Managing a Lead Through your Pipeline

How to most effectively manage your Sales Pipeline

Ian Remington avatar
Written by Ian Remington
Updated over a week ago

The moment has arrived. You understand the Principles of Crelate's CRM and you've Set the Foundation for your CRM while considering Managing your Custom Opportunity Types. From here, you're ready to begin creating and tracking leads!

You may initially be asking what should you be looking for as you create your leads and what actually is a lead in Crelate?

What is a Lead?

A lead is ultimately anything you plan to target for new business. But what does that really mean? Ultimately, a lead could encompass a contact you're targeting (maybe that VP at a company you've been tracking for awhile), a company (you know, that one who has been growing like crazy and is in your niche), or a collection of even more information! Ultimately, a lead can encompass as much or as little information dependent upon what you're able to tease out and what data you can collect.

Creating a Lead

Lead creation can be done from the main menu to then display a form to input your lead information.

Typically, a lead will consist of a contact and the company they're employed at. You'll notice, as you enter your contact's name, details will display both about the contact themselves as well as the company they are employed at.

Pro Tip #1: Have one company but multiple contacts you'd like to target? We would strongly recommend Creating a Project as a collection of multiple leads.
โ€‹Pro Tip #2: Want to customize the available fields on your form? Customize your Lead Form to create a more personalized experience

Moving the Lead through your Pipeline

Once your lead is created, it's time to begin managing that lead through your funnel.

Select your lead (#1) to then view the lead details. The Primary Details will display (#2) who your primary contact is along with Potential Value and close date information (Crelate's Primary Field Glossary). Log and track the details of your activities (#3) to ensure your performance indicators are up to date and your team are logging the details of their outbound reach-out. As always, (#4) review the previous history and conversation in the activity stream.

Once communication and outreach begin with your lead, you may drag and drop that opportunity throughout you funnel.

Keeping your Pipeline Organized

When looking at any pipeline, you're likely quickly looking to filter just by what is relevant to you. What can and should I be focused on versus what is something that doesn't need to steal my attention?

How to accomplish this? Utilizing Filters and Quick Filters.

In the example below I'm able to quickly isolate:

  • Full Time Hires

  • Opportunities I am the owner of

  • Opportunities deemed a "hot" priority

  • Opportunities worth greater than $30k

You're also able to completely save unique views for yourself (and/or share with others). When you Save As you are creating an entirely new view. Only an account administrator may modify a system views but all users may create personal views using this option.

Later, access those views by using the current view drop down.

What's Next?

With your lead created, learn more about managing collections of leads as a project and how to convert your lead into an open job order.

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