Create sales goals
When your property needs to track targets for individuals or the entire property, an administrator can create user goals and budgets. These targets are used within the Productivity and Pace reports to compare your progress towards meeting your goals and budgets.
You can create the following types of sales goals:
| Type of goal | Description |
|---|---|
| User Goal | This goal type is used for each sales manager. Goals can be based on total room nights or guestroom and event revenue for a specified period. The Productivity report is used to compare booked business with each user's goals. |
| Property Budget - Monthly | This goal type is used for the entire property. Enter the monthly budget of guestroom and event revenue. These goals display in the Budget column in all pace reports. |
| Property Budget - Custom | This goal type is used when your property has targets other than the monthly budget, for example function room rental per quarter. Budget classifications are selected to display the comparison in a separate table at the bottom of the Guestroom and Catering Pace report. |
Some differences exist in the various reports we offer and how they display your budgets and goals. The following table describes where you can find these differences:
| Report name | User goal: New Business | User goal: Consumption | Property budget: Monthly | Property budget: Custom |
| Guestroom & Catering Pace report | Not applicable. | Not applicable. | Budget and comparison display inline by month. | Budget and comparison display in a separate table at the bottom of the report. |
| Guestroom Pace report | Not applicable. | Not applicable. | Budget and comparison display inline by month. | Not available. |
| Catering Pace report | Not applicable. | Not applicable. | Budget and comparison display inline by month. | Budget displays inline by month. A (ü) indicates the revenue classification is part of the total event goal. |
| Productivity report | Goal and comparison display at the bottom of the report. | Goal and comparison display at the bottom of the report. | Not applicable. | Not applicable. |
To create user goals
- Open the property, go to the Sales Goals section, and click New.
- Select to create a User Goal record type.
- Complete the following fields as needed.
Field Description Information Name This is the name of the sales goal. The Name field defaults to the property abbreviation and the consumption date range. If a consumption date range is not entered, the activity date range is used. Goal Classification This is the type of goal defined for the user. The values that display in the Goal Classification field are configured by an administrator. See Overview: Setup values. If a Goal Classification value is not specific to a year or user, it can be used multiple times.
User Select the user for this goal. Property This defaults to the name of the property for this sales goal. Do not change this value. Goal Dates Activity Start Date and Activity End Date Any bookings that are created or modified during this date range are included in the report. Consumption Start Date and Consumption End Date Any roomnights or events that are in-house during this date range are included in the report. Consumption refers to guestrooms and events on a specific date, regardless of the booking's arrival and departure dates. For example, if a booking is in-house December 29–January 2, and you run the report using a consumption date range of December 1–December 31, only those guestrooms or events on December 29-31 display.
Here are some examples of how you might set the activity and consumption date ranges:
To see activity that took place in the month for the month, set both date ranges to the same values.
To see last month's activity for future groups, set the activity dates to last month and the consumption dates to the end of booking time.
Compare Revenue Types Select the revenue types that need to be compared with the goal figure: - Banquet - Catering revenue associated with group bookings.
- Catering - Catering revenue associated with bookings without a guestroom block.
- In-House - Catering revenue associated with internal hotel events.
To select a revenue type, double-click it in the Available list. The revenue type is moved to the Chosen list. Chosen revenue types can be removed by double-clicking them and moving them back to the Available list.
Event Goal Information Definite Event Revenue Enter the goal amount of definite event revenue. All revenue needs to be entered exclusive of taxes, admin charges, and service charges.
Applies to <Revenue Classification> Select the checkboxes to indicate which revenue classifications apply to the definite event revenue goal. The Guestroom and Catering Pace report does not run a comparison for individual revenue classifications, only the total definite revenue for the month.
Guestroom Goal Information Definite Roomnights Enter the definite roomnight goal. Definite Average Rate Enter the definite average room rate goal. All revenue needs to be entered exclusive of taxes, admin charges, or service charges.
- Do one of the following:
- Click Save to save your changes.
- Click Save & New to save your changes and create another sales goal.
- Click Cancel to discard your changes.
The required fields display a red indicator. These fields need to be complete before you can save the record.
To create property budgets - monthly
- Open the property, go to the Sales Goals section, and click New.
- Select to create a Property Budget record type.
- Complete the following fields as needed.
Field Description Information Name When you save the record, the Name field defaults to the property abbreviation and the consumption date range. Budget Classification This field does not apply when creating a monthly budget. Monthly Select this checkbox if you are creating a monthly budget. By selecting this checkbox the Guestroom and Catering Pace display an inline comparison against the monthly budget. The following columns display when the report is run: Budget, Variance (to budget), % (variance to budget), Actual Last Year, and Tentative STLY (same time last year). A property must create monthly budgets to use the Guestroom and Catering Pace report.
Property This field defaults to the name of the property for this sales goal. Do not change this value. Goal Dates Consumption Start Date and Consumption End Date Any roomnights or events that are in-house during this date range are included in the report. Consumption refers to guestrooms and events on a specific date, regardless of the booking's arrival and departure dates. For example, if a booking is in-house December 29–January 2, and you run the report using a consumption date range of December 1–December 31, only those guestrooms or events on December 29-31 display.
Here is some additional information regarding the consumption date range for monthly budgets:
A separate property budget needs to be created for each calendar month. The Guestroom and Catering Pace report does not support multiple budgets in a given month.
Monthly property budgets cannot span multiple months.
Compare Revenue Types This field does not apply when creating a monthly budget. Event Goal Information Definite Event Revenue Enter the goal amount of definite event revenue. All revenue needs to be entered exclusive of taxes, admin charges, or service charges.
Applies to <Revenue Classification> This field does not apply when creating a monthly budget. Guestroom Goal Information Definite Roomnights Enter the definite roomnight goal. Definite Average Rates Enter the definite average room rate goal. All revenue needs to be entered exclusive of taxes, admin charges, or service charges.
- Do one of the following:
- Click Save to save your changes.
- Click Save & New to save your changes and create another sales goal.
- Click Cancel to discard your changes.
The required fields display a red indicator. These fields need to be complete before you can save the record.
To create property budgets - custom
- Open the property, go to the Sales Goals section, and click New.
- Select to create a Property Budget record type.
- Complete the following fields, as needed.
Field Description Information Name When you save the record, the Name field defaults to the property abbreviation and the consumption date range. Budget Classification Select the type of classification for this specific budget. The values that display in the Budget Classification field are configured by an administrator. See Overview: Setup values. If a Budget Classification value is not specific to a year or user, it can be used multiple times.
Monthly This field does not apply when creating a custom budget. Property This field defaults to the name of the property for this sales goal. Do not change this value. Goal Dates Consumption Start Date and Consumption End Date Any roomnights or events that are in-house during this date range are included in the report. Consumption refers to guestrooms and events on a specific date, regardless of the booking's arrival and departure dates. For example, if a booking is in-house December 29–January 2, and you run the report using a consumption date range of December 1–December 31, only those guestrooms or events on December 29-31 display.
As you are creating a custom property budget, the consumption periods can be specifically defined. For example, if you want to track a budget for the whole year, you can assign the consumption dates as January 1 and December 31.
Compare Revenue Types This field does not apply when creating a custom budget. Event Goal Information Definite Event Revenue Enter the goal amount of definite event revenue. All revenue needs to be entered exclusive of taxes, admin charges, or service charges.
Applies to <Revenue Classification> Select each revenue classification to apply to the definite event revenue goal. Guestroom Goal Information Definite Roomnights Enter the definite roomnight goal. Definite Average Rates Enter the definite average room rate goal. All revenue needs to be entered exclusive of taxes, admin charges, or service charges.
- Do one of the following:
- Click Save to save your changes.
- Click Save & New to save your changes and create another sales goal.
- Click Cancel to discard your changes.
The required fields display a red indicator. These fields need to be complete before you can save the record.