Goals can have a huge impact on your sales. A well-set goal can focus both individual sales reps and your team as a whole, allowing you to build momentum and sharpen your strategy. Goals are how you make measurable, meaningful progress.
Unfortunately, not all goals are created equal.
If your goals are vague or inconsistent, they can cause more confusion than progression. If your goals are created in a silo, then managers lack the visibility to offer support. Opportunities to improve or celebrate get missed.
Without a clear way to track and share your results, even the best efforts can feel like guesswork.
Capsule CRM’s Goals feature gives you a simple, flexible way to set and track goals. It gets your teams on the same page and turns your daily activity into real headway.
In this post, you’ll learn how to get the most out of Goals, using the feature to gain insights, collaborate more effectively, increase visibility, and create a culture of recognition that keeps your team moving forward.
Use Goals to unlock insights that drive revenue
For some sales teams, goal setting is little more than a box-ticking exercise: choose an arbitrary sales target; try to hit it; rinse and repeat. However, when used properly, goals are about more than hitting big numbers. They can provide you with valuable insights into your sales process, revealing patterns that help you understand what actually drives results.
Capsule’s Goals feature makes it easy to track performance against your key activities so you can see what’s working and what isn’t.
First, let’s take a look at how to set up a goal.
When you’re logged into Capsule, go to the Reports tab, select Goals, and then click the button to Add Goal. You can then select the type of goal you want to track, who it’s assigned to, the frequency, and more.
Admins can then get an overview of how reps are getting on with those goals on the Reports tab, with the option to dig deeper and see how performance has changed over time.
Wondering why that screenshot looks a little different? You can change the color theme in Capsule CRM by heading to Account Settings and selecting Appearance. Go wild!
As those goals accumulate, you start to see what’s moving the needle. Are certain team members consistently converting opportunities at a higher rate? You can combine the Goals details with the Reports feature to get additional context and see what they’re doing differently.
When you look at the reps who are hitting their targets, what methods are they using? For example, are cold calls bringing in more qualified leads than LinkedIn messages?
These insights can help you double down on what works, refine your sales or marketing campaigns, and even shape future strategy.
Because Goals in Capsule are tied to real activity, they’re a great starting point for team reviews and one-on-ones. Instead of vague gut feelings, you’re working with evidence: “You hit 70% of your target last month. What worked well, and what got in the way?”
Maybe a team member is falling short of their monthly outreach target because they’re spending time chasing cold leads or juggling too many admin tasks.
By regularly reviewing goal progress, you can catch these signals early and offer the right kind of support, whether that’s sales training, tools, or a new process.
Make goal setting a collaborative process
Goals are more effective when they’re created with your team, working together to come up with reasonable targets.
When team members help shape their own goals, they’re more likely to take ownership of them. Instead of targets feeling random or out of reach, they become something the individual understands and believes in.
For example, a salesperson might suggest a more ambitious goal because they’ve just refined their workflow and want to push themselves. On the other hand, they might flag an issue where volume-based goals don’t tell the full story. When you can have these kinds of conversations, reps have more clarity and are more likely to commit to the target.
Collaborative goal setting also helps you uncover hidden challenges. Maybe someone is nervous about cold outreach but thrives in consultative selling calls. Maybe a team member consistently falls short of their activity target, but only because they’re picking up extra tasks elsewhere.
By setting goals together, you create space for those conversations and make smarter decisions as a result.
As well as collaborating on setting goals, Capsule gives your team visibility into how their efforts contribute to broader business progress. Admins can monitor goals at both the individual and team levels.
With shared goal visibility, teams can celebrate wins together, spot trends, and learn from each other’s approaches. If one person consistently exceeds their targets, others can adopt their techniques. If a team is behind, others can offer help.
Recognize and reward progress (not just wins)
Hitting a target feels great, but the journey to get there is just as important. Capsule’s Goals feature helps you follow that journey in a way that goes beyond the results to also recognize effort and improvement.
As well as value-based objectives, you can also set goals based on volume, such as how many opportunities a rep adds each month.
On the Growth plan and above, you can get even more granular and set goals based on how many opportunities reps have progressed to specific milestones in your pipeline. When teams know their progress is being seen (and not just the end result), they’re more likely to stay motivated and engaged.
Capsule simplifies checking in on how someone’s tracking toward their goals, so you can offer encouragement or recognition at the right time. Whether someone’s smashed their monthly outreach goal or steadily improved week on week, it’s worth calling out.
Even small acknowledgments can make a big difference: a quick mention in a team meeting, a note of appreciation in Slack, or a one-to-one message saying, “I see the work you’re putting in.” It builds confidence and keeps morale up.
Quick ideas for recognizing progress
- “Goal crusher” of the week title
- Coffee voucher or small bonus for key milestones
- Team lunch or Slack celebration when a group goal is reached
- Peer-nominated awards based on outcomes and effort.
By tracking the right kinds of goals, you reinforce the behaviors that lead to long-term success. That makes it easier to reward not only results, but the habits and approaches that help build a strong, consistent pipeline.
For example, if someone consistently logs high-quality interactions that lead to more opportunities reaching the “qualified” milestone, that’s worth recognizing, even if the raw numbers don’t yet show up in the top-line revenue.
Going back to the idea of team collaboration and visibility, team goals are a great way to encourage collaboration and celebrate group success. When the team hits a shared milestone, it’s a chance to kick back and enjoy the moment together. Capsule gives your admins visibility into that shared progress, so it’s easy to mark the moment.
Turn Capsule’s Goals feature into a feedback and coaching engine
We’ve already seen how Capsule’s Goals can help you get more insights into your sales processes and performance. Taking that a step further, you can turn progress tracking into an ongoing feedback loop that supports individual growth and team development.
Instead of waiting until the end of the quarter to talk about performance, use goal progress as a prompt for regular, low-pressure check-ins. How close is someone to hitting their target? What helped them get there? What’s holding them back?
Because Capsule keeps this data front and centre, you can have meaningful conversations without needing to prep reports or dig through activity logs. It becomes a natural part of your team’s rhythm.
If a team member consistently falls short of their goal, that doesn’t necessarily mean they’re not cut out to be a salesperson. It could be a process issue or a sign they need support. Maybe they’re spending too much time on admin, or are unsure how to approach certain types of leads.
The sooner you spot those patterns, the sooner you can step in and help.
On the flip side, if someone’s smashing their targets, ask what’s working and see if their approach can be shared across the team. Goals help surface both the pain points and the playbooks.
Used well, goals can become a tool for development. Instead of purely measuring results, you’re using what you learn to help people improve. That’s a far more positive, sustainable way to build performance over time.
When people know their goals are there to help fuel their journey and overall career, they’re more likely to be open about what they need and more invested in their own growth.
Make Goals work for you
Capsule’s Goals feature is a simple, effective way to focus your team, understand what’s driving results, and build a culture of shared progress and support.
Whether you’re refining your outreach, coaching your team, or just making sure everyone’s heading in the same direction, Goals gives you the structure and visibility to do it better.
Try any Capsule plan free for 14 days or sign up for our free plan and start setting goals that drive performance today.
