Create a capacity for sales members in your revenue organization
In this guide, we will walk you through the process of adding a capacity for sales members or territories in Cargo. This feature helps manage and limit the number of records allocated to each member, ensuring balanced workloads.
Cargo's capacity features include model mapping that allows you to consider sales team workload managed in existing CRM tools.
Used Features:
Before you begin
Ensure you have added your sales tools and identified the relevant sales members and fallback members to be assigned to the territory.
In order to use model mapping, existing connectors and data models are required. In this example, we will use HubSpot deals.
Click on revenue organization in the settings section of the
Cargo workspace
To navigate to the Capacities section in the Cargo workspace, click on
capacities.
In the 'capacities' panel, click the + button to start creating a new
capacity.
Name: Enter a name for your capacity. For example, 'High Volume Leads'.
- Color: Choose a color to represent your capacity.
Description: Add a description for your capacity to provide additional context.
Set member capacity: Define the maximum number of records to allocate to a member. For example, '1000 records'.
Choose an interval: Select the expiration interval for allocations. Options include hourly, daily, weekly, monthly, quarterly, yearly, or none.
Allocation expiration type: Decide on how allocations will expire in the selected interval. This option is available if the interval wasn't set to none. There are two types of expiration available: fixed and sliding. Fixed comes with a defined UTC time and day of the week when all allocations will expire based on the interval. Sliding will make allocations expire one by one.
Toggle model mapping: Enable this option if you wish to link allocations from a model to this capacity. It allows to consider existing workload tracked in CRM tools.
Without model mapping, the new capacity will only include allocations made within a Cargo play using the allocation node. In order to include existing allocations from a CRM, we will enable model mapping in this step.
First, we need to define which data model represents the allocation item; in our example, it will be the HubSpot deal.
Then, we specify which field from the data model we can use as a unique identifier to track allocations. We can rely on the default id parameter.
Next, we can define which timestamp field should be considered as the allocation time. Assignment date should work in most cases.
Lastly, we can narrow down which data model records (HubSpot deals) will be included in the capacity calculations. In our case, we will filter out all archived deals.
Once all configurations are set, click the Create button at the top right
to finalize the creation of the capacity.
Finish line
By following these steps, you have successfully added a new capacity for sales members or territories in Cargo. This capacity can be used when directly assigning leads to territories and sales reps from within a workflow using the allocation node.