The sales team converses with many prospects and customers in a day. Knowing
what each one of them said and what their use cases are is difficult. Hence, it is
important to have the lead history handy, which makes it easier for the sales
representatives to stay informed about the progress they have made with a certain
Lead tracking helps businesses improve ROI by improving campaigns and
personalizing efforts. This also aids sales teams in identifying the pain points of the
leads so that they can close sales more effectively.
The best practices for tracking leads include following a well-defined lead cycle,
regularly tracking the sales pipeline, practicing lead scoring, scheduling and adhering
to follow-ups, using the right CRM system, and so on.
An effective CRM can help you track the leads you generate from various channels,
convert those leads into sales, and organize and store all of those leads in one place
for analysis and improvement.
Lead history allows you to improve customer experiences one prospect or customer
at a time. Using it, you can examine your previous interaction with those leads, and
plan your next course of action.