CRM Analytic

The software calculates lead quality on a scale of 10 points. The more information a lead has, the higher its quality score. Below is a simple explanation of how each input affects the lead quality score and why it is important:

1. Lead Description

If the lead description has more than 15 characters, the lead gets 2 points. A clear lead description is very important because:

• It helps the sales team with follow-ups and marketing by providing essential details.
• For example, if the description mentions the person's business or profession, any salesperson can use this information to follow up easily.
• If the description is missing or incomplete, the team will not know how to handle the lead, and opportunities might be missed.

2. Interested In Models

When the models a lead is interested in are specified, the lead gets 1 point. This input is essential because:

• Without this information, the lead becomes unclear, and the sales team will not know its purpose even if they have the vehicle available.
• Specifying models ensures the lead is actionable and prevents unnecessary clutter in the system.

3. Notes

Adding detailed notes (more than 15 characters) adds 2 points to the quality score. Notes are useful because:

• They allow any salesperson to handle the lead properly, even if the original salesperson is unavailable.
• For instance, if the notes explain in detail what was discussed last time, another salesperson can prepare before contacting the lead and can talk on the same context as the previous salesperson was talking.
• Short notes like "call again" do not provide enough information, which makes it harder to follow up effectively. After some time even the person who adds such short notes will forget the context of discussion with the lead.

4. Email, Home Phone, Birthday, Anniversary Date, and Lead Value

Each of these inputs gives 1 point to the lead's quality score. These details are important because:

• They provide multiple ways to stay in touch with the lead.
• For example:
  • An email address is useful as it rarely changes, even if the lead changes their phone number or travels abroad.
  • A home phone number is more stable than a mobile number, which might change frequently.
• Dates like birthdays and anniversaries help build a personal connection, which makes dealership more memorable and increases the lead maturity rate.

A lead is considered "Followed" only if an activity is logged against it. For example, if a call is logged against a lead, it is considered followed. However, any notes added directly to the lead do not make it followed.

A lead is considered "Never Followed" if it does not have any logged activity, such as calls, emails, meetings, or tasks. A new lead that is created today is also a never followed lead until it has an activity logged against it. Such leads may be part of different pipelines e.g. New, Attempted or Contacted etc. Archived leads are not included in the Never Followed Leads count.

Missing Next Step means that a lead has been followed up on, but no future activity or reminder has been scheduled. Additionally, the lead has not been finalized, meaning it has not been moved to Junk, Lost, Won, or Archived.

The New Leads card displays the total number of new leads created within the selected date range. In the auto dealer industry, an average of 278 leads are created every month to achieve a higher success rate. This card compares your lead collection rate with this industry benchmark, helping you evaluate your dealership's performance in generating new leads.

A lead is considered qualified if it was created within the selected date range, has moved out of the New stage, and has not been moved to Junk or archived.

On average, dealerships with higher success rates qualify 114 leads a month. This card compares your lead qualification rate with this industry benchmark to help you gauge your performance.

Won or Matured Leads are leads that have been moved to the Won pipeline. In the vehicle dealership industry, a 16% conversion rate (16% of all leads) is considered the benchmark for success. This vehicled compares your lead conversion rate with this benchmark, helping you evaluate your dealership's performance in converting leads.

Junk Leads are leads that have been moved to the Junk stage. In the auto dealership industry, 59% is considered the highest benchmark for junk leads, depending on how leads are collected.

For example, some dealerships report higher junk leads from Facebook due to less targeted advertising, while others who create professional and engaging ads see fewer junk leads from the same platform. This benchmark represents the overall average of junk leads across the industry.

This card compares your dealership’s junk lead rate with this benchmark, helping you evaluate the effectiveness of your lead generation strategies.

Followups Checkup Pie Chart

The Followups Checkup Pie Chart is part of the Abandoned Leads Drill and provides insights into the status of the last follow-up for leads that were abandoned. This chart categorizes leads based on their follow-up status, e.g. "With Reminders" indicates leads that had reminders set but were still abandoned and "Missed Follow-Ups" represents leads where scheduled follow-ups were missed.

This chart is helpful in identifying gaps in the follow-up process and assigning responsibility to the sales team members who abandoned these leads. It aids in improving accountability and ensuring better lead management practices.

All leads across all pipelines including archived leads are included in total lead count.

This stacked bar chart provides insights into the effectiveness of different lead sources by breaking down leads into categories Won, Lost, and Junk and Others. All leads that are not Won, Lost or Junk are shown in Other segment. Each bar in the chart represents a specific lead source and is divided into sections to show the outcomes of leads from that source.

How to Interpret:

• The size of each segment within a bar indicates how many leads from that source were marked as Won, Lost, or Junk or Other.
• This helps you understand which lead sources are generating high-quality leads and which ones might need improvement or better handling.
• For example, in the "Cold Call" bar, the chart shows how many leads resulted in successful conversions (Won) versus those that were Lost or marked as Junk.

Use this information to optimize your lead collection strategies by focusing on the most productive sources and improving the performance of less effective ones.

User Wise Assigned Leads chart shows the number of leads assigned to each salesperson in the team. Each bar represents a team member, and the height of the bar indicates the total leads assigned to that individual. It assists in balancing lead assignments to ensure fair distribution and optimal use of team resources. This chart is a valuable tool for sales managers to maintain an efficient and balanced workflow within the team.

The Team Workload chart is a stacked bar chart that visualizes the workload distribution among team members. The height of each bar represents the total workload of a team member, with different segments indicating specific contributions to their workload. It includes user activity that is related to CRM. Other activities that the user may have done in other parts of software are not included.

How to interpret?

• Bar Height: A higher bar indicates a heavier workload for the corresponding team member.
• Segments: Each bar is divided into segments that represent:
  • Leads Created: Number of new leads created by the person.
  • Leads Assigned: Number of leads assigned to the person.
  • Activities Completed: Number of activities successfully completed.
  • Activities Missed: Number of pending or missed activities.

This chart provides a clear overview of each team member’s workload, helping managers identify imbalances and take corrective actions to ensure optimal productivity.

The Most Active Leads chart highlights leads with more than 2 activities that are not archived, lost, won, or marked as junk. These leads are considered highly active and are ranked in the chart based on their activity count.

Usefulness

• Identifying High-Engagement Leads: Helps managers focus on leads with frequent interactions, ensuring that active opportunities are prioritized.
• Evaluating Sales Strategy: If a lead is highly active but taking longer to mature, managers can adjust their sales approach to convert it faster.
• Optimizing Resources: Provides insights into where sales efforts are being concentrated, enabling better resource allocation and follow-up strategies.

This chart assists in maintaining a balance between nurturing active leads and accelerating their progress through the sales pipeline.

Archiving a lead typically indicates that it is no longer actively pursued or relevant to the current sales process. Below are common reasons for archiving a lead:

• Unresponsive Leads: No engagement or response despite multiple follow-ups.
• Disqualified Leads: Leads that don't meet qualification criteria or fall outside the scope of your offerings.
• Duplicate Entries: Identified as duplicates, requiring consolidation into a single record.
• Lost Interest: Leads explicitly state they are no longer interested or have chosen a competitor.
• Invalid Contact Information: Incorrect or incomplete details, making communication impossible.
• Stagnant or Aged Leads: No progress or updates for an extended period, making the lead irrelevant.
• Business Decisions: Internal priorities or resource constraints lead to deprioritizing certain leads.
• Handled Elsewhere: Leads converted or managed outside the system to avoid duplication.
• Opt-Out Requests: Leads request to stop communication or unsubscribe from contact efforts.
• Seasonal or Temporary Inquiries: Leads tied to expired campaigns or one-time events.
• Misclassified Leads: Incorrectly entered leads, such as contacts marked as leads by mistake.

Archiving leads helps maintain a clean and focused pipeline, improve resource allocation, and prevent clutter in your CRM system.

How are archived leads handled by the Analytic?

Analytic includes or excludes archived leads depending on the requirement of a metric. For example, "Never Followed Leads" and "Top Active Leads" metrics do not include archived leads. On the other hand, the "Lead Distribution" metric includes archived leads so that managers can know how many leads are archived out of the total generated leads, allowing them to focus on lead quality. Similarly, the "User Performance" metric also includes archived leads because hiding a user's efforts for archived leads would underrate them, and sales managers wouldn't know how much effort is being wasted on archived leads. This approach ensures that analytics are meaningful, fair, and provide accurate insights based on the context of the data.