There is the reporting available on each pipeline. It can answer questions like:
How quickly is each team member responding to new leads?
How many times are we following up with each lead?
What percentage of leads are we able to get a hold of?
How well are we closing leads from our website vs our paid channels?
Editing the Stats that Appear
There are five default stats, but you can click the X on any of them to remove one and then click the + icon on the right to pull up the other available options.
Let's look at each of these stats in more detail.
1. First Response (aka Speed to Call)
First response is the amount of time that passes between a receiving a new lead and following up with that person via phone, text or email.
This stat only takes into account calls that were made to the lead through LeadSimple. Notes about calls, texts or emails on the lead record do not affect this number. This is done in order to maintain the integrity and accuracy of the stat. Leads marked as invalid are also not included.
The first response time is calculated based on your office hours, which you can view and update using the tooltip on this stat.
Segment Response Time w/ Filters
By default the stat will reflect performance for all leads over all time. Here some helpful filters to try applying:
Stage - Is there a difference in the response time for leads that were won vs lost?
Assignee - Which agents are responding fast / slow?
Source - Are leads from certain lead sources being responded to faster? If so why, and is this impacting conversion rates?
Date Range - Are response times different this quarter than last?
2. Touches (Median Number of Contact Attempts)
LeadSimple tracks the number of calls, texts and email follow up attempts made to each lead.
Note: This stat only takes into account calls, texts, and emails that were made to the lead through LeadSimple. Notes that are marked as calls, texts, or emails on the lead record do not affect this number, this is done in order to maintain the integrity and accuracy of the stat. Leads marked as invalid are also not included.
Segment Contact Attempts w/ Filters
By default the stat will reflect performance for all leads over all time. Here some helpful filters to try applying:
Stage - Is there a difference in the amount of follow up leads that were won received compared to leads that were lost?
Assignee - Which agents are making more / less follow up attempts?
Source - Are certain lead sources receiving more follow up than others? If so why, and is this impacting conversion rates?
Date Range - Is follow up volume different this quarter than last?
View Actual # of Attempts in Leads Table
You can also see the number of calls or emails placed to each specific lead by going down your list of leads.
Notes marked as calls or emails will not be listed the above list.
3. Made Contact Rate
This statistic is calculated on:
Any email (including manual)
Any text message (including manual)
Calls that took more than 90 seconds (that includes manual, but it rules out most manually added calls added through LeadSimple, because they don't have the duration set).
Read more about how to improving your contact rate in the webinar, "Dominant Follow-up Strategies".
By default the stat will reflect performance for all leads over all time. Here some helpful filters to apply:
Assignee - Which agents are doing a better job at making contact?
Source - Which lead sources are providing leads you're able to make contact with?
4. Percent Converted Rate
Percent converted rate refers to the percentage of leads that are placed in a won stage.
While this is an important metric that is essential to track, it only tells you what happened, not why. For a deeper explanation of sales performance, focus on response time, persistence and the content of the actual calls and emails made. While close rates tend to be the star metric, these other sub metrics are arguably far more important in interpreting sales results.
By default the stat will reflect performance for all leads over all time. Here some helpful filters to apply:
Assignee - Which agents are making more / less follow up attempts?
Source - Are certain lead sources receiving more follow up than others? How is this impacting conversion rates?
5. Median Outbound Calls/Emails
This is the total median number of outbound calls and emails for all leads that currently appear in the lead list.
6. Outbound Touches/Calls/Emails to Close
These are the median touches (both calls, texts and emails) that it took to close the closed leads in the list.