Following a lead's progress from beginning to end is known as tracking, and it's the second stage of the lead management process.
It entails finding lead sources, selecting suitable lead tracking software, assigning leads to team members, and nurturing and prioritizing leads. Follow the seven-step plan for organizing and tracking your sales leads to reach this stage.
Alore CRM is a good example of customer relationship management (CRM) software with a good lead management system. Activity tracking, lead collection, and source tracking are some of the features.
The second stage of the lead management process is tracking and categorizing sales leads.
Here are six things you can do to successfully manage and track sales prospects.
1. Identify and categorize your sales lead sources
The methods via which your consumer first hears about you are known as lead sources.
Here are a few examples of popular sales lead sources: To make the most of the marketing money, sales teams track where leads come from throughout the lead monitoring phase.
They choose which marketing methods are the most successful for a business and which aren't. You may also cut down on the length of your sales cycle by concentrating on prospects that are ready to buy.
Also Read: How To Start A Cold Email In 8 Simple Steps
These features are found in CRMs, marketing software, and sales software frequently. They track lead source data by monitoring email openings, social interactions, page views, and content downloads for sales leads.
2. Examine and Choose Lead Tracking Options
Consider numerous aspects when selecting a sales lead tracking solution, including your budget, the amount of time your staff can commit to manual data input, and the software's learning curve.
You must also predict how quickly your lead generating operations will ramp up. Because spreadsheets have limited storage capacity, you may find it difficult to handle big numbers of client data if you're using them to monitor your leads.
Spreadsheets, on the other hand, do not allow you to keep track of discussions with your leads, prospects, or clients. The following are two of the many sales lead tracking solutions available to you.
3. Customer Retention & Turnarounds Customer Relationship Management (CRM) solutions
Several CRM systems, including AloreCRM, HubSpot and Campaigner, offer lead tracking and deal management capabilities through the sales funnel.
Client lifecycle management, managing converted leads, developing customer loyalty, and maximising cross-selling and upselling possibilities are all included in these solutions, which go beyond simple lead management.
The following are some CRM solutions that you may use to track leads: Check out our post on the top six lead management CRMs for a more in-depth look at the finest lead management software solutions.
To keep track of and manage leads, use Google Sheets. Small businesses may benefit from no-frills spreadsheets like Microsoft Excel or Google Sheets for lead tracking and management.
They may be utilized for only a short period of time before being replaced by a CRM. They are, however, not the most efficient lead monitoring techniques since they need human data input, which is time-consuming and uncommon.
There's also a greater risk of making mistakes when entering and modifying data. This strategy is described in detail in our article on how to utilise Google Sheets as a CRM, which also includes a free template.
Tools for Email Campaigns
You might use email campaign software for your lead tracking needs if the email is a big element of your lead nurturing process.
Some of the services may include a contact database, mass mailing capabilities, and email open and click-through tracking. They do not, however, always keep track of phone conversations or internet visits.
You may solve this problem without switching programs if your email marketing solution works effectively with your existing CRM.
4. Configure and test your system
Set up and test your new sales lead tracking system with these essential tools: Following the selection of software for lead tracking and organising, the next stage is to develop and test a CRM strategy.
The majority of these solutions come with instructional films, walk-through videos, and other online resources to help you get started. Certain vendors provide live training and assistance by phone, email, and live chat.
The sales team often holds onboarding meetings with CRM in order to better understand how they intend to structure and track prospects utilizing the platform.
After you've completed your CRM plan, try out the lead tracking software before purchasing it or allowing everyone in your organization to use it. Free trials are a great way to get a sense of the tool's user interface, the convenience of usage, and utility.
Don't be scared to change your CRM approach or set up if things aren't working for your present procedures. Add-on features, such as a built-in phone dialer or processes, can be added when necessary.
5. Put your lead tracking system into action
Here are some pointers for implementing an effective lead tracking system:
After you've gotten your new lead tracking system working correctly, it's time to get it implemented across the rest of your team. If you signed up for a free trial, begin by committing to a complementary or paid service.
Train your sales staff on how to utilize the tool's lead tracking and organization features. Making it compulsory and offering incentives for quick
adoption of the innovative technology can also assist in its successful implementation.
6. Assign and input leads
You're ready to roll out your new lead tracking system to the rest of your team once you've tested it. If you've signed up for a free trial, start by committing to either a free or premium plan.
Showing your sales staff how the system can make their jobs simpler will help them own the system. Organize training sessions on how to use the lead tracking and organising capabilities of the software.
A short training session to familiarize employees with the new tool and its capabilities would help increase usage rates.
Making it necessary and offering incentives for early adoption of the new tool will also aid in the successful implementation of the lead tracking system.
A sophisticated lead tracking and organising system are critical for handling extended sales cycles and keeping up with your competition, regardless of the size of your company.
You can track sales leads with spreadsheets, but CRM software with its automation capabilities is more efficient.
Lead tracking software or customer relationship management systems (CRMs) provide you information into which leads and sales activities are worth pursuing so you may become more effective and lucrative.