When to ‘count’ a lead… Let’s say you go on a sales job this month and you are unable to close the deal. Next month you go again and you are successful. You close the sale. In reality, you’d probably have more than just this one lead for the year, but for this illustration, assume this was your only lead for the year. When reporting your closing ratios you would want to see the following (assuming the ‘closing ratio’ = ‘sold leads’ / ‘total leads’):
If you create a new sales job in SuccessWare21 for the second month, SuccessWare21 normally counts that as a separate lead so your closing ratio for the year would be 1/2, even though you really only had one lead. The ability to ‘continue’ leads in SuccessWare21, allows you to follow up with a new sales job, without counting it as a new lead.
SuccessWare21 allows you to ‘continue’ a lead and relate a second sales job back to the original lead or sales job. In this way, the second job will not be counted when calculating your ‘total leads’ in reports.
To indicate that a sales job is a continued lead and should not be counted when calculating ‘total leads’ on reports…
1) Open the ‘Sale Summary’ from for the sales job.
2) Check the ‘continued lead’ check box at the top of the form,
3) Select the original lead from the original lead drop down list.
4) Make sure the ‘count lead’ check box is not checked.
NOTE: When continuing a lead, you must identify the original lead that is being continued. The drop down list for the ‘original lead’ field will list closed sales jobs that were not sold.
Sometimes you may want to count the continued leads. For example, if in the second month you send a different salesperson out on the lead, you will want that call to count as a lead for the second sales person. In this case, continue the lead as mentioned above, but be sure the ‘count lead’ checkbox is checked. This checkbox will be unchecked by default when continuing a lead.
Sales Lead Tracking Report – The columns ‘continued lead’, ‘original lead no’ and ‘counted lead’ have been added to the detail of this report. In addition, the report totals for ‘number of leads’ and ‘closing rate’ will be affected by the ‘count lead’ field. You will now also see a ‘Total Quoted (count)’ that totals the estimates for just your ‘counted’ leads.
Management Comparison Report – In the Leads Section, the ‘Leads Run’ and ‘Closing Ratio’ rows will only count sales jobs that have the ‘count lead’ checkbox checked.