Steps for Tracking Sales Leads

Sales lead tracking analytics makes sure that all leads are given the care and attention they need to become a profitable client. Software available with CRMs (customer relationship managers) aids greatly in the sales lead tracking process.

It takes both time and money to gather leads. The internet is a powerful resource for lead generation. Company websites are frequently developed to lead visitors to fill out and submit a web form. With the submission of the form that visitor becomes a new lead for the company’s sales representative to contact. Alternatively, companies can purchase leads from third party lead generation businesses.

Sale lead tracking for these newly captured web leads or purchased leads begins by having these leads imported into a CRM database. The CRM qualifies these leads based on the information gathered and converts these leads into “prospects” within its system.

These prospects are then routed through to sales people who move them through the sales process. The specific actions that the sales people offer the prospect are predefined within the CRM, and as prospects progress through the sales process that is recorded within the database. Based on defined probabilities that of a sales closure for each step of the sales process, sales lead tracking software can then give a prediction of sales revenue for the week based on prospects within the sales pipeline.

Visibility reports can easily be created in various formats with sales tracking software. These reports allow managers to evaluate the individual, team, or company return on investment. Added to this, forecast reports give important insights to the rest of the operational and support teams to stage the resources necessary to support the sales and marketing efforts.

These steps of sales analytics are important in maximizing ROI, and making sure each sales person is doing their part for the sales team.