Lead Tracking increases sales Conversion Rates
Following sales lead tracking best practices using Lead Tracking Software solutions such as LeadPro247 significantly increases the chance of converting the Lead into a Sale. It is a known fact that over 70% of the prospects are never followed up in time. While employing a lead management software helps to reduce this rate to some extent, using the lead tracking best practices results in high lead conversion rates and increased prospect satisfaction.
Lead Tracking Process
Lead Tracking is nothing but the methodical way of following up with the prospects and recording the lead follow-up activities in the lead management database.
If the sales personnel are not in a position to log the follow-up actions and the results, especially in the case of small businesses, a lead administrator or lead coordinator can update the same in the central database. This practice helps the sale representative in getting an unified view of the lead during the next call or on site visit. Once the sales personnel realize the benefits of of centralized lead tracking, they will start following the process for their own betterment.
Tracking Log
The sales lead tracking log will include the following components, among others:
- Lead Origination / Capture Info
- Lead Assignment Info
- Drip Emails sent to the prospect
- Lead Reassignment or Transfer to another sales rep, if any
- Demo Requests from prospects
- Onsite Visits
- Telephone calls made and received
- Call Back reminders
- Gist of Email communications
- Snail Mails sent
- Marketing Literature fulfillment, if any
- Samples delivered, if applicable
- Movement of Sales Tracking Stage
Visibility to all this tracking information will save considerable time for the sales personnel. The sales support staff (at the back office) can also alert the sales reps based on follow-up triggers.
While many marketers and businesses have started realizing the importance of contacting the prospect at the quickest possible time from the point of lead capture, further follow-up activities have not caught up as required. Deploying a suitable lead management system and adopting simple best practices for lead tracking is imperative in today’s internet centric marketing era.
