How to use a CRM to track leads

Maintaining visibility on leads is a challenge for many sales teams. A properly configured CRM platform can help salespeople track and follow up with leads more effectively.

By Zen Newman, Marketing Analyst at PipelineDeals


 Use a CRM to track leads 

A common frustration for sales people and their managers alike is managing lead flow to ensure the prioritization of the best leads. Targeting opportunities for follow up to maximize success during the sales process is essential to sales success. Staying organized and hungry is the key to ensuring you’re making the most out of the sales opportunities in front of you. As a sales professional, you have to bring the hunger every day on your own. Using your sales technology stack, however, can help turn your sales process into a well-oiled machine.

To make the most out of every available lead requires being able to keep your eyes on them as they pass through your sales pipeline. Creating a sales process allows sales people the ability to track their leads as they move from their first encounters to the eventual sale. Adopting CRM software can impose a structure on the discipline of tracking leads in the day to day operations of your sales team. Sales teams that are well versed in the use of their CRM software to organize their follow-up and outreach efforts consistently enjoy sales success as a result of their technological investments.

 Use your CRM to trigger sales activity

Sales teams can use their CRM software to better manage their lead tracking by creating predefined steps. This process allows leads to progress along as they move forward through the sales process. By defining these steps in the CRM, it adds clarity to where each account is in the process. Many CRM systems can be further configured to engage an automatic task as each step in the sales process is completed. These steps prompt the salesperson to continue moving the client forward in the sales funnel.

 Successful sales teams use technology to handle routine tasks 

Relying on technology to provide structure to the sales process provides advantages to sales teams. First, salespeople can spend more time crafting presentations and working directly with clients instead of trying to organize their sales pipeline. Secondly, the results of salespeople’s effort are visible to sales managers up the hierarchy. This greater visibility is an effective form of communication in its own right. Managing leads and tracking the sales pipeline from the cloud turns the day-to-day activity of salespeople into valuable business intelligence for managers by making it accessible.

There are a lot of CRM systems on the market from which to choose. When deciding, pick a CRM that helps salespeople stay focused on their sale pipeline. By staying focused, their effort is on moving leads forward through the sales process. Secondly, select for reporting features that give sales people and their managers insights into sales pipeline’s volume and velocity. Finding a CRM that can deliver insights through advanced reporting without slowing salespeople down is the holy grail of sales technology. Pick a platform that can provide this and you’ll be providing your sales team with an advantage over their competition and a means of reaching their full potential.

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