Assigning And Tracking Leads

Hedin said the process of tracking leads after they are assigned is crucial to learning what works, and what hasn't worked, with certain clients. This data reveals how sales teams engage with prospective clients and what the next steps with certain clients could amount to.

"I can take a look at every prospect call, and I can see their level of interest in each thing discussed. And then at the end of it, I can see what next activity step is planned," he said. "Now I know where there is interest… I can see the rep's information about that next activity. It's important because it shows you that engagement between your sales rep and those prospects."