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Standard Reports: Lead Activity Summary

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 On the Main Menu, mouse over Reporting to expand the Reporting sub-menu; Mouse over Lead Reports and click Lead Activity Summary

 

 The Lead Activity Summary provides information about the status of your leads.

 Our most successful clients use this report in several different ways:

  • Track the overall status of the leads within their LeadManager
  • To track the overall status of the leads within your LeadManager, simply click the Go! button. This will provide a list of statuses, a count of the leads within that status, and a percentage of the leads currently within that status.
  • Filter this report further by specifying a date range. This will isolate the leads that were added during a particular time period.
  • Identify various performance metrics and ratios (such as an “Application Ratio” and “Funding Ratios”)
  • To track the percentage of leads that reach a certain status, see “Snapshot vs. Historical,” below.
  • Identify the current and historical status of leads belonging to a particular group or user
  • Identify the current and historical status of leads originating from a particular campaign (lead source)
  • Identify the number of times a particular action has been taken on leads
  • See “Statuses and Actions,” below.

 

You can run the report simply by clicking the Go! button. However, there are several options available when running the report that you will find useful:

  

  • Snapshot and Historical views. Please see “Snapshot vs. Historical,” below.
  • Date range filtering. To the left of the Go! button, specify a start and end date. This will filter the leads used to generate the report based on the date on which they were added to your LeadManager. For instance, you might compare the contact ratio of the leads you received last month to the leads that you received in the prior month.
  • Group filtering. You can filter the output of this report by group. This is useful if you wish to compare the performance of different teams. If a group manager is given access to reports, they will only see the performance of their own team.
  • User filtering. You can see the performance of an individual user in your LeadManager. To see detailed information on multiple users, run the User Activity Summary report instead.
  • Campaign filtering. You can filter the leads used to generate this report based on campaign.
  • Total Leads vs. Previous Status. This is useful only to a tiny minority of our clients who have a completely linear sales cycle.
  • Status Only vs. Status and Action. Please see “Statuses and Actions,” below.

 

Snapshot vs. Historical

Instead of providing information about the current status of each lead, a Historical report provides information about the number of leads that have ever been in a given status. To run the Lead Activity Summary as a Historical report, select “Historical” from the Snapshot dropdown menu in the upper-left-hand corner of this report.

This is easier to understand with an example. Suppose you generate 10 leads in the New status. Four of these leads move directly to the Application status. Of these four, two then go to the Funded status, and two then go to the Inactive status. The other 6 move directly to the In Process status, then on to the Inactive status.

 

The results would appear as follows:

 

 

New

In Process

Application

Funded

Inactive

Snapshot

0 (0%)

0 (0%)

0 (0%)

2 (20%)

8 (80%)

Historical

10 (100%)

6 (60%)

4 (40%)

2 (20%)

8 (80%)

 It’s easy to see the value of the Historical report in this context. From the Snapshot view, we can only determine that 20% of our leads eventually arrive in the Funded status, and 80% of our leads arrive in the Inactive status. We can deduce that we have a 20% funded ratio, but we don’t know what got us there.

 From the Historical view, it’s easy to determine that 40% of our leads generate applications. So, we can say that we have a 40% application ratio. We can also see that 20% of our leads are funded, and 80% become inactive.

 

Statuses vs. Actions

The Lead Activity Summary can provide information about the number of times that an action has been taken on your leads. To see this view, select “Status and Action” from the View drop-down menu. For each status in your LeadManager, the report will now display the list of actions that can be taken within that status, along with a count and percentage.

 

Please note that the counts presented do not distinguish as to which status the lead was in when the action was taken. For instance, suppose you have a General: Comment action available for use within the New and In Process statuses. This action may have been taken 50 times in the New status, and 50 times in the In Process status. The report will list the General: Comment action within both the New and In Process statuses, each time indicating that the action was taken 100 times. You can use Custom Reporting if you need more specific data.

 

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