Lead analysis provides you a microscopic view of your pre-sales activities.
Lead analysis features:
Analyze your active lead worth (current market worth). Ensure current marketing focus by slicing 'Leads - Industry' and 'Leads - Lead Source' information.
Split up of your current market worth by industry and lead source.
Quarterly/ monthly lead conversion rate (ability to win leads).
Analyze quarterly/ monthly winning trends. Analyze winning trends by industry and lead source.
Analyze quarterly/ monthly losing trends. Analyze lead losses as a function of industry, lead source, competitor, 'competitor - reason code', 'competitor - industry'. Exhaustive lost lead analysis enables your sales force to be more agile.
Analyze quarterly/ monthly potential inflow.
Analyze dropped and postponed leads by industries and lead sources. Make up Active Lead short fall. Deduce low performing lead sources/ industries => either strengthen OR replace with newer marketing strategies.
Enables better budgeting decisions.
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| Potential | Count | |
|---|---|---|
|
Active Leads * Independent of Analysis Period |
Potential of all active leads for the period. |
Number of active leads for the period. |
|
Conversion Rate [W] [W] means Leads Won Lead conversion rate as a function of leads won and lost. |
Leads won % [Potential]. Formula: (Sum of Lead Potential Won in the Period / (Sum of Lead Potential Won in the Period + Sum of Lead Potential Lost in the Period )) * 100 |
Leads won % [Count]. Formula: (Sum of Lead Count Won in the Period / (Sum of Lead Count Won in the Period + Sum of Lead Count Lost in the Period )) * 100 |
|
Dropped Leads * Independent of Analysis Period |
Potential of all dropped leads for the period. |
Number of dropped leads for the period. |
|
Leads Lost |
Potential of all the lost leads during the period. |
Number of leads lost during the period. |
|
Leads Won |
Potential of all the leads won during the period. |
Number of leads won during the period. |
|
Postponed Leads * Independent of Analysis Period |
Potential of all the posponed leads. |
Number of postponed leads. |
|
Lead Inflow |
Lead potential inflow during the period. |
Number of leads booked during the period. |
Table 20.1. Lead Analysis - Summary Section
Analyze active leads by industry and lead source. Pot% = Potential %
Quarterly/ Monthly: Count and potential of leads won during the period.
A detailed view of lost leads during the period.
Quarterly/ Monthly: Count and potential of lead inflow during the period.