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Lead Tracking

Lead Tracking: Extensive Guide for You

Making a sale is a long process that can take days, weeks, months, or even years. There are many steps that need to be taken at different times. To make the sales process as smooth as possible, it’s important to have a system in place that keeps all of your information in order.

Lead tracking is the process by which the sales and marketing teams keep track of each sales lead and record important information about where the lead is in the sales funnel. Tracking gives sales teams a way to keep in touch with prospects and make sure no one falls through the cracks. And monitoring helps the marketing department by telling them what brought a lead into the sales funnel, which helps them measure the return on investment (ROI) of their marketing. You can also track ROI with the right CRM, like Office24by7. With a good CRM, ROI tracking becomes quite easy.

Forbes says that over the course of three years, a company’s revenue and profits grow 24% and 27% faster if its sales and marketing teams work together. This is compared to a company that keeps its sales and marketing departments separate.

Lead monitoring takes away the element of uncertainty from the following steps so that more deals can be closed.

What to follow?

When you track sales leads, you gather and measure data based on what the marketing and sales teams want. You can keep track of any information you can think of in case you need it later, or you can just focus on certain information to set KPIs.

Some common things to keep track of are:

  • Name and information about how to reach the lead
  • way to get information
  • Take the lead in any marketing activities, like blogs, social media posts, live events, or ads.
  • The place of a lead in the sales funnel.
  • Information about who is qualified, such as how quickly a lead has moved down the funnel, how much they are willing to spend, when they want to close a sale, etc.
  • Details about how and when they were contacted (by phone, email, in person, or at a trade fair).
  • Thoughts about each interaction
  • when you last talked to them

The next step is

  • How long you have to do that thing
  • The amount that is expected to change hands
  • date expected to close

Every part of a business benefits from being organized, and lead tracking can change the way you do all of your sales and marketing.

Set rules for who can be a lead

You have to know what a lead is before you can track it. Then you have to figure out where the leads you want to track are coming from.

You’ll have to put all of your leads into a database, which at first will require manual entry. It’s up to you if you want this database to include every possible buyer (including prospects who contacted you directly, leads who clicked on ads, and referrals), or if you want it to only include buyers from certain sources.

Choose a way to track leads.

There are different ways to keep track of leads. The best one for you will depend on how big your database is, how much money you have, and what your team needs.

CRM software that helps you track leads could make your business easier. Salesforce and Pipedrive are two very popular platforms that are used by all kinds and sizes of businesses.

From a single workspace, users can manage target accounts, opportunities, leads, and action items. There are many ways to sort data, which makes analysis go faster. The technology even lets you say how much you think a lead is worth so that you can prioritize it, give certain sales team members tasks, and make a detailed roadmap without having to write any code.

How to Keep Track of Leads?

Once you’ve chosen your CRM method, you should try it out and make changes to it before putting it into action. After the sales team has joined and everything is going well, you may start to work on nurturing your leads.

The point of nurturing is to make it more likely that your leads will turn into paying customers. This is made up of the following:

Tracking calls can make it easy for you and your group to remember what was said in past conversations. Office24by7 has a client call log template you can use to keep track of this kind of information. Using email tracking, you can try out different ways to get in touch with leads and see which works best.

With social and in-app engagement, you can keep track of how you’ve talked to leads across all of your channels.

Timing is the most important part of a successful sales plan, and it’s impossible to get it right in this high-volume market without lead monitoring. A good CRM and sales lead tracking system can help you figure out what to do next, avoid ignoring leads, follow up at the right time, manage communication methods, and evaluate what’s working and what’s not in your sales and marketing.


Now is the time to set up your CRM for sales. Office24by7 has the best sales CRM in the industry, which helps your sales team at every step. You can do everything with one CRM—Office24by7—from capturing leads as soon as they come in to giving you a bird’s-eye view of their journey and giving you tips on how to turn them into deals.


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