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

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

This text will function your information for robotically monitoring and reporting on gross sales leads utilizing the Lead standing property and your HubSpot workflows instrument.

The Worth of Lead Standing

HubSpot’s lead standing contact property affords 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 grow to be an alternative.

Whereas this info may be manually tagged or marked by salespeople, your HubSpot workflows instrument also can automate points of this tagging/marking course of to avoid wasting your crew quite a lot of 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 (slightly than updating them manually, which takes quite a lot of time and may be inaccurate):

Model New Lead/Not Contacted

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

Tried to Contact/No Reply

Which means a salesman has reached out to this lead already by way of electronic 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 crew’s outreach by both chatting with the crew on the cellphone, replying to an electronic mail, and so on.

Open Alternative/Deal

This lead standing means the dialog with the lead went properly, and they’re going to transfer on to a full demo dialog or one thing related. This will likely additionally correspond to a Gross sales Certified Lead within the Lifecycle Stage property.

Lead Statuses for Guide Marking

You may need seen a couple of lead statuses lacking from the checklist above. That’s as a result of some lead statuses are finest marked by people and may not be robotically marked.

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

Whereas some corporations are inclined to have a formulaic method to figuring out whether or not or not a lead is certified, most corporations in most industries have a tendency to find out qualification on a case-by-case foundation (particularly in B2B eventualities).

Due to the number of causes {that a} lead may very well be disqualified from progressing, we advocate {that a} human gross sales skilled mark this manually.

Why hassle with guide marking?

Any kind of disqualification must be rigorously thought-about — they don’t seem to be often diminished to a easy method. Generally, prospects 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 type. Whereas experimentation is inspired, it’s endorsed to depart this to people should you’re doing this for the primary time.

In fact, these are simply the primary lead statuses. It’s best to personalize these lead statuses in your group.

Learn how to Use Workflows to Automate Lead Standing

The movies share the right way to automate these statuses utilizing your workflow instrument.

Earlier than getting began, log in to your workflows instrument in HubSpot, and observe alongside:

Model New Lead/Not Contacted

Tried to Contact/No Reply

Linked/Replied/Spoke

Open Alternative/Deal

Reporting on Your Knowledge

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

In case you’re questioning what reviews it’s best to have a look at for monitoring lead standing, try these options:

• 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 may be crucial to your gross sales crew’s success, so it is in your finest curiosity to know and execute the method successfully.