Step 2.2 - Create your KPI goals

<aside> ❗ Read the below guide on goals before proceeding:

</aside>

Before this step, you organized all information needed for your KPI goals like below:

KPI Name	CRM Object	CRM Date Field	CRM Filters	Count for Last Month
Lead	Lead	CreateDate		10234
MQL	Lead AND Contact	MQL_Date__c	LeadSource is any of “Marketing”,”Paid”,”Events”	2378 (deduplicated between Lead and Contacts)
SQL	CampaignMember	CreateDate	Campaign Name contains “Handraisers”, Responded = True	810
Closed Won	Opportunity	CloseDate	Lead_Source_Detail__c = “Inbound” AND Type = “New Business”	- 178 opportunities

$18M pipeline value as measured by the SaaS_ARR_Amount__c field |

Now, we will translate each KPI into a Goal in HockeyStack. We will use the above table as an example.

If your KPI definition contains date field that is:

Create date of an object
The date of a deal stage change, tracked in deal histories
The date of a lead status change in Salesforce, or a lifecycle stage change in HubSpot
The Opportunity CloseDate from Salesforce, which is converted into “Deal Moved to Closed Won” and “Deal Moved to Closed Lost” actions out of the box

you can build it as a goal without any additional configuration. If your KPI definition contains a custom date field, follow the below guide to be able to convert the date field into an action:

Track Date Properties

Navigate to Definitions > Goals from the sidebar to get started after you complete the previous step.

Click on the + icon on the top right to create a new goal.

Let’s take Lead from our KPIs above as the example. This KPI uses the CreateDate of the lead object. Therefore it can be tracked using the Lead Created action.

https://app.arcade.software/share/XuSJQDCVBBVHwjjHteSz

The MQL definition above is a bit more complex, with a custom date field and some filters attached.

Refer back to the Track Date Properties guide. The custom date field will be converted to an action named “Lead Property Changed”.
Refer to the Salesforce fields list below to see that LeadSource on the Lead object is being mapped to a property called “contact_source”.

Properties Pulled from Salesforce