Gross sales lead monitoring can reply the million-dollar query: “How do I do know if my group is maximizing their alternative to shut each lead?” Or, “how do I guarantee my group reaches out to all their assigned leads?”
Should you’ve ever requested your self these questions as a result of one thing in your lead administration or gross sales stream isn’t working for you, you’ve come to the proper place.
This text will function your information for routinely monitoring and reporting on gross sales leads utilizing the Lead standing property and your HubSpot workflows software.
The Worth of Lead Standing
HubSpot’s lead standing contact property gives an answer for managing potential gross sales leads and organizing their contact data. In a nutshell, the lead standing contact property tracks precisely the place a lead is from the primary second they’re recognized till they change into an alternative.
Whereas this data could be manually tagged or marked by salespeople, your HubSpot workflows software may automate features of this tagging/marking course of to save lots of your group a number of time. This additionally results in cleaner reporting for managers to look at.
Lead Statuses for Automation
Listed here are the everyday lead statuses really helpful for automation (quite than updating them manually, which takes a number of time and could be inaccurate):
Model New Lead/Not Contacted
This lead standing is for brand-new leads that have not but been emailed or known as by Gross sales. It’s crucial to notice that advertising emails do not issue into this.
Tried to Contact/No Reply
Which means that a salesman has reached out to this lead already through electronic mail, cellphone, or one other methodology, however they’ve but to listen to again from them.
Linked/Replied/Spoke
Although this may be worded in numerous methods, this standing implies that the lead has taken an motion in response to the gross sales group’s outreach by both chatting with the group on the cellphone, replying to an electronic mail, and many others.
Open Alternative/Deal
This lead standing means the dialog with the lead went effectively, and they’re going to transfer on to a full demo dialog or one thing comparable. This will additionally correspond to a Gross sales Certified Lead within the Lifecycle Stage property.
Lead Statuses for Handbook Marking
You may need seen just a few lead statuses lacking from the record above. That’s as a result of some lead statuses are finest marked by people and may not be routinely marked.
Unqualified Lead (Together with “Unqualified: Unhealthy Match” and “Unqualified: Unhealthy Timing”)
Whereas some corporations are inclined to have a formulaic strategy to figuring out whether or not or not a lead is certified, most corporations in most industries have a tendency to find out qualification on a case-by-case foundation (particularly in B2B eventualities).
Due to the number of causes {that a} lead may very well be disqualified from progressing, we advocate {that a} human gross sales skilled mark this manually.
Why hassle with guide marking?
Any form of disqualification needs to be rigorously thought-about — they are not often lowered to a easy system. Typically, prospects have misplaced cash by defining qualification standards too narrowly or too broadly.
With out top-notch AI assist, like HubSpot’s free Gross sales Leads and Prospecting Software program, it may be tough to arrange versatile standards to make a posh judgment of this type. Whereas experimentation is inspired, it is suggested to go away this to people for those who’re doing this for the primary time.
In fact, these are simply the primary lead statuses. It’s best to personalize these lead statuses in your group.
The right way to Use Workflows to Automate Lead Standing
The movies share methods to automate these statuses utilizing your workflow software.
Earlier than getting began, log in to your workflows software in HubSpot, and observe alongside:
Model New Lead/Not Contacted
Tried to Contact/No Reply
Linked/Replied/Spoke
Open Alternative/Deal
Reporting on Your Knowledge
Now that you just’ve arrange an environment friendly, automated course of in your gross sales group whereas saving them time and guide effort. You, in flip, can simply report on every of these lead statuses and focus on them along with your group when mandatory.
Should you’re questioning what experiences it’s best to have a look at for monitoring lead standing, take a look at these recommendations:
- Uncontacted New Leads by Proprietor: Proprietor on the x-axis; Variety of Leads on the y-axis
- Contacted (however not replied) Leads by Proprietor: Proprietor on the x-axis; Variety of Contacted (however not replied) Leads on the y-axis
- Linked/Replied Leads by Proprietor: Proprietor on the x-axis; Variety of Linked/Replied Leads on the y-axis
- Open Alternatives/Deal Leads by Proprietor: Proprietor on the x-axis; Variety of Open Alternatives on the y-axis
Right here’s an instance of Variety of Contacts (x-axis) by Lead Standing (y-axis):
Gross sales lead monitoring could be crucial to your gross sales group’s success, so it is in your finest curiosity to grasp and execute the method successfully.
