We're a B2B software company with two sales people working 600 new inbound leads per month. After qualifation, 250 of those leads are a good fit, so 125 per rep, a managable number.
How would you go about monitoring the amount of times a rep works each lead without checking into leads individually?
If you were a rep, how would you organize your views to stay organized and on top of all of your leads?
Anyone facing similar challenges with the HubSpot CRM?
I would create mutlple lists/views for sales activity. You can get a count of leads that fall within those segments. base the sales activity on what is expected by your reps...how many calls, emails or tasks shoud be logged in a given time frame. By comparing the control list to the segments, you can get a percentage of leads based on activity.
Control list
Create date = This month
Activity Segments
Create date = This month and number of sales activity = 0
Create date = This month and number of sales activity > 5
Create date = This month and number of sales activity > 10
Create date = This month and number of sales activity > 20
Control list
Create date = Last month
Activity Segments
Create date = Last month and number of sales activity = 0
Create date = Last month and number of sales activity > 5
Create date = Last month and number of sales activity > 10
Create date = Last month and number of sales activity > 20
If your also using deals, you can add views for this as well.
Create date = This month and First Deal Created Date = unknown.
Create date = Last month and First Deal Created Date = unknown.
These views could also be used to priortize follow up.
Another fast way for you to be able to monitor the amount of times a rep works each lead is to add the "Number of times contacted" column to the listviews you are working with - this will display the number of calls, emails, and meetings logged on a Contact record.
