Lead Management Dashboard | Marketing Dashboards

The Lead Management dashboard provides lead conversion information by product category or by sales group. Marketing uses this information to align marketing activities with sales. For example, marketing departments can identify sales groups that are struggling with lead conversion and the product category. They can then use this information to create marketing activities for the sales group. Also, sales users can measure lead conversions by lead quality and find out what percentage of leads supplied by marketing are worthwhile.

This dashboard also provides Marketing and Sales Managers in the organization with daily visibility into lead activity, conversion and aging for all leads assigned to the sales groups. The Sales Managers or Sales Group administrators can view the flow of the lead statuses, measure the quality of leads, see the conversion rates from lead to opportunity, and compare cost and revenue of lead generation. This dashboard reflects the performance of a sales group. Managers can view details from the sales group level to the individual sales representatives’ levels

Lead Management Key Performance Indicators (KPIs)

Opportunities Amount – Converted from Leads The amount of opportunities converted from leads during the specified period.
Leads Converted to Opportunities The number of leads converted to opportunities during the specified period.
Lead to Opportunity Conversion The percentage of leads converted to opportunities for the specified period.
New Leads Leads created during the specified period.
Open Leads Leads open as of the selected date ‘A’ Leads Leads ranked ‘A’ and created during the specified period.
Average Lead Age (in Days) The average number of days a lead is open during the rolling fiscal year. This KPI is not affected by the date parameter selected.
Average ‘A’ Lead Age (in Days) The average number of days an ‘A’ Lead is open during the rolling fiscal year. This KPI is not affected by the date parameter selected.

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• Prior Open: Number of leads open at the beginning of the specified
period. Open leads are leads that are not dead, converted, or closed.
• New for Period: Number of leads created during the specified
period. The ’Drill To’ feature of this column enables users to link to the
“Leads – New for Period Report”. Parameters in the report are derived
from dimension options in the “Lead Activity Report”.
• Converted: Number of leads converted to opportunity during the
specified period. The ’Drill To’ feature of this column enables users to
link to the “Leads – Converted for Period Report”. Parameters in the
report are derived from dimension options in the “Lead Activity Report”.
• Changed to Dead: Number of leads changed to status “dead” during
the specified period.
• Closed without Conversion: Number of leads with “closed” status, apart
from dead leads and converted leads. Closed leads are leads that cannot
be converted to opportunities. The ’Drill To’ feature of this column
enables users to link to the “Leads by Close Reason Report”. Parameters
in the report are derived from dimension options in the “Lead Activity
Report”.
• Current Open: Number of leads with “open” status at the end of the
specified period. Open leads are leads that are not dead, converted, or
closed. The ’Drill To’ feature of this column enables users to link to the
“Leads – Current Open Report”. Parameters in the report are derived
from dimension options in the “Lead Activity Report”. The drill down
report displays data for all leads that are currently open.
• Current Open Leads with no Activity: Number of leads that were
created but not updated (i.e remained unchanged). The ’Drill To’ feature
of this column enables users to link to the “Leads – Current Open
Report”. Parameters in the report are derived from dimension options
in the “Lead Activity Report”. The drill down report displays data for
leads that are currently open and have had no activity from the time
they were created.
• Current Open Leads with no Activity: The percentage of leads that
were created but not updated. Formula: (Current Open Leads with no
Activity/Current Open Leads) * 100. For example, out of 4,580 current
open leads, if 3,750 are unchanged by the sales representative, then the
percentage is ((3,750 / 4,580) * 100) = 82%.