Making a sale is a long game that needs numerous actions spread out over many days, weeks, months, or even years. It’s critical to have a system in place that organizes all of your information to make the sales process as efficient as possible.
Lead tracking is the process through which sales and marketing teams log each of their sales leads, including essential information about where they are in the funnel. Tracking offers sales teams with a mechanism for following up with prospects so that no one falls between the cracks. And monitoring aids the marketing department by providing information about what sent a lead into the sales funnel, allowing them to better measure marketing ROI. With the right CRM like Office24by7, you can track ROI too. The ROI tracking has been made easy and effective with a reliable CRM.
According to Forbes, B2B companies with integrated sales and marketing teams develop their revenues and profits 24% and 27% quicker over the course of three years than businesses with separate sales and marketing departments.
In order to close more transactions, lead monitoring removes the element of uncertainty from the following processes.
What to Track?
The data you gather and measure while tracking sales leads is determined by the demands of the marketing and sales teams. You may track all conceivable information in case you need it later, or you can focus just on selected information to establish KPIs.
Some examples of common data to track include:
- Name and contact information for the lead
- source of information
- Lead participation in any marketing activities, such as blogs, social media postings, live events, or advertisements.
- A lead’s position in the sales funnel.
- Information that qualifies someone, including how quickly a lead has progressed down the funnel, their spending limit, when they want to conclude a sale, etc.
- Information on when and how they were approached (by phone, email, in person, or at a trade fair).
- Observations on each interaction
- The last time you spoke to them
- The following move
- The time limit for taking that action
- The estimated size of the transaction
- projected date of closure
Organization is beneficial to every aspect of a company, and lead tracking has the ability to revolutionize all of your sales and marketing procedures.
Set Rules for Lead Qualification
Before you can track leads, you must first define what a lead is. Then you must figure out where the leads you want to track are coming from.
You’ll need to keep all of your leads in a database, which will involve manual entry at first. It is entirely up to you whether you want this database to contain every possible buyer (from prospects who contacted you directly to leads who clicked on advertising to referrals) or only specified sources.
Choose a Lead Tracking Method
There are several lead tracking strategies available. The best one for you is determined by the size of your database, your budget, and the special demands of your team.
CRM software that focuses on lead tracking might help you simplify your business. Salesforce and Pipedrive are two extremely popular platforms that operate with businesses of all sorts and sizes.
Users may manage target accounts, opportunities, leads, and action items all from a single workspace. Comprehensive data sorting options enable faster analysis. The technology even allows you to specify the projected worth of a lead in order to properly prioritize it, allocate responsibilities to certain sales team members, and create a detailed roadmap without requiring any code.
How to Track Leads Properly?
Once you’ve chosen your CRM approach, try it out and refine it before implementing it. You may start working on nurturing your leads after the sales staff has joined in and everything is functioning well.
The goal of nurturing is to improve the possibility that your leads will become paying clients. The following is included in this:
Call tracking can make it simple for you and your group to remember the specifics of prior discussions. To record this type of data, Office24by7 offers a client call log template. You may test several lead communication methods using email tracking to see which is most successful.
You can keep track of how you’ve communicated with leads across all of your channels by using social and in-app engagement.
The key to a successful sales plan is timing, which is impossible to achieve in this high-volume environment without lead monitoring. An efficient CRM and sales lead tracking approach can help you plan out exactly what to do next, avoid ignoring leads, follow up at the proper time, manage communication methods, and simply evaluate and assess what’s working — and what isn’t — in your sales and marketing.
Conclusion
It is time to setup your sales CRM now. Office24by7 offers best-in-class sales CRM that helps your sales team at every step. Right from capturing the leads as and when they are generated to giving you a bird eye view of their journey and helping you with insights on how to turn them into deals, you can do everything with one CRM- Office24by7.
