Gross sales lead monitoring can reply the million-dollar query: “How do I do know if my crew is maximizing their alternative to shut each lead?” Or, “how do I guarantee my crew reaches out to all their assigned leads?”
In case you’ve ever requested your self these questions as a result of one thing in your lead administration or gross sales circulation isn’t working for you, you’ve come to the suitable 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 presents an answer for managing potential gross sales leads and organizing their contact info. In a nutshell, the lead standing contact property tracks precisely the place a lead is from the primary second they’re recognized till they turn into an alternative.
Whereas this info might be manually tagged or marked by salespeople, your HubSpot workflows software also can automate facets of this tagging/marking course of to avoid wasting your crew loads of time. This additionally results in cleaner reporting for managers to look at.
Lead Statuses for Automation
Listed below are the standard lead statuses beneficial for automation (fairly than updating them manually, which takes loads of time and might 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 by way of electronic mail, telephone, 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 crew’s outreach by both talking to the crew on the telephone, replying to an electronic mail, and so forth.
Open Alternative/Deal
This lead standing means the dialog with the lead went nicely, and they’re going to transfer on to a full demo dialog or one thing comparable. This may increasingly additionally correspond to a Gross sales Certified Lead within the Lifecycle Stage property.
Lead Statuses for Guide Marking
You may need seen a couple of lead statuses lacking from the checklist above. That’s as a result of some lead statuses are greatest marked by people and may not be routinely marked.
Unqualified Lead (Together with “Unqualified: Dangerous Match” and “Unqualified: Dangerous Timing”)
Whereas some firms are likely to have a formulaic strategy to figuring out whether or not or not a lead is certified, most firms in most industries have a tendency to find out qualification on a case-by-case foundation (particularly in B2B situations).
Due to the number of causes {that a} lead could possibly be disqualified from progressing, we advocate {that a} human gross sales skilled mark this manually.
Why trouble with handbook marking?
Any type of disqualification must be fastidiously thought-about — they are not often decreased to a easy formulation. Generally, 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 troublesome to arrange versatile standards to make a posh judgment of this type. Whereas experimentation is inspired, it’s endorsed to go away this to people when you’re doing this for the primary time.
In fact, these are simply the primary lead statuses. You must personalize these lead statuses to your group.
The way to Use Workflows to Automate Lead Standing
The movies share easy 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 to your gross sales crew whereas saving them time and handbook effort. You, in flip, can simply report on every of these lead statuses and focus on them along with your crew when vital.
In case you’re questioning what reviews you must have a look at for monitoring lead standing, try these ideas:
- 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 might be crucial to your gross sales crew’s success, so it is in your greatest curiosity to know and execute the method successfully.
