I would like to show you a pretty effective Lead Activity History Report that I have been using in Salesforce.com.
This report is a typical Lead Report based off of Last Activity and Created Date. I have added a few additional components to assist in the day to day process of following up on Leads.
I have added 2 formula fields:
1) Days Since Created – a number field
2) Days Since Last Activity – a number field tracking the amount of days since the last Email sent to the Lead, Call logged with the Lead or Event scheduled with the Lead.
I filter my report by all Leads created within the last 45 days, because many Leads have a waiting period on budget, etc.
I use a combination of the Rating (Hot, Warm, Cold) field, the Status field (Contacted, Open, Qualified, Unqualified, etc), Estimated Project Value and the Days Since Activity field to generate an IMAGE formula field. This image formula field is either of a Red or a Yellow flag to say “HEY, Red Flag, this person needs to be contacted immediately, because it is either a hot deal and too many days have passed since activity or it is a warm deal of high value and too many days have passed!”
This is absolutely wonderful, because you can easy look across your list of Leads without too much analysis and realize if something needs to be done. It won’t show Unqualified Leads, so these won’t confuse you on your report.
I have also generate an “Importance” IMAGE formula field that takes into account the Lead Rating, Status and the Est. Project Value to show a stoplight. Green means GO PURSUE, Yellow means COULD BE GOOD, Red means DON’T SPEND TOO MUCH TIME. This will tell me that even if an Activity is not needed, keep an eye on this record, because it is Good, Bad or Ugly.
*Image from dev account
What is great about this is you can put these IMAGE formula fields and “Days Since …” fields directly on your Leads dropdown lists views for easy viewing as well. See the screenshot below.
As you can see, this is a great way to operationally manage your own Leads and the Leads of your employees!
Posted in Business Analysis, marketing, sales, Salesforce.com | 3 Comments »