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[en] FunnelCake Lead Reporting – Setup

[en] Here is a quick visual of how leads and contacts flow through the funnel using FunnelCake lead management philosophy and reporting.

the_measurable_lead_model.png

[en] Step One: Assigning Leads

  • [en] You'll need to create workflows to stamp a lead when it's ready to be Assigned to a sales rep and expected to be worked.

  • [en] This should be a datetime field.

  • [en] Having this field set up and firing means that FunnelCake can automatically measure each rep's lead response time by measuring the amount of time between a lead entering Assigned and when it receives it's first touchpoint from the owner.

[en] Step Two: Working Leads

  • [en] After a Lead or Contact has been Assigned and it's received a touchpoint from the owner, it moves from Assigned to Working.

  • [en] Now, how often should that Lead or Contact be touched?

    • [en] Set up the number of touchpoints you expect Leads and Contacts to receive here: your-company-name.getfunnelcake.com/settings/leads.

    • [en] The cadences you enter will dictate whether or not a working Lead is following cadence or falling behind.

    • [en] If you'd like to set up different cadences for different leads (i.e. leads that came from a webform should be worked at a different frequency than a webinar lead), let us know the name of the field you'd like to segment cadences by. Once we turn on the segmentation, you can edit all the cadences from the link above.

[en] Step Three: Dispositioning Leads

  • [en] You'll need to create workflows to stamp a lead with the date and time when it moves from Working to Qualified, Unqualified, or Nurture.

  • [en] This should be a datetime field.

  • [en] Having this field setup enables FunnelCake to automatically measure how leads are flowing through the funnel – including the average amount of time and number of touches it takes for leads to move into pipeline.

[en] Step Four: Recycling Leads

  • [en] When a Lead moves from Working to Nurture, the goal is to get them back into the top of the funnel once they are ready to engage.

  • [en] You'll need to define what the triggers are that determine a Nurture Lead is ready to move back into the funnel, and create a workflow that restamps the MQL datetime field discussed in Step One of this article.

[en] Step Five: To-Do List Setup on Salesforce Homepages