Lead Tracking Template

PROGRAM OUTLINE AND KEYS
STEP ONE - General Information

Enter Tradeshow Information
Show Name: Enter Show information in this column
Show Dates:
Number of Attendees:
Number of Leads (all types):
Number of Sales Staff:
Total Cost to Exhibit:
Goals
These are the numbers you set prior to the show.
Number of Leads
Number of Sales
Revenue from Show
STEP TWO - Qualify Your Leads

Sort and Qualify Leads - Lable each lead according to the list below in the Tracking Spreadsheet (Tab 2)
A = Hot Lead Has funding, ready to purchase in the next 6 months. Or deal written at show.
B = Warm Lead Purchase planned within the next 6-24 months.
C = Long-Term Lead Purchasing timeframe of more than 24 months or requesting literature.
D = Non-Lead Does not require follow-up.
Do not change this qualification. If the lead quality changes, update the status field instead.
Track titles with the following levels into the Tracking Spreadsheet.
CEO/President/Chair/Owner
Vice President
Director/Manager
Administrative/Other
*Portions of the Tracking Spreadsheet are protected to preserve formulas. Password is sales.
**Do not delete columns in the time period area. Reports will not auto generate. It is recommended that you
hide colums not in use instead of deleting them.
STEP THREE - Follow Up

After each cycle, determine the lead status and update the Tracking Spreadsheet (Tab 2)
1 = Sale Closed Purchase made.
2 = Send Proposal Verbal agreement. Send proposal.
3 = Needs More Information Lead needs more information or requires further discussion
4 = Follow Up 30 Lead not ready to negotiate. Follow up in 30 days.
5 = Follow Up 60+ Lead not ready to negotiate. Follow up in 60 days plus.
6 = Lead is Cold No further action required.
Once a sale is closed or cold do not continue to update that record in the remaining time periods.
STEP FOUR - Evaluate

Examine your Tracking Spreadsheet
Have you been consistenly following up with leads?
Have you been diligent about status updates?
Is there a particular sales associate converting leads to sales?
What was the general trend for the leads initially qulified as "A = Hot Lead?"
Examine your Reports (Tab 3)

Identify trends.
Note information to support trends.
PROGRAM OUTLINE AND KEYS
Document conclusions.
*Note: The Reports Tab is protected to preserve formulas. Password is sales.
TRACKING SPREADSHEET
Main Lead Information - 1 Day
LEAD TYPE COMPANY CONTACT TITLE - ACTUAL TITLE LEVEL ADDRESS
1 DAY TOTALS
0 A = Hot Lead 0 CEO/President/Chair/Owner
0 B = Warm Lead 0 Vice President
0 C = Long-Term Lead 0 Director/Manager
0 D = Non-Lead 0 Administrative/Other
CITY STATE ZIP EMAIL OFFICE PHONE MOBILE PHONE FAX
wner
7 Days
WEBSITE LEAD NOTES SALES ASSOCIATE DATE STATUS UPDATE ACTION/NOTES REVENUE
7 DAY TOTALS $ -
0 1 = Sale Closed
0 2 = Send Proposal
0 3 = Needs More Information
0 4 = Follow Up 30
0 5 = Follow Up 60+
0 6 = Lead is Cold
30 Days 60 Days
DATE STATUS UPDATE ACTION/NOTES REVENUE DATE STATUS UPDATE ACTION/NOTES REVENUE
30 DAY TOTALS $ - 60 DAY TOTALS $ -

0 1 = Sale Closed 0 1 = Sale Closed
0 2 = Send Proposal 0 2 = Send Proposal
0 3 = Needs More Information 0 3 = Needs More Information
0 4 = Follow Up 30 0 4 = Follow Up 30
0 5 = Follow Up 60+ 0 5 = Follow Up 60+
0 6 = Lead is Cold 0 6 = Lead is Cold
90 Days 180 Days
DATE STATUS UPDATE ACTION/NOTES REVENUE DATE STATUS UPDATE ACTION/NOTES REVENUE
90 DAY TOTALS $ - 180 DAY TOTALS $ -

0 1 = Sale Closed 0 1 = Sale Closed
0 2 = Send Proposal 0 2 = Send Proposal
0 3 = Needs More Information 0 3 = Needs More Information
0 4 = Follow Up 30 0 4 = Follow Up 30
0 5 = Follow Up 60+ 0 5 = Follow Up 60+
0 6 = Lead is Cold 0 6 = Lead is Cold
360 Days - Final
DATE STATUS UPDATE ACTION/NOTES REVENUE
360 DAY TOTALS $ -

0 1 = Sale Closed
0 2 = Send Proposal
0 3 = Needs More Information
0 4 = Follow Up 30
0 5 = Follow Up 60+
0 6 = Lead is Cold
REPORTS
INITIAL DATA
Lead Analysis Number % Leads % Attendees
A = Hot Lead 0 #DIV/0! #DIV/0!
B = Warm Lead 0 #DIV/0! #DIV/0!
C = Long-Term Lead 0 #DIV/0! #DIV/0!
D = Non-Lead 0 #DIV/0! #DIV/0!
Leads that Require Action* 0
*All leads from the show less "Non-Leads"
Title Analysis Number % Leads
CEO/President/Chair/Owner 0 #DIV/0!
Vice President 0 #DIV/0!
Director/Manager 0 #DIV/0!
Admistrative/Other 0 #DIV/0!
Other
Attendees to Lead Conversion #DIV/0!
Cost Per Lead #DIV/0!
Staff to Attendee Ratio #DIV/0!
CONVERSION RATES
0 0 0 0 0 0
7 DAYS 30 DAYS 60 DAYS 90 DAYS 180 DAYS 360 DAYS -
To Sale To Cold FINAL
REVENUE PROGRESS
1
0.9
0.8
0.7
0.6
0.5
0.4
0.3
0.2
0.1
0
7 DAYS 30 DAYS 60 DAYS 90 DAYS 180 DAYS 360 DAYS
Revenue Goal - FINAL
SALES PROGRESS
1
0.9
0.8
0.7
0.6
0.5
0.4
0.3
0.2
0.1
0
7 DAYS 30 DAYS 60 DAYS 90 DAYS 180 360
Sales Goal DAYS DAYS -
FINAL
7 DAYS 30 DAYS 60 DAYS 90 DAYS 180 DAYS 360 DAYS
Revenue Goal - FINAL
REPORTS
1
0.9
0.8
0.7
0.6
0.5
0.4
0.3
0.2
0.1
0
7 DAYS 30 DAYS 60 DAYS 90 DAYS 180 360
Sales Goal DAYS DAYS -
FINAL
7 DAYS
Status This Period Percentage
1 = Sale Closed 0 #DIV/0!
2 = Send Proposal 0 #DIV/0!
3 = Needs More Information 0 #DIV/0!
4 = Follow Up 30 0 #DIV/0!
5 = Follow Up 60+ 0 #DIV/0!
6 = Lead is Cold 0 #DIV/0!
Financial
Revenue this Period $ -
Revenue to Date $ -
Cost per Sale Closed to Date #DIV/0!
30 DAYS
Conversion Rates Number Percentage

Conversion to Sale to date 0 #DIV/0!
Conversion to Cold to date 0 #DIV/0!
Financial
Revenue This Period $ -
Revenue to Date $ -
60 DAYS

REPORTS
Financial
Revenue to Date $ -
REPORTS
90 DAYS

Financial
Revenue to Date $ -
180 DAYS

Financial
Revenue to Date $ -
360 DAYS - FINAL


Financial
Revenue to Date $ -

Lead Tracking Template

Caricato da

Informazioni sul documento

Copyright

Formati disponibili

Condividi questo documento

Condividi o incorpora il documento

Opzioni di condivisione

Hai trovato utile questo documento?

Questo contenuto è inappropriato?

Copyright:

Formati disponibili

Lead Tracking Template

Caricato da

Copyright:

Formati disponibili

PROGRAM OUTLINE AND KEYS

STEP ONE - General Information

STEP TWO - Qualify Your Leads

STEP THREE - Follow Up

STEP FOUR - Evaluate

Examine your Reports (Tab 3)

CITY STATE ZIP EMAIL OFFICE PHONE MOBILE PHONE FAX

30 DAY TOTALS $ - 60 DAY TOTALS $ -

90 DAY TOTALS $ - 180 DAY TOTALS $ -

360 DAY TOTALS $ -

Conversion Rates Number Percentage

Conversion Rates Number Percentage

Conversion Rates Number Percentage

Conversion Rates Number Percentage

360 DAYS - FINAL

Conversion Rates Number Percentage

Potrebbero piacerti anche