Measuring ROI on Leads

Today, we are previewing an additional feature of our new leads management module: leads cost tracking and lead source return on investment (ROI). These features are designed to help you manage and track your marketing programs that will generate the highest return on your marketing dollars.

Managing your leads efficiently and in a cost effective way is critical to the pursuit of closing more deals in your sales pipeline.

HOW DOES IT WORK?

Leads ROI tracking is very simple and easy to use. Here is a quick overview of how to starting tracking your lead costs:

1. Create lead sources (using the admin tool)

2. Assign lead source costs (see below)

3. Create some leads using the Import Leads feature or add leads manually and assign a lead source

4. Create a deal from the lead

5. Close the deal

Your leads will now be associated with the deal revenue, and the costs. Your ROI is calculated and displayed in a report, by dividing your revenue by costs.

ASSIGNING LEADS COSTS

PipelineDeals already supports the ability to assign a lead source and track its associated revenue. We are enhancing that capability with the ability to assign costs to your lead sources.

To assign costs to your lead sources, simply have your administrator add the costs using the admin tool.

FLAT FEE COSTS

You can assign a simple flat fee to your lead source. Use flat fee costs when you are spending a fixed amount of dollars on a marketing or lead generation program. A good example, would be a trade-show, where you might spend several hundred to several thousands of dollars. This is a one-time cost which would be spread over all of the leads generated from the trade-show.

PER LEAD COSTS

You can also assign per lead costs. Use per lead costs when you are purchasing leads from an outside vendor, or maybe getting leads from search engines such as Google, paying on pay-per-click basis.

LEADS ROI REPORT

The leads ROI report displays your lead sources, number of leads for each source, associated revenue, costs, costs per lead, and return on investment (ROI %).

NEW LEADS GRAPHS

Number of Closed Leads By Lead Source

This graph displays your closed leads over for a specified period. You can change the period to review your closed leads for this month, the last 3 or 6 months, and year to date.

Revenue, Costs and Profit By Lead Source

This graph shows you the revenue, costs, and profit in a nice 3D bar chart associated with a specific lead source. You can change the period to review your revenue, costs and profit for the last 3 or 6 months, and year to date.

This feature will be launching soon.