Goal Templates

1. Feature Overview

Goal Templates are the fundamental building blocks of the LeadSquared Goals feature. They enable organizations to define and measure a variety of sales performance metrics.

Before you create a Goals template, identify –

  • What you want to measure (the performance metric – sales revenue, new leads added, etc.)
  • How you want to measure it (by aggregating lead data, activity data, opportunity data, etc.)
  • When you want to measure it (when a new lead is created and the lead stage is ‘Customer’, when a sales activity is posted and its status is ‘Won’, etc.)
  • Against whom do you want to measure it (the user working on, and achieving the goal)

Identifying this information at a high level makes it easy to navigate the more granular configurations required when creating a template.

Note: Only LeadSquared Admins can create goal templates. Once created by the admin, managers across the organization can use the template to create and track goals specific to their own teams.

Goals Template

 

2. Example Use Cases

Goal Templates give you the flexibility to set and track various sales performance metrics –

GoalExample Template Configuration
Revenue – Track revenue targets and achievements across teams, over daily, weekly and monthly cycles.Goal Template Documentation
Lead/Customer Acquisition – Monitor lead generation and customer acquisition metrics, or track customized goals for stage transitions across your sales pipelines.Goal Template Documentation
Call Centre Performance – Stay on top of your telephony performance by tracking key call center metrics and KPIs (talk-time, call volume, etc.).Goal Template Documentation

 

3. Prerequisites

  • LeadSquared Goals is a paid feature. To enable it on your LeadSquared account, contact your account manager or support@leadsquared.com.
  • You must enable the audit log feature for your account. Please contact your account manager or write to us at support@leadsquared.com to get it enabled for your account.
  • You must set up your organizational structure using LeadSquared’s Organization Hierarchy feature.
  • You must be an Administrator user to create Goal Templates.
  • If you’re using any Custom Activity or Sales Activity to calculate goals, ensure Log Activity Changes is enabled.

 

4. Components of a Goal Template

Goal templates are comprised of Goal Rules. You can add one or more goal rules to a template.

A goal rule consists of –

  1. The LeadSquared Entity (e.g., lead, activity, opportunity, etc.) and the Rule Trigger (lead created, activity updated, etc.).
  2. The Aggregate Function (e.g., Count, Distinct Count, Sum) and Aggregate Field (e.g., Prospect Id field of Lead, Order Value field of Sales Activity, Deal Size field of Opportunity).
    This determines how the achievement will be calculated. For example, to measure sales revenue, you can sum the order value field of all sales activities. To measure new leads added, you can count the prospect Id field for all new leads (prospects).
  3. The User Attribution Field. This field determines which LeadSquared user the goal achievement is attributed to (e.g, lead owner, lead created by, sales owner, opportunity owner, etc.)
  4. The Date Attribution Field. This field determines the date on which the achievement is attributed to the user (created on, modified on, sales date, etc.).
  5. The Conditions
    • Additional rules for attributing the achievement to a user (lead stage is customer, lead city is Bangalore, etc.).

Throughout this article, we use the example of a ‘Revenue Targets’ goal template, where we sum (add) the ‘order value’ field of all sales activities and obtain the revenue contribution of each user –

Goal Template Documentation

 

4. Create a Goal Template

  1. From the main menu, navigate to Reports>Goals.
  2. Click LeadSquared Goals Templates.
  3. Enter a template name and description, then click Create.

LeadSquared Goal Templates

 

5. Choose the Audit Mode

Sticky On and Sticky Off (also called Audit and Non-Audit) determine how achievements are attributed to your users.

LeadSquared ACE

 

7. Set Goal Rules

7.1 Select the Entity and the Rule Trigger-

  1. Click add goal rule button.
  2. On the Add Goal Rule pop-up, select the entity (Lead or Activity)
  3. Select the action
    • For Lead, you can trigger the Goal rule when
      • A lead is created or updated
    • For Activity, you can trigger the Goal rule when
      • An activity is posted on a lead
      • An activity is posted on an opportunity
      • An activity is posted on an existing activity (for more info, see Post Activities on Activities)
    • If you select Activity, choose the Activity Type.
  4. Click Continue.

We selected the Activity entity, the Activity on Lead action or rule trigger, and we specified the activity type as Sales Activity. Our rule will trigger whenever a user posts a sales activity on a lead.

Goal Template Documentation

 

7.2 Select the Aggregate Function and Field

Select either Count or Sum.
In the next step, you’ll specify an Aggregate field (Prospect Id, Opportunity Id, Deal Value, etc.). The aggregate function will be performed on this field to calculate the goal achievement.

FunctionDescriptionSupported Data TypesExamples 
Count
Counts the number of aggregation fields that contain values, to calculate the achieved goal value.
All Data Types
  • Count of leads
  • Count of phone calls
  • Count of meetings
  • Count of product demos
Sum
Adds all the values of the summable aggregation field.
Number
  • Sum of order value
  • Sum of invoice amount
  • Sum of gross income

Next, search for, and select the Aggregation Field. This is the field on which the aggregation function (count or sum) will be performed.

  • The Count function works on fields of any data type.
  • The Sum function works only on number type fields.

Continuing our ‘Revenue Targets’ example, we chose the SUM function and the Order Value field of the sales activity.

Goal Template Documentation

Note: Ensure you choose the appropriate aggregate function and field. Depending on your account setup, you may store the value of product/service sales in multiple fields (order estimated value, order value, total invoice amount, etc.). Selecting the appropriate field here ensures that the revenue goal is calculated correctly.

 

7.3 Select the User Field

Specify the user the achievement will be attributed to.

  1. Click the User Field tab.
  2. Select the user type field.

LeadSquared goals templates

Note: Ensure you select the appropriate user field. Depending on your account setup, you may have different lead owners, activity owners, sales owners, opportunity owners, etc. You want to attribute the achievements to the user who deserves the credit.

 

7.4 Select the Date Field

Specify the date on which the achievement will be attributed to the user.

  1. Click the Date Field tab.
  2. Select the date field
  3. Click Continue.

LeadSquared goals templates

Note: Ensure you select the appropriate date field. For instance, depending on your process, users might create a sales activity on a certain date (activity ‘Created On’ field, e.g., 10th Jan) but actually make the sale on a different date (‘Sales Date’ field, e.g., 12th Feb). Selecting the correct date ensures the achievement is attributed to the user in the correct goal cycle.

In our  ‘Revenue Targets’ example, for the Aggregation field, we chose Order Value under Sales Activity. For the User field, we selected Sales Owner under Sales Activity, and, for the Date field we picked Sales Date.

 

7.5 Set Conditions –

Set conditions that have to be fulfilled for the Goal rule to trigger. This step is optional. To publish the template without adding conditions, click Publish.

  1. Click Add Condition.
  2. From the right panel, use the dropdowns to set a condition.
  3. After the condition is configured, click Add.
  4. To add multiple conditions, click LeadSquared Goals.
  5. In the criteria pattern box below, click Edit Pattern to change the logical operator (And/Or) between the conditions.
    • Type in the new pattern and click Update.
    • You can also create condition groups using parenthesis (). For example, (1 AND 2) OR (3 AND 4).
  6. Once you’re done, click Save Goal Rule.

Here, we’re setting a condition to ensure that achievements are only attributed to users when –

  • The lead stage is ‘Customer’
    AND
  • The country is ‘India’

Goal Template Documentation

You can set up more complex conditions using combinations of both AND and OR operators. For example, let’s say you want to apply the following conditions to your goal rule –

  • The lead must come through a specific marketing channel/campaign
    AND

    • The lead must be interested in a Data Science course
      OR
    • The lead must be interested in a Business Analytics course

The goal rule can be set up as (1 AND (2 OR 3)).

Note: While editing a condition pattern, the only permitted characters are curly braces (), numbers 1,2,3,4 etc., and AND, OR operators. You can’t re-use a number twice, for example, (1 AND (1 OR 2)) is incorrect and triggers an error.

Goal Template Documentation

 

7.6 Add Multiple Goal Rules

You can add multiple goal rules to a template.

For instance, if you’re creating a template to measure total phone call duration, you can create one rule to measure duration for inbound phone call activities and another for outbound phone call activities. Both goal rules will be added together to calculate the achievement (duration of inbound phone calls + duration of outbound phone calls).

To add more goal rules, click Leadsquared ACE Goals.

Note:

  • The aggregate function applies to all Goal Rules within a template. You can’t create one goal rule using the Count function and another rule using the Sum function, in the same template.
  • Goal Rules are always added together to calculate the total achievement. In the example below, if there are 5 inbound call activities and 5 outbound call activities for a particular user, the total achievement will be 10 phone calls (5 inbound + 5 outbound).

Leadsquared ACE Goals

Here’s an example of multiple goal rules for a revenue calculation template. The first rule triggers when an activity form is submitted, the second when a follow-up activity is posted on a lead –

Goal Template Documentation

 

8. Publish, Unpublish, and Delete a Template

Goal templates can be in one of four statuses – Draft, Published, Unpublished, and Deleted.

Note: Only published templates can be used by sales managers and representatives to create goals.

 

8.1 Publish a Template

When you publish a template, it appears in the create goals form…Managers can now use the template to create and assign Goals to their teams.
To publish a template, click Goal Template Documentation. On the confirmation pop-up, click Yes.

Goal Template Documentation

 

8.2 Edit a Template

You can edit a template and change the goal rules at any time (draft, published, or unpublished).

Note: When you edit and update a published template with Live Goals* associated with it, all associated goals are automatically updated –

  • All previous data for the Goal will be updated based on your changes.
  • The achievement calculation for the upcoming cycles will also reflect your changes.
  • You can’t roll back or revert to a previous version of the template.

*Live Goals are goals in any status other than draft and unpublished (i.e., Yet to Start, In Progress, Completed).

Goal Template Documentation

 

8.3 Unpublish a Template

Unpublish a template when you don’t want managers to use it to create future goals. When a template is unpublished it no longer appears in the create goals form.

Note: The Goals that are already using the template will freeze –

  • The achievement calculation for these goals will stop – achievements for subsequent goal cycles won’t be calculated.
  • Previous data will still be visible.

Goal Template Documentation

 

8.4 Re-publish a Template

Unpublished templates can be published again. If you change any Goal Rules or settings before re-publishing the template –

  • All previous data for the Goal will be updated based on your changes.
  • The achievement calculation for the upcoming cycles will also reflect your changes.
  • You can’t roll back or revert to a previous version of the template.

*Live Goals are goals in any status other than draft and unpublished (i.e., Yet to Start, In Progress, Completed).

 

8.4 Delete a Template

To delete a template, on the top right corner of the page,  click Goals Templates.

Note that only templates that have draft goals associated with them can be deleted. If even a single goal associated with the template is not in the draft status (published, unpublished, completed, etc.), you can’t delete the template.

LeadSquared goals templates

 

9. Manage Templates

All goal templates are visible to admins on the Templates tab of the Goals page. Click a template name to view and edit the template configurations or create a new template.
Use the Status and Aggregate Function filters to templates or use the search bar on the right side of the page. The number of live goals associated with a template are also visible on the grid.

Goal Template Documentation

 

Next Steps

Once you’ve published Goal Templates, create and assign Goals to your teams.

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