How to track leads in salesforce



Table of Contents

How Salesforce lead tracking software can help your business?

By tracking and scoring your leads with lead tracking software from Salesforce, your business will get the most return from its limited resources, convert more leads to opportunities, and win more deals.

What are your lead sources in Salesforce?

Most sophisticated organizations take things a second step, and pull source and Campaign data into something like a marketing automation platform and pass that data into Salesforce via their integration. Your Lead Sources in Salesforce should be broad buckets. Think, tradeshow, customer referral, online advertising, or social media.

How do I push leads into Salesforce?

While it’s possible (using Web to Lead) to push leads into Salesforce with some tracking data, this is a simplistic method. Most sophisticated organizations take things a second step, and pull source and Campaign data into something like a marketing automation platform and pass that data into Salesforce via their integration.

Should you track your sales activity in Salesforce?

If you’ve invested in Salesforce, you almost certainly want to take advantage of it by tracking your sales activity in Salesforce. Maybe this is something you’re approaching for the first time, or — and this is perhaps more likely — you tried at one point to use Salesforce for this purpose, and you’ve since begrudgingly given up.


How do I track leads in Salesforce?

7 steps towards effective Salesforce lead management processCapture more leads. … Check whether you have duplicate lead records. … Follow lead qualification requirements. … Consider how to prioritize leads and distribute them among sales reps. … Keep your leads moving towards the conversion point. … Nurture your leads.More items…•

How can I track my leads?

How to track your marketing leads: 6 easy ways to track your leadsCall tracking and marketing attribution.UTM tracking and Google Analytics.Asking leads directly.Hidden form fields.Using CRM systems.Using promo codes.

What can Salesforce track?

With their marketing cloud, Salesforce helps companies track customer journeys while providing multichannel marketing campaigns, while their community cloud allows companies to directly interact with their customers and allows their customers to interact with each other.

What is Lead record in Salesforce?

Create a lead record to track sales leads that you pass to partner users. Record types help you differentiate between sales leads and registered deals, assign specific page layouts for different processes, and simplify reporting for each type of record.

How do I track sales leads in Excel?

0:006:11Excel sales lead template [DASHBOARD] – YouTubeYouTubeStart of suggested clipEnd of suggested clipIf you use spreadsheets to manage other parts of your business such as finance you can connect thoseMoreIf you use spreadsheets to manage other parts of your business such as finance you can connect those files to your sales workflow. And create an integrated data management system for your entire.

How do you manage sales leads?

6 Steps to Implementing an Effective Lead Management ProcessStep 1: Identify and Understand Your Leads. … Step 2: Generate & Collect Intelligence About Your Leads. … Step 3: Score Your Leads. … Step 4: Nurture Your Leads. … Step 5: Pass Off Your Leads to Sales. … Step 6: Track and Measure Your Leads.

What is Salesforce lead management?

Lead Management is a constant process of managing your leads in a systematic and structured manner,starting from gathering information of your prospects to passing the qualified leads to sales. It encompasses: data cleansing. assigning and distributing your leads.

How do I track email activity in Salesforce?

In Lightning Experience, email tracking applies to all emails and list emails sent through Salesforce, Office 365, Gmail, Email Relay, and Einstein Activity Capture. From Setup, enter Activity Settings in the Quick Find box, then select Activity Settings. Select Enable Email Tracking. Click Submit.

Can Salesforce track employees?

By using Salesforce tracking software you can easily track the employee; each and every movement of the employee can be viewed in the map present in the manager’s dashboard. Reimbursement calculation: The reimbursement calculation feature allows the agent to send a reimbursement request through the App.

What is the difference between leads and contacts in Salesforce?

In Salesforce, a lead is an individual or company that might be interested in what you sell. A contact is a lead that has been qualified as a potential purchaser. Leads can be converted into contacts, accounts (with multiple contacts), or opportunities (deals pending).

What is the difference between a lead and a contact?

contacts: A lead is the name of a person or company who may (or may not) be interested in the products or services you sell. A contact is an individual with whom one of your reps has established a relationship and is a potential customer.

What is lead in Salesforce with example?

In Salesforce, a lead is the default object that is created when you receive new contact information in your database. Leads can be imported, but they can also be created automatically through external marketing automation platforms, as well as by form submissions and other inputs.

How to track qualified leads in Salesforce

Salesforce is similar to Google Analytics and other tracking programs in that it has the concept of a “Source” and a “Campaign.” Unlike those platforms, it does not have the concept of a “Medium” (although that could be added as a custom field).

Lead Source vs Campaigns (Broad vs. Narrow)

Your Lead Sources in Salesforce should be broad buckets. Think, tradeshow, customer referral, online advertising, or social media. Salesforce comes with a default picklist, but you should update that list with Lead Sources specific to your business.

How to track the ROI of qualified leads

Great news, if you are using a marketing automation tool to pump leads into Salesforce (and update them as they revisit your site) then the heavy lifting is probably being taken care of for you.

Tracking the ROI of Campaigns

When tracking the ROI of Campaigns, a common mistake is to give too much weight to the last touch or first touch attribution. Today’s buyer is more sophisticated, as is the typical sales cycle. We now know it takes many touches to a make a sale. Which is why tracking attribution versus last touch or first touch is so important.

How to Customize Campaign Influence in Salesforce

First you will need to ensure Campaign Influence is enabled in your instance. Go to Settings and search for Campaign Influence, then click into that feature. Ensure the feature is enabled and also that auto-association is enabled.

Wrap Up

Have questions about how to set up Campaigns in Salesforce? Get in touch or comment below. We have a long history of helping SaaS organizations leverage Salesforce and love solving new challenges.

Convert more leads into actual opportunities

Salesforce lets you track all the right information about your leads. The rich activity timeline lets you see and access the most up-to-date contact information. Then understand best practices and relevant documents using Sales Path.

Route and assign leads to the right people

Set up automatic lead scoring and routing to ensure leads never fall through the cracks, and that the right sales reps follow up on leads while they’re hot.

Track marketing campaigns across all channels

Be a successful lead tracker from capture to close. You’ll be able to manage and track campaigns across all channels, including social media. This will help you make smarter decisions about where to invest, and show the impact of your marketing activities on your sales pipeline.

Take an interactive guided tour

See how companies of all sizes can use Salesforce to drive success on every deal, every day. This interactive tour guides you through the different capabilities of the world’s #1 CRM app today.

Lead Management Software by Salesforce

The success of your business depends on your marketing team generating more leads and your sales team converting those leads into new customers or clients. With lead management software, you can streamline this process to close more deals faster than ever before.

Benefits of Lead Tracking Software

Salesforce offers time-saving lead tracking software to help your sales team maximize their selling potential. Plus, you’ll have the lead data you need to adapt your lead generation strategy to be faster and more effective.

What is lead generation?

Lead generation: The process of gaining the interest of potential customers in order to increase future sales. Lead generation is an art and a science. In the past, sales reps reached out to customers to introduce them to new products and services.

What is the process of going out and finding new potential customers called?

As discussed in How to Grow Your Business with Lead Generation, the process of going out and finding new potential customers is called lead generation.

Is Trailhead free to use?

If you’re not already blazing trails on Trailhead, you need to get out on the trail pronto. Trailhead is the fun, self-paced way to learn all about Salesforce. And it’s free to use.

How many B2B marketers send leads to sales?

According to Marketing Sherpa, 61% of B2B marketers send any lead directly to sales without lead qualification strategy, while sales reps ignore 70% of all leads coming from marketing. This leads to a series of negative implications, for instance, it’s considered a top 3 time waster for sales teams.

Does Salesforce have lead scoring?

But if you want to go premium, you pay premium. Surprisingly, Salesforce Marketing Cloud does not offer the native lead scoring capabilities of its smaller sister Pardot, while Eloqua or Marketo do. But there are a set of powerful ways to drive your sales and marketing interactions.

How does Pardot track lead source?

By default, Pardot offers two channels for tracking lead source: Pardot campaigns and the Source field. Pardot campaigns are thematic touchpoints that automatically track the first touch a prospect has with your Pardot assets.

When does Pardot populate the source field automatically?

Pardot populates the Source field automatically based on the prospect’s referring URL.

How can I populate the Source field value using Google Analytics UTM parameters?

If you are using UTM parameters to populate Google Analytics’ source field, this will also populate the default Source field in Pardot.

I don’t use Google Analytics. Can I still populate the Source field using my own custom URL parameters?

Yes. You can use your own URL parameters to populate the Source field with any custom value you’d like. Append the value to the end of your referring URL like so:

Are there other ways to manually set the Source field value?

Yes. You can update values using imports, automation rules, completion actions, segmentation rules, and engagement programs. You can also edit prospect records manually or populate the Lead Source field on the related lead in Salesforce.

My source field is inaccurate. It shows a form or landing page as the first touch, but I can see a previous natural search or paid ad in the prospect’s activity history

It’s possible that the Pardot tracking code is loading just milliseconds after your form or landing page loads. When this occurs, Pardot assumes the form or landing page is the prospect’s first touch and drops the original source value.


The first question you need to ask is: At what point does someone go from being a lead in Salesforce (see this post for more information about what a lead is) to being an opportunity? This is your conversion point.

Opportunity Stage

The first field to consider is Opportunity Stage. If customized correctly, this field will give you a ton of insight into what’s happening with a particular sale. You’ll know where this opportunity is in the sales process, what the probability of the sale is, and the next step in the process.

Opportunity Type

The second question we need to ask is “what do you sell?” Do you have multiple offerings or services that your customers are buying? Do you want to be able to report on what you’re selling most frequently, or what exactly a certain customer has purchased?

Contact Roles

A Contact Role defines the part that a contact plays in a specific account or opportunity, so you should use contact roles to keep track of who you are working with on a particular deal. Often, the primary contact will be the lead who originally contacted you about the opportunity.

Primary Campaign Source

The last field I would recommend updating on your opportunity records is Primary Campaign Source. If you’re following our advice, you’re tracking all your higher-level marketing touchpoints using Salesforce’s campaign functionality. If you’re not using campaigns, my blog post next month will go into greater detail about them.

Other Fields

Those are all the really important standard fields to pay attention to on the opportunity record. There are other fields that come standard on the Opportunity object that you might find helpful to use, like Next Step or Description, but that’s up to you. You also might have other things you want to track, and in that case, the sky’s the limit.

Activity Tracking

In addition to tracking information specific to each deal using the fields outlined above, you’ll also want to track your activity around those deals.

Why You Should Use Call Tracking with Salesforce

If your customers frequently call your business to make purchases or inquire about products and services, you may know that your conversion rate on the phone is higher than what you see on your website. In fact, we have found that customers convert at a 10x-15x higher rate on the phone.

How Call Tracking Works with Salesforce

Ready to get into the nuts and bolts? Watch this video to see how Invoca call tracking and conversational analytics integrates with Salesforce.

Tracking Leads in Salesforce Using Call Tracking Data

Let’s start with a new lead. Invoca captures and sends call data such as lead source, demographic information, and call outcomes to Salesforce, then associates the data to a contact or lead. If there isn’t a matching contact or lead, a new lead can be automatically created.

How Call Tracking Data Provides Closed-Loop Attribution in Salesforce

Along with the caller information, you get details about the paid search campaign that drove this call. In the “Invoca insights” section, you can identify particular keywords that were spoken or even categorizations about the caller and call outcome.

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