Intelligence360 provides several hierarchy types to support your business goals and how you want to run your business.

At its core, hierarchy is a way to group people into teams, and those teams should align with business outcomes. This allows you to run reports against a set of KPIs or goals, and have those KPIs and goals be displayed for that user based on the latest and greatest information.

Hierarchy Types:

• User / Manager using CRM Data

• Team using CRM Data

• User / Manager using Custom CSV

• Role Hierarchy using CRM Data

Below you can see a high-level "hierarchy" where you can see a set of people and their data, rolling up to someone above them.

Which hierarchy should I use? Why?

User / Manager using CRM Data

This hierarchy is best used when you want each person to have their own goal and their own data. Ex. John Smith has a bookings goal of 1M a year, Sally Jones has a bookings goal of 1.2M/yr. It's using CRM data, so if your onboarding is consistent in populating the manager ID, you should have no issues. This hierarchy is targeted for teams with clear rollup reporting. I.e. my results roll up to my manager, so on and so forth. You will see fewer overlays in this kind of structure.

Note: Large organizations with over 300 employees may find this to be more work

Note: The HubSpot CRM does not provide a Manager ID field

Team Hierarchy using CRM Data

Team hierarchy is best used when a manager wants to be able to track his/her individual progress towards a goal broken out from how the whole team is performing, in addition to overall team performance.

User / Manager using Custom CSV

This hierarchy is best used when the CRM can't be used to maintain hierarchy (internal issues, Hubspot limitations..etc) and you want each person to have their own goal. Ex. John Smith has a bookings goal of 1M a year, Sally Jones has a bookings goal of 1.2M/yr.. It's using a custom CSV, so new employees will need to be added for them to show up, it's not automatic. This hierarchy is targeted for teams with clear rollup reporting. I.e. my results roll up to my manager, so on and so forth. You will see fewer overlays in this kind of structure.

Note: Large teams over 300 employees may find this to be more work

CRM Role Hierarchy

This hierarchy is best used when goals and measurements are more title-based than employee-based. I.e. all Account Executives have a bookings goal of 1M/yr, and Senior Account Executives have a goal of 1.2M/yr. This significantly reduces the number and variation of goals for larger organizations, and most large teams are structured this way.

Note: This hierarchy type doesn't allow per rep goals, only per role goals

Note: Bullhorn does not support Role Hierarchy

If you run into any issues, please contact support.