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Goal Modeling Worksheet

Get your sales and marketing teams together to fill out this worksheet, which helps you define a Radius goal. You can print it using the PDF button to the right.

Before You Start

If you need to, review Goal Modeling basics to learn what a Radius goal is and how they work, and check out some examples.

Define Your Sales or Marketing Objective

What do you want to accomplish with your sales or marketing efforts and campaigns? Do you want to create awareness through social media campaigns? Maybe you want to upsell add-on products to existing customers or reach new leads through direct mail. Radius goals is how you do it. Define your objective and figure out how you can measure it based on information in your CRM records. 

Define Rules for Won Records

Based on your objective, define one or more rules to describe a successful outcome. We call successful outcomes won records. A won record is a CRM record that has reached a desired stage in your funnel based on your goal's sales or marketing objective. For example, if you frequently create top-of -funnel "awareness" campaigns, a won record might be a lead whose Status is "SAL," or sales-accepted lead. For a campaign focused on conversion, a won record might be an opportunity whose Stage is "Closed Won".  

After you define your rules, decide whether a record must meet either All of the rules or Any of the rules. 

Your goal can have multiple won rules. Use another sheet to plan it out if you want to use more than three.  

Rule Criterion Example Rule 1 Rule 2 Rule 3

Select the Salesforce object you use for tracking your marketing or sales efforts: Lead, Account, or Opportunity.

Lead      

For the selected object, select a field you use for tracking sales prospecting or marketing campaigns. For example, you may want to measure the status of a lead or the stage of an opportunity.

Status      

Define the condition your Salesforce field must meet: equals, not equals, empty, or not empty. 

equals      

Define the value your Salesforce field must have.

MQL      

Define Rules for Lost Records

Based on your objective, define one or more rules to describe lost records. A lost record is a CRM record that has reached an undesired stage in your funnel based on your goal's sales or marketing objective. For example, if you frequently create top-of -funnel "awareness" campaigns, a lost record might be a lead whose Status is "Disqualified". For a campaign focused on conversion, a lost record might be an opportunity whose Stage is "Closed Lost".  

After you define your lost rules, decide whether a record must meet either All rules or Any of the rules. 

Your goal can have multiple lost rules. Use another sheet to plan it out if you have more than three.  

Rule Criterion Example Rule 1 Rule 2 Rule 3

Select the Salesforce object you use for tracking your marketing or sales efforts: Lead, Account, or Opportunity.

Lead      

For the selected object, select a field you use for tracking sales prospecting or marketing campaigns. For example, you may want to measure the status of a lead or the stage of an opportunity.

Status      

Define the condition your Salesforce field must meet: equals, not equals, empty, or not empty.

equals      

Define the value your Salesforce field must have.

Disqualified      

Example Goal For Optimizing Marketing Qualified Leads 

Add a Radius Goal
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