Configuring Goals and Quotas

If you're trying to set up activity-based goals or sales quotas to measure performance in Bullhorn ATS, this guide is where you'll learn how to do it. It will walk you through everything you need to know about understanding, adding, and managing goals and quotas for your users.

You can implement the restrictions or to add the list to your menu by contacting Bullhorn Support.

Common Scenarios for Using Goals and Quotas

You might need to configure goals or quotas in Bullhorn for a variety of common situations. Here are a few examples of what you can accomplish:

Track how many candidates or jobs your recruiters add each week.
Set up custom goals to measure specific activities, like a certain number of client visits or interviews scheduled.
Monitor sales team performance against quarterly revenue targets.
Add a new quota for a specific user to track their performance for the current year.

Understanding and Creating Goals

Use these steps to create and track custom activities, like adding specific notes or appointments. You can also monitor standard recruiting metrics, such as the number of candidates added or client submissions.

Standard Goals

Bullhorn offers preset recruiting goals for common activities. These goals are automatically calculated for the user associated with a record, regardless of who originally created it.

Candidates Added: Counts for the owner of the candidate record.
Client Submissions Added: Counts for the user who creates the client submission.
Jobs Added: Counts for the owner of the job record.
Placements Added: Counts for the job owner and the user listed in the job's Assignment field.

Submissions Added: Counts for the user specified in the submission's Added By field.

Creating Custom Activity Goals

If a standard goal doesn't fit your needs, you can create a custom activity goal based on specific note or appointment types. This helps you track unique activities, such as client visits or interviews.

From the Bullhorn Menu, navigate to the Goals & Quotas list and click the Settings button in the top right.
Select the Activity Goals section.
In the Goals field, enter a clear name for your goal (e.g., "Client Visits" or "Interviews Scheduled").
From the Note Type(s) / Appointment Type(s) drop-down, select up to five note and/or appointment type(s) corresponding to this goal.
If you need to create more goals, repeat steps 4 and 5.
Click Save.

To save an activity goal, you must enter a name and select at least one note or appointment type. A maximum of 5 types can be selected. An error will display if these requirements aren’t met.

Adding or Deleting Goals for Users

Once your custom goals are configured, you can assign them to specific users on a weekly or monthly basis. This allows you to set clear performance targets and track progress.

Adding a Goal

On the Goals & Quotas list, click the Goals button.
Select +Add Goal.
Select either Weekly or Monthly. The goal will automatically recur for the selected period until you modify or delete it.
From the Activity drop-down, select the goal you want to measure.
From the User picker, find and select the applicable user.
In the Goal field, enter the target number of actions or records for this user.
If necessary, repeat steps 4-6 for additional users.
Click Save.

Deleting a Goal

On the Goals & Quotas list, select the checkbox next to each goal you want to delete.
From the Selected drop down, choose Mass Delete.

You can delete a maximum of 50 goals at one time.

Understanding and Adding Quotas

Quotas allow you to track revenue generated from closed opportunities in the CRM. Before you can add a quota for a user, you must first define which workflow stages count as revenue generation.

Configuring Workflow Stages for Revenue

Use these steps to define which opportunity statuses Bullhorn should count as revenue. This ensures that only closed, successful deals are included in your quota tracking.

On the Goals & Quotas list view, click the Settings button.
Select the Sales Quotas section.
From the Sales Revenue drop-down, select the opportunity statuses you want to count as revenue (e.g., "Placement" or "Closed/Won").
Click Save.

For a closed opportunity’s dollar amount to count toward a user's quota, the Actual Close Date field must be populated on the opportunity record.

Adding a Quota for a User

On the Goals & Quotas list view, click the Quotas button.
Select +Add Quota.
From the Quarter drop-down, select the quarter (Q1, Q2, Q3, or Q4) for the quota.
From the Year dropdown, select the year.
From the User picker(s), select the user(s) you are assigning a quota to.
In the Quota field, enter the monetary amount for each user.
Click Save.

Troubleshooting

If you encounter issues while setting up goals or quotas, check these common problems and solutions.

If you get an error message when saving a new goal: Check that you have entered a name for the goal and selected at least one note or appointment type before saving. A maximum of 5 types can be selected per goal.
If an opportunity's value isn't counting toward a user's quota: Confirm that the opportunity is associated with the user and that the Actual Close Date field is populated on the opportunity record.
If you can't find Goals & Quotas in your Bullhorn menu: This feature may not be enabled for your user account or department. Contact Bullhorn Support to add the list to your menu or to implement user-specific restrictions.

FAQs

Q: Can we add a new quota for the year or can we only add quarterly quotas?

A: Quotas are based on specific quarters (Q1, Q2, Q3, Q4) within a year. You must add them on a quarterly basis.

Q: Why can't I edit a user's goal or quota?

A: You may not have the necessary permissions. Restrictions on configuring, adding, editing, and deleting goals can be set per user or department. Contact Bullhorn Support to review your permissions.