Gross sales lead monitoring can reply the million-dollar query: “How do I do know if my staff is maximizing their alternative to shut each lead?” Or, “how do I guarantee my staff reaches out to all their assigned leads?”

In the event you’ve ever requested your self these questions as a result of one thing in your lead administration or gross sales move is just not working for you, you’ve come to the precise place.

This text will function your information for mechanically 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 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 change into an alternative.

Whereas this info will be manually tagged or marked by salespeople, your HubSpot workflows software can even automate facets of this tagging/marking course of to avoid wasting your staff numerous time. This additionally results in cleaner reporting for managers to look at.

Lead Statuses for Automation

Listed here are the standard lead statuses really helpful for automation (somewhat than updating them manually, which takes numerous time and will be inaccurate):

Model New Lead/Not Contacted

This lead standing is for brand-new leads that have not but been emailed or referred to as by Gross sales. It’s crucial to notice that advertising and marketing emails do not issue into this.

Tried to Contact/No Reply

Which means that a salesman has reached out to this lead already through e 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 signifies that the lead has taken an motion in response to the gross sales staff’s outreach by both talking to the staff on the cellphone, replying to an e 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 related. This will additionally correspond to a Gross sales Certified Lead within the Lifecycle Stage property.

Lead Statuses for Guide Marking

You might need observed a number 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 mechanically marked.

Unqualified Lead (Together with “Unqualified: Unhealthy Match” and “Unqualified: Unhealthy Timing”)

Whereas some firms are likely to have a formulaic method 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 suggest {that a} human gross sales skilled mark this manually.

Why trouble with handbook marking?

Any type of disqualification must be rigorously thought of — they don’t seem to be normally lowered to a easy formulation. Typically, clients 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 kind. Whereas experimentation is inspired, it is suggested to depart this to people if you happen to’re doing this for the primary time.

After all, these are simply the fundamental lead statuses. You need to personalize these lead statuses on your group.

Tips on how to Use Workflows to Automate Lead Standing

The movies share find out how to automate these statuses utilizing your workflow software.

Earlier than getting began, log in to your workflows software in HubSpot, and comply with alongside:

Model New Lead/Not Contacted

Tried to Contact/No Reply

Linked/Replied/Spoke

Open Alternative/Deal

Reporting on Your Information

Now that you just’ve arrange an environment friendly, automated course of on your gross sales staff whereas saving them time and handbook effort. You, in flip, can simply report on every of these lead statuses and talk about them along with your staff when essential.

In the event you’re questioning what stories it is best to take a look at for monitoring lead standing, take a look at 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 will be crucial to your gross sales staff’s success, so it is in your greatest curiosity to know and execute the method successfully.