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LeadManager: Standard Reports: Lead Activity Summary    

TOPICS COVERED IN THIS ARTICLE:

  • How to run the Lead Activity Summary report

 

 

 

ENVIRONMENT:

  • LeadManager

 

 

 

STEP BY STEP INSTRUCTIONS:

 

 The Lead Activity Summary report 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
  • 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
  • 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

 

 

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

 

LEAD_ACTIVITY_SUMM1.jpg 

 

  1. APPLY FILTERS.There are several options available when running the report that you will find useful:

  LEAD_ACTIVITY_SUMM2.JPG

 

  • Snapshot and Historical views: Please see Snapshot vs. Historical
  • 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

 

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 Four of these leads move directly to the Application status. Of these four, two then go to the Fundedstatus, and two then go to the Inactive status. The other 6 move directly to the In Process status, then on to the Inactive status.
    • 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.

 

 

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%)

 

 

 

Statuses vs. Actions

LEAD_ACTIVITY_SUMM4.jpg

  • 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 Viewdrop-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 Newand In Process This action may have been taken 50 times in the New status, and 50 times in the In Process 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.

   

 

  1. RUN THE REPORT.You can run the report simply by clicking the Go button
  2. VIEW RESULTS.The results would appear as follows:

 LEAD_ACTIVITY_SUMM5.jpg

 

 

 

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