Monitoring rep activity with inbound only model

JohnnyTargaryen · ‎Dec 28, 2016

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?

ndwilliams3 · ‎Dec 28, 2016

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.

kcooper · ‎Jan 13, 2017

@ndwilliams3 had some great advice!

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.