topic Re: How to use leads for outbound sales in Tips, Tricks & Best Practices

How to use leads for outbound sales

JVanImpe — Tue, 05 Mar 2024 10:02:04 GMT

Hi,

Is there a possibility to set up leads for outbound sales? I need to see and track progress on:

How many leads are created per week by my team

How many are in attempted to contact stage

How many are in connected phase

How many are in planned qualification call

How many demo meetings are booked

how many are then converted to a deal

Or do we have to revise our deal workflow in order to report on the above?

many thanks in advance

Jan

Re: How to use leads for outbound sales

trevordjones — Tue, 05 Mar 2024 11:15:19 GMT

Hi @JVanImpe ,

Yes, you should be able to use the Leads object for this. If you would like to add "Planned Qualification Call" and "Demo Booked" to your Lead Stages you can click the gear icon in the top right (settings), then objects, then leads, then the Lead Stages tab and add them where appropriate.

You should then be able to build a report using a single object report for leads, where each of these stages represents the current count in each stage, and contacts in "qualified" have been converted to deals.

Re: How to use leads for outbound sales

JVanImpe — Tue, 05 Mar 2024 12:53:01 GMT

Hi Trevor,

Thank you for the quick reply. I already added some lead stages and will look in to building the report. Should I also be able to see conversion rates? At best, I would like to report on how many activities were needed to get a first meeting.

Best regards

Jan

Re: How to use leads for outbound sales

trevordjones — Tue, 05 Mar 2024 13:25:03 GMT

Hi @JVanImpe ,

The Leads object is still very new, and it does lack some key features, among them Funnel Reports on Lead stages, which would give you abetter visual on your lead conversion process as well as a conversion rate calculation. I have an idea in the ideas forum to make funnel reports available for leads, and I'd love it if you could upvote it for me.

Leads are also not currently available as a reporting data source so even if you have Marketing Enterprise, you can't build a journey report on the Lead object.

Your best bet currently for conversion Lead Stage conversion rates to use a dataset with a formula field. This requires OperationsHub Enterprise, however.

This may be the best argument for using a dedicated Qualifying Deal Pipeline to handle these opportunities until such time as better funnel reporting is available for Leads. I still set Qualifying Pipelines up for many clients because of that.