How to get better Lead Activity Metrics

Leads are the "rain" that help your business grow, so it's critical that your Leads are handled efficiently to ensure your pipeline stays full. Imagine the benefits of knowing exactly how long it's been since your open Leads have been contacted by your reps.

In this blog post we're going to show you how to set up a Surfwriter custom formula field that will help you ensure that your Leads are being handled by your team and either converted or disqualified in a timely fashion.

How it works:
The custom formula checks to see if a lead is open, not converted or disqualified and if so, calculates the number of days since the last activity date; if no activity date, then last activity is set to age of lead.

Directions (requires Admin Profile):

1. Log into your Salesforce Org and navigate to Setup->Customize->Leads->Fields.
2. Scroll down to Custom Fields and click "New".
3. Choose "Formula" as the data type for your new field and click "Next".
   
4. Enter "Last Activity Age" as the name of the new field, choose "Number" as the data type and under "Options" set "Decimal Places" to Zero.
5. Now paste the formula below into the formula editor and click "Save".
   

IF( AND(NOT(ISPICKVAL( Status, "Unqualified")),NOT(IsConverted = True), NOT(ISNULL(LastActivityDate))), (TODAY() - LastActivityDate), ROUND(NOW()-CreatedDate, 0))

Now you will have a convenient lead activity metric for use in reports and dashboards. We find it has been very useful to many of our customers to have a dashboard component which presents average Lead Activity Age by Sales Rep.

We help businesses gain real-time visibility and control over their processes every day.

Why not contact Surfwriter today to find out how we can help you?

Have fun,
Surfwriter, Inc.
Learn more: http://surfwriter.com
Labels: Force.com, Salesforce.com, Web to Lead