Lead tracking is the process of keeping up with what has happened to a lead in order to provide further information about the lead. Lead tracking is very difficult to achieve because salesmen commonly don’t want to share their reports on the status of leads. Lead tracking can also be called lead management. It is a set of methodologies, systems and practices. A typical outline of a lead management process might follow the following steps:
Business engages in a range of advertising media (Lead generation).
Recipients of advertising respond, creating a Customer inquiry, or lead.
Respondent’s information is captured (Inquiry Capture).
Captured information is then filtered to determine validity (Inquiry filtering)
The filtered leads are then graded and prioritized for potential (Lead grading)
Leads are then distributed to marketing and/or sales personnel (Lead distribution).
Leads are contacted for prospecting (Sales contact).
Contacted and uncontacted leads are entered into personal and automated follow-up processes (Lead nurturing).
End result is a new business sale (Sales result).
As already mentioned, leads are difficult to track because the information that a salesman has about their customers is usually confidential, and therefore the salesmen have an obligation to keep it a secret. But also the are sometimes unwilling to share their reports.