Set a target and see your coverage
MarqIQ cannot read the number your sales team is held to from a CRM, so you save it once. Ask then sets what has been won, and the pipeline still open, against it: how far you are, whether the pace is right and how many times the open pipeline covers what is left to win. If you only want what the closed deals say about winning, ask “what is our win rate” instead — that needs no target.
Before you start
Calendar periods only
A target is saved for a calendar year, a quarter or a month. MarqIQ has no fiscal-year setting, so if your year starts in another month, save a target for each month and ask by month.
One currency for each target
A target has its own currency and is set against the deals in that currency only. MarqIQ never adds or converts across currencies: deals in another currency are listed apart, with their deals counted.
Permissions required
Saving, changing or removing a target needs Edit on Workspace Settings. Everyone else keeps the rest of the business profile as they had it; their save leaves the targets as they are and says so.
Save the target
Open Suggested Plan for your CRM.
Open Insights in the left-hand menu, then Suggested Plan, and pick your CRM along the top.
Click Tell us, or Update if you have answered before.
It is on the card that starts Tell us about the business. The form opens in a window.
Scroll to Revenue targets and click Add a target.
Choose the period, the amount to win and the currency.
The amount is what you aim to win, counted by the date a deal closes. The currency is three letters, such as USD.
Choose The whole team, or pick a rep.
Reps are the owners of the deals in your CRM, named as your CRM names them. One target for the team is enough to start. A target for each rep gives attainment by rep. You can save one target for each period and each rep, up to 60.
Click Save and rebuild the plan.
MarqIQ records who saved each target and when, and Ask says so in its answer.
Ask about it
| Ask | What you get |
|---|---|
| “Are we going to hit the number”, “how far are we from target” | What has been won of the target, with the deals it rests on and the share of the period that has gone. It does not say the target will be hit: that depends on how much of the open pipeline closes. |
| “Pipeline coverage for Q4”, “do we have 3x coverage” | The open pipeline that is due in the period, against what is still to win, as a multiple. Say a multiple and the answer is set against it. |
| “How much pipeline do we need”, “do we have enough pipeline for next quarter” | What is still to win, divided by the rate at which you have won, and how much pipeline that leaves to build. A quarter that has not started is read as well. |
| “Attainment by rep”, “quota attainment for” a rep, “how many reps hit quota” | Each rep against their own target. A rep with no target is listed with what they won and “No target saved”. With a team target and none per rep, each rep’s share of the team target is shown. |
| “What is our quota for this quarter” | The target that is saved, who saved it and when. |
How the figures are counted
- Won is the amount of the deals marked won whose close date is in the period. Every amount prints the number of deals it rests on, and how many of them carry an amount.
- Open pipeline is the open deals whose close date falls from today (or the period’s first day) to its last day. Open deals past their close date, or with none, are shown apart and are not counted as coverage. A lead kept in the deal list, as Pipedrive does, is not a deal.
- Coverage is the open pipeline divided by what is still to win.
- What you usually win is the won amount divided by the won and lost amount of the closed deals that carry one, over the last 12 months when they number 30 or more, and over every closed deal when they do not. Under 30 deals the answer says it is a count and not a rate to plan on, in the sentence that carries the figure.
- Pace assumes the target is earned evenly across the period. A target is never divided into a shorter period: ask for a month when only a quarter is saved and Ask says so, and shows what is won of the quarter’s target.
A goal you wrote is offered, not used
If your business profile has a goal such as “Close $500k in Q4”, Ask names it and asks whether it is the number. It is never used as a target until you save it as one. MarqIQ does not read the goals set inside your CRM yet.
If it did not work
Ask says “I don’t hold your number yet”
Why: No target is saved for the period you asked about, or for the quarter, year or month that holds it. Ask checks only what you saved in MarqIQ.
Fix: Save a target for that period under Revenue targets, as above.
You saved a target and the form says it was not saved
Why: Your role does not hold Edit on Workspace Settings, the form was opened before someone else saved targets, or the target was not valid: it needs a calendar period, an amount above zero, a three-letter currency and no second target for the same period and rep.
Fix: Ask a Workspace Admin to save it, or open the form again and repeat the change. The message under Save and rebuild the plan says which.
Ask says your target and your deals are in different currencies
Why: The target is in one currency and the deals in your CRM are in another. MarqIQ does not convert.
Fix: Save the target in the currency of the deals.
Next steps
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