Production Goal Numbers

  • Understanding Goal Driver Calculations

Use the table of contents on the right side of the screen to jump to a particular topic.

Using the Goal Calculator to Set Goals

1. Go to Account > Goals.

2. Click the Edit With Goal Calculator button. This opens the Goal Calculator.

3. In the Goal Settings section at the top, define your scope and target year using the following fields:

  • Scope: Select the team, group, or individual that you want to set goals for.

  • Set Goals For: Choose the year you want to set goals for.

4. In the Goal Drivers section, use the Begin with numbers based on field and the Reference Year field to create a quick starting point for your goals.

More About Goal Drivers

To save time, you can use numbers from previous years to create current goals. When you pick a scope (team, group, etc.) and a year from the drop-downs (see the screenshot above), the calculator looks at the results of that year. It then autofills all the Goal Driver fields with what would need to be achieved in order to accomplish the same results.

Don't worry if a previous year's results aren't exactly what you want for the current year. These 2 drop-downs give you access to goals that you can adjust however you want.

Understanding the "Saved Goals" Option

In the Begin with numbers based on drop-down, you can select the Save Goals option.

Select this option if you want to know the last goals you saved. Each time you click the Save Changes button on the calculator, a new set of numbers is copied to this option.

5. Make any changes to the Goal Driver fields.

ℹ️ Note

Your goals appear on the right in the Goal Summary section. As you tweak the driver fields, the goals update automatically.

6. In the Goal Summary section, you can tweak any of the monthly or yearly goals. Changing a monthly goal automatically adjusts the yearly goal and vice versa.

7. At the bottom of the Goal Summary section, adjust the growth slider if you want to increase all your goals by a certain percentage.

8. When finished, click the Save Changes button. The columns below the calculator are now filled with numbers from the goal calculator.

9. You can further adjust your numbers in the columns below the goal calculator. Don't forget that you can set Activity goals as well!

📖 Note

To learn more about all the ways you can adjust goals on the Goals screen, check out the section in this article called Adjusting Production Goal Numbers.

10. When finished, click the Save Goals button on the right side of the screen.

⚠️ Important Note!

Your goals aren't saved until you click the "Save Goals" button!

Adjusting Production Goal Numbers

There are 4 ways to adjust your goal numbers:

  • Auto Adjust

  • Adjust Seasonality

  • Adjust numbers manually

  • Copy to month

Auto Adjust

"Auto Adjust" is on when the checkbox is checked.

When Auto Adjust is on, you can make a change to a number in a column, and Sisu will adjust the rest of that month's numbers according to the data in the Goal Driver section of your Goal Calculator. We recommend you always keep this on so your monthly numbers will always lead you to your yearly goals.

Adjust Seasonality

If you have some months that are busier than others, you can turn on Seasonality and then adjust each month (and all its goals) by a percentage.

When Seasonality is enabled, you can see a percent at the top of each month's column. This is the month's percentage of the year's total goal. So if you see 10% at the top of January, you know that each monthly goal in January is 10% of the corresponding goal for the year. For example, if you have a goal to make 90 million in volume this year, January will show 9 million for your Closed Volume goal (10% of 90 = 9). Adjusting the percent in January's column will adjust all of that month's goals accordingly.

Seasonality Example

Let's look at the monthly percents found at the top of this screenshot.

Each month is assigned a percent of 8.65%. This is because each goal in the months shown above is 8.65% of the yearly goal. That means that $333,750 (the first number in each column) is 8.65% of the yearly goal for Closed GCI, and $12,500,000 is 8.65% of the yearly goal for Closed Volume and so on.

Let's now assume that I'm setting goals for a new year, and last year I learned that April is slower and July is busier. I want this reflected in my goals. You can change April's percent to 6.65% and July's to 10.65%. This automatically decreases all of April's numbers by 2% and increases all of July's by 2%.

Adjust Numbers Manually

If you want to be able to adjust specific numbers without other numbers changing, you can certainly do that. Just uncheck the Auto Adjust checkbox. However, be aware that when Auto Adjust is off, Sisu can't help you make sure that all your monthly goals add up to your yearly goals.

Copy to Month

At the bottom of each column, you'll find a drop-down arrow.

Click this arrow to see 2 "copy" options:

  • Copy to Next Month: Click this to copy all of this month's goals to the next month.

  • Copy to All: Click this to copy a single month's goals to all months in the year.

Understanding Goal Driver Calculations

This is a list of all goal drivers. You can find all the numbers that appear in goal drivers by using the Snapshot, the Dashboard, and the Dashboard click-throughs.

Team Goal Drivers (based on team numbers)

When you've selected your team as your scope, you'll see team goal drivers load into the Goal Drivers section. These goal drivers will help build a set of monthly and yearly goals (found on the right). When you choose to base your driver numbers on your team, the goal drivers fill with team data that already exists in Sisu. In this scenario, the goal calculator drop-downs will look something like this:

What if I don't base my team goal drivers on team numbers?

While you can base your team drivers on team numbers, you can also base them on platform numbers or saved goals.

So how are the numbers different if you select these other options?

  • Platform numbers are calculated in a similar way as team numbers, but instead of looking at a single team, we factor in all of our teams' results.

  • Saved Goals are simply the last numbers you saved in the goal calculator. These numbers change each time you save a different set of goals in the goal calculator.

To help you understand the places these numbers are found, check out the sections below.

Team Goal Drivers

Average Price Point

You can find the Average Price Point on your team's YTD Dashboard. For help finding it, use the steps below.

1. Go to Dashboards > Team Dashboard. The Circles Dashboard is selected by default.

2. Verify that the selected year at the top of the Dashboard matches the selected year in the Goal Drivers section of the Goal Calculator.

3. Select the YTD Dashboard tab at the top of the screen.

4. The Average Price Point is on the AVG Price tile.

Team Volume

You can find Team Volume on your team's Circles Dashboard. For help finding it, use the steps below.

1. Go to Dashboards > Team Dashboard. The Circles Dashboard is selected by default.

2. Verify that the selected year at the top of the Dashboard matches the selected year in the Goal Drivers section of the Goal Calculator.

3. The Team Volume is on the YTD Closed Volume tile.

Team Split %

1. Go to Dashboards > Team Dashboard. The Circles Dashboard is selected by default.

2. Verify that the selected year at the top of the Dashboard matches the selected year in the Goal Drivers section of the Goal Calculator.

3. Click the clickable number on the YTD Closed Units tile. This opens the Transactions screen.

4. Use the available tiles to do the following calculations:

  • Total GCI tile - Gross Agent Paid Income tile = X

  • (X / Total GCI tile) times 100 = Team Split %

Average GCI %

You can find the Average GCI % on your team's YTD Dashboard. For help finding it, use the steps below.

1. Go to Dashboards > Team Dashboard. The Circles Dashboard is selected by default.

2. Verify that the selected year at the top of the Dashboard matches the selected year in the Goal Drivers section of the Goal Calculator.

3. Select the YTD Dashboard tab at the top of the screen.

4. The Average GCI % is on the AVG GCI % tile.

% of your Business that are Buyers

1. Go to Dashboards > Snapshot.

2. Verify that the selected year at the top of the Snapshot matches the selected year in the Goal Drivers section of the Goal Calculator.

3. Using the YTD Closed tile, do the following calculation:

  • (# of buyers / total units closed) times 100

Under Contract to Closed

You can find this information on your team's Circles Dashboard. For help finding it, use the steps below.

1. Go to Dashboards > Team Dashboard. The Circles Dashboard is selected by default.

2. Verify that the selected year at the top of the Dashboard matches the selected year in the Goal Drivers section of the Goal Calculator.

3. Take the average of the 2 percents located between the Under Contract circles and the Closed circles.

Signed to Under Contract

You can find this information on your team's Circles Dashboard. For help finding it, use the steps below.

1. Go to Dashboards > Team Dashboard. The Circles Dashboard is selected by default.

2. Verify that the selected year at the top of the Dashboard matches the selected year in the Goal Drivers section of the Goal Calculator.

3. Take the average of the 2 percents located between the Signed circles and the Under Contract circles.

Appointment Met to Signed

You can find this information on your team's Circles Dashboard. For help finding it, use the steps below.

1. Go to Dashboards > Team Dashboard. The Circles Dashboard is selected by default.

2. Verify that the selected year at the top of the Dashboard matches the selected year in the Goal Drivers section of the Goal Calculator.

3. Take the average of the 2 percents located between the Appointments Met circles and the Signed circles.

Appointment Set to Appointment Met

You can find this information on your team's Circles Dashboard. For help finding it, use the steps below.

1. Go to Dashboards > Team Dashboard. The Circles Dashboard is selected by default.

2. Verify that the selected year at the top of the Dashboard matches the selected year in the Goal Drivers section of the Goal Calculator.

3. Take the average of the 2 percents located between the Appointments Set circles and the Appointments Met circles.

Conversations to Appointment Set

You can find this information on your team's Circles Dashboard. For help finding it, use the steps below.

1. Go to Dashboards > Team Dashboard. The Circles Dashboard is selected by default.

2. Verify that the selected year at the top of the Dashboard matches the selected year in the Goal Drivers section of the Goal Calculator.

3. You can find this metric between the Conversations circle and the Appointments Set circles.

Group Goal Drivers (based on group numbers)

When you've selected a group as your scope, you'll see group goal drivers load into the Goal Drivers section. These goal drivers will help build a set of monthly and yearly goals (found on the right). When you choose to base your driver numbers on a group, the goal drivers fill with group data that already exists in Sisu. In this scenario, the goal calculator drop-downs will look something like this:

What if I don't base my group goal drivers on group numbers?

While you can base your group drivers on group numbers, you can also base them on platform numbers, team numbers, or saved goals.

So how are the numbers different if you select these other options?

  • Platform numbers are calculated in a similar way as agent numbers, but instead of looking at a single agent, we factor in all of our users' results.

  • Team numbers come from the results of the group's team instead of the group's results. To learn more about how team goal drivers are calculated, check out the Team Goal Driver section in this article.

  • Saved Goals are simply the last numbers you saved in the goal calculator. These numbers change each time you save a different set of goals in the goal calculator.

To help you understand the places these numbers are found, check out the sections below.

Group Goal Drivers

Average Price Point

You can find the Average Price Point on your group's YTD Dashboard. For help finding it, use the steps below.

1. Go to Dashboards > Team Dashboard. The Circles Dashboard is selected by default.

2. Click the Scope drop-down at the top of the screen and select a group from the list.

3. Verify that the selected year at the top of the Dashboard matches the selected year in the Goal Drivers section of the Goal Calculator.

4. Select the YTD Dashboard tab at the top of the screen.

5. The Average Price Point is on the AVG Price tile.

Group Volume

You can find your Group Volume on your group's Circles Dashboard. For help finding it, use the steps below.

1. Go to Dashboards > Team Dashboard. The Circles Dashboard is selected by default.

2. Click the Scope drop-down at the top of the screen and select a group from the list.

3. Verify that the selected year at the top of the Dashboard matches the selected year in the Goal Drivers section of the Goal Calculator.

3. The Group Volume is on the YTD Closed Volume tile.

Team Split Percent

1. Go to Dashboards > Team Dashboard. The Circles Dashboard is selected by default.

2. Click the Scope drop-down at the top of the screen and select a group from the list.

3. Verify that the selected year at the top of the Dashboard matches the selected year in the Goal Drivers section of the Goal Calculator.

4. Click the clickable number on the YTD Closed Units tile. This opens the Transactions screen.

5. Use the available tiles to do the following calculations:

  • Total GCI tile - Gross Agent Paid Income tile = X

  • (X / Total GCI tile) times 100 = Team Split %

Average GCI %

You can find the Average GCI % on your group's YTD Dashboard. For help finding it, use the steps below.

1. Go to Dashboards > Team Dashboard. The Circles Dashboard is selected by default.

2. Click the Scope drop-down at the top of the screen and select a group from the list.

3. Verify that the selected year at the top of the Dashboard matches the selected year in the Goal Drivers section of the Goal Calculator.

4. Select the YTD Dashboard tab at the top of the screen.

5. The Average GCI % is on the AVG GCI % tile.

% of your Business that are Buyers

1. Go to Dashboards > Snapshot.

2. Click the Scope drop-down at the top of the screen and select a group from the list.

3. Verify that the selected year at the top of the Snapshot matches the selected year in the Goal Drivers section of the Goal Calculator.

4. Using the YTD Closed tile, do the following calculation:

  • (# of buyers / total units closed) times 100

Under Contract to Closed

You can find this information on your group's Circles Dashboard. For help finding it, use the steps below.

1. Go to Dashboards > Team Dashboard. The Circles Dashboard is selected by default.

2. Click the Scope drop-down at the top of the screen and select a group from the list.

3. Verify that the selected year at the top of the Dashboard matches the selected year in the Goal Drivers section of the Goal Calculator.

4. Take the average of the 2 percents located between the Under Contract circles and the Closed circles.

Signed to Under Contract

You can find this information on your group's Circles Dashboard. For help finding it, use the steps below.

1. Go to Dashboards > Team Dashboard. The Circles Dashboard is selected by default.

2. Click the Scope drop-down at the top of the screen and select a group from the list.

3. Verify that the selected year at the top of the Dashboard matches the selected year in the Goal Drivers section of the Goal Calculator.

4. Take the average of the 2 percents located between the Signed circles and the Under Contract circles.

Appointment Met to Signed

You can find this information on your group's Circles Dashboard. For help finding it, use the steps below.

1. Go to Dashboards > Team Dashboard. The Circles Dashboard is selected by default.

2. Click the Scope drop-down at the top of the screen and select a group from the list.

3. Verify that the selected year at the top of the Dashboard matches the selected year in the Goal Drivers section of the Goal Calculator.

4. Take the average of the 2 percents located between the Appointments Met circles and the Signed circles.

Appointment Set to Appointment Met

You can find this information on your group's Circles Dashboard. For help finding it, use the steps below.

1. Go to Dashboards > Team Dashboard. The Circles Dashboard is selected by default.

2. Click the Scope drop-down at the top of the screen and select a group from the list.

3. Verify that the selected year at the top of the Dashboard matches the selected year in the Goal Drivers section of the Goal Calculator.

4. Take the average of the 2 percents located between the Appointments Set circles and the Appointments Met circles.

Conversations to Appointment Set

You can find this information on your group's Circles Dashboard. For help finding it, use the steps below.

1. Go to Dashboards > Team Dashboard. The Circles Dashboard is selected by default.

2. Click the Scope drop-down at the top of the screen and select a group from the list.

3. Verify that the selected year at the top of the Dashboard matches the selected year in the Goal Drivers section of the Goal Calculator.

4. You can find this metric between the Conversations circle and the Appointments Set circles.

Agent and ISA Goal Drivers (based on agent numbers)

When you've selected an agent as your scope, you'll see agent goal drivers load into the Goal Drivers section. These goal drivers will help build a set of monthly and yearly goals (found on the right). When you choose to base your driver numbers on that agent, the goal drivers fill with the agent's data, which already exists in Sisu. In this scenario, the goal calculator drop-downs will look something like this:

What if I don't base my agent goal drivers on agent numbers?

While you can base your agent drivers on agent numbers, you can also base them on platform numbers, team numbers, group numbers, or saved goals.

So how are the numbers different if you select these other options?

  • Platform numbers are calculated in a similar way as agent numbers, but instead of looking at a single agent, we factor in all of our users' results.

  • Team numbers come from the results of the agent's team instead of their individual results. To learn more about how those are calculated, check out the Team Goal Driver section in this article. Note that the Gross Agent Paid Income driver and the Agent Split / Paid Income % driver (see the screenshot above) are specific to agents and are calculated in a unique way when agent drivers are based on the team. You can learn more about these by checking out the Gross Agent Paid Income section and Agent Split / Paid Income % sections below.

  • Group numbers come from the results of a specific group. To learn more about how group goal drivers are calculated, check out the Group Goal Drivers section in this article. Note that the Gross Agent Paid Income driver and the Agent Split / Paid Income % driver (see the screenshot above) are specific to agents and are calculated in a unique way when agent drivers are based on a group. You can learn more about these by checking out the Gross Agent Paid Income section and Agent Split / Paid Income % sections below.

  • Saved Goals are simply the last numbers you saved in the goal calculator. These numbers change each time you save a different set of goals in the goal calculator.

To help you understand the places these numbers are found, check out the sections below.

Agent and ISA Goal Drivers

Average Price Point

Individuals can find the Average Price Point on their YTD Dashboard. For help finding it, use the steps below.

1. The agent (or ISA) logs into Sisu.

2. The individual goes to Dashboards > Personal Dashboard. The Circles Dashboard is selected by default.

3. The individual needs to verify that the selected year at the top of the Dashboard matches the selected year in the Goal Drivers section of the Goal Calculator.

4. The individual selects the YTD Dashboard tab at the top of the screen.

5. The Average Price Point of the individual is on the AVG Price tile.

Gross Agent Paid Income

1. The agent or ISA logs into Sisu.

2. The individual goes to Dashboards > Personal Dashboard. The Circles Dashboard is selected by default.

3. The individual needs to verify that the selected year at the top of the Dashboard matches the selected year in the Goal Drivers section of the Goal Calculator.

4. The individual clicks the clickable number in the YTD Closed Units tile at the top of the screen. This opens the Transaction screen.

5. The Gross Agent Paid Income of the individual is on the Gross Agent Paid Income tile.

ℹ️ Note

When you base your agent drivers on team or group numbers, this field is calculated differently. In these scenarios, this field is calculated as follows:

  • sum of all the team's (or group's) Gross Agent Paid Income for the selected year / the number of agents that had a closing during that timeframe = Gross Agent Paid Income

Agent Split / Paid Income %

1. The agent or ISA logs into Sisu.

2. The individual goes to Dashboards > Personal Dashboard. The Circles Dashboard is selected by default.

3. The individual needs to verify that the selected year at the top of the Dashboard matches the selected year in the Goal Drivers section of the Goal Calculator.

4. Click the clickable number on the YTD Closed Units tile. This opens the Transactions screen.

5. Use the available tiles to do the following calculations:

  • (Gross Agent Paid Income tile / Total GCI tile) times 100 = Agent Split / Paid Income %

ℹ️ Note

When you base your agent drivers on team or group numbers, this field is calculated differently. In this scenario, the team's (or group's) total Gross Agent Paid Income is used instead of an individual's.

Average GCI %

Individuals can find the Average GCI % on their YTD Dashboard. For help finding it, use the steps below.

1. The agent or ISA logs into Sisu.

2. The individual goes to Dashboards > Personal Dashboard. The Circles Dashboard is selected by default.

3. The individual needs to verify that the selected year at the top of the Dashboard matches the selected year in the Goal Drivers section of the Goal Calculator.

4. The individual selects the YTD Dashboard tab at the top of the screen.

5. The Average GCI % of the individual is on the AVG GCI % tile.

% of your Business that are Buyers

1. The agent or ISA logs into Sisu.

2. In the sidebar on the left, the individual goes to Dashboards > Snapshot.

3. The individual needs to verify that the selected year at the top of the Snapshot matches the selected year in the Goal Drivers section of the Goal Calculator.

4. Using the YTD Closed tile, do the following calculation:

  • (# of buyers / total units closed) times 100

Under Contract to Closed

Individuals can find this information on their Circles Dashboard. For help finding it, use the steps below.

1. The agent or ISA logs into Sisu.

2. The individual goes to Dashboards > Personal Dashboard. The Circles Dashboard is selected by default.

3. The individual needs to verify that the selected year at the top of the Dashboard matches the selected year in the Goal Drivers section of the Goal Calculator.

4. Take the average of the 2 percents located between the Under Contact circles and the Closed circles.

Signed to Under Contract

Individuals can find this information on their Circles Dashboard. For help finding it, use the steps below

1. The agent or ISA logs into Sisu.

2. The individual goes to Dashboards > Personal Dashboard. The Circles Dashboard is selected by default.

3. The individual needs to verify that the selected year at the top of the Dashboard matches the selected year in the Goal Drivers section of the Goal Calculator.

4. Take the average of the 2 percents located between the Signed circles and the Under Contract circles.

Appointment Met to Signed

Individuals can find this information on their Circles Dashboard. For help finding it, use the steps below

1. The agent or ISA logs into Sisu.

2. The individual goes to Dashboards > Personal Dashboard. The Circles Dashboard is selected by default.

3. The individual needs to verify that the selected year at the top of the Dashboard matches the selected year in the Goal Drivers section of the Goal Calculator.

4. Take the average of the 2 percents located between the Appointments Met circles and the Signed circles.

Appointment Set to Appointment Met

Individuals can find this information on their Circles Dashboard. For help finding it, use the steps below

1. The agent or ISA logs into Sisu.

2. The individual goes to Dashboards > Personal Dashboard. The Circles Dashboard is selected by default.

3. The individual needs to verify that the selected year at the top of the Dashboard matches the selected year in the Goal Drivers section of the Goal Calculator.

4. Take the average of the 2 percents located between the Appointments Set circles and the Appointments Met circles.

Conversations to Appointment Set

Individuals can find this information on their Circles Dashboard. For help finding it, use the steps below

1. The agent or ISA logs into Sisu.

2. The individual goes to Dashboards > Personal Dashboard. The Circles Dashboard is selected by default.

3. The individual needs to verify that the selected year at the top of the Dashboard matches the selected year in the Goal Drivers section of the Goal Calculator.

4. You can find this metric between the Conversations circle and the Appointments Set circles.

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