Sales Target Planning
Sets and tracks sales targets by breaking annual goals into monthly and daily paces. Performs gap analysis to show whether current performance is on track and what adjustments are needed to hit the target.
Sales - Sales Target Planning.xlsx
Excel (.xlsx) — No macros — Works in Excel, Google Sheets, LibreOffice
What This Spreadsheet Solves
- Annual targets set without a clear monthly or daily breakdown
- No gap analysis showing the distance between current pace and required pace
- Inability to adjust targets mid-period based on actual performance
- Difficulty distributing targets across team members based on capacity
- No visibility into whether the team will hit the goal at current velocity
Who This Is For
- Sales managers setting team and individual targets
- VP of Sales breaking annual goals into quarterly plans
- Sales reps tracking their own progress against quota
- Revenue operations teams building target allocation models
Inputs
- $Annual Revenue Target
- $Current Month Closed Revenue
- #Selling Days Remaining in Period
- #Number of Sales Reps
- $Average Deal Size
Outputs
- Monthly Target Breakdown
- Daily Revenue Pace Required
- Current Gap to Target
- Deals Needed to Close Gap
- Per-Rep Target
- On-Track / Off-Track Status
How Calculations Work
The annual target is divided into monthly targets, optionally adjusted for seasonality in CONFIG. The daily pace divides the remaining monthly target by selling days left. Gap analysis subtracts closed revenue from the monthly target. Deals needed divides the gap by average deal size. Per-rep targets divide the monthly target by the number of reps. Status is on-track if closed revenue is at or above the pro-rated daily pace.
Example Use Case
Scenario: Annual target: $2.4M. Current month (March): $120K closed so far, 12 selling days remaining, 4 reps, $15K average deal size. Monthly target: $200K.
Result: Monthly target: $200K. Gap: $80K. Daily pace required: $6.7K/day. Deals needed: 5.3 (round to 6). Per-rep target: $50K/month ($20K remaining per rep). Status: Off-track (need to accelerate).
What You Get — 5 Sheets
Technical Details
Frequently Asked Questions
How are monthly targets distributed across the year?
By default, equally (annual target / 12). Enable seasonal adjustment in CONFIG to weight certain months higher or lower based on historical patterns.
What counts as a selling day?
Business days minus company holidays. Configure your holiday calendar in CONFIG. The default is 22 selling days per month.
Can I allocate different targets to different reps?
Yes. Set per-rep weighting in CONFIG (e.g., senior rep gets 30% of team target, junior rep gets 20%). The model distributes accordingly.
How often should I update the actuals?
Daily or at minimum weekly. The gap analysis and pace tracking are only useful if current revenue data is up to date.
What if we are off-track mid-quarter?
The model recalculates the required daily pace for remaining days. If the pace is unrealistic, it flags that the target may need to be revised or additional resources deployed.
Download Sales Target Planning
Ready to use immediately. Enter your data in the INPUT sheet, see results in OUTPUT.