The Lead Engagement Dashboard has been created and configured for you right out of the box, so your Marketers, First Line Managers, and Reps have a built-in dashboard based on best practices, utilizing your data.
About the Lead Engagement Dashboard
What data is included? Leads
Who should use it? Marketers, First Line Managers (SDR, AE), Reps
When to use it? Weekly to ensure good Lead engagement
Why use it?
- Provides a way to quickly review whether any given rep or team is doing a good job engaging with their Leads, and if they are getting enough meetings and engagement from key Leads.
- Ensures that Reps are building good relationships.
- Visualizes the level of engagement within a set of Leads.
Deployment Considerations & Best Practices
- Know if the customer uses a sales engagement or marketing automation system, what data does that system create? (I.e. “Outreach Sequence Status, or “Marketo Last Interesting Moment”... these can be excellent filters for engagement
- If there are SLA’s, consider adding SLA cards for new Leads or time to first touch
Usage by Persona
For First Line Managers and Reps
How: During a 1:1, manager to filter this Dashboard for the specific Rep using the Hierarchy selector
What would you do: Review Lead engagement and meetings, if there are significant declines week over week, talk to the rep about strategies to keep on top of their territory.
How: Filter to a top campaign or territory/manager
What would you do: Stay on top of whether sales teams are engaging with Leads being produced by your top campaigns or business segments. If there are declines or increases week over week, follow up with sales management.
Copying and Editing Cards
Our out-of-the-box dashboards are a collection of recommended cards based on best practices. However, you may discover you'd like additional cards with similar data. Instead of creating new cards from scratch, it's good to know how to copy a card that's close to what you want and make small changes.
For example, you may love that cards already exist for Leads Touched Yesterday, Last Week, and Last Month, but have a need for a Leads Touched in the Last Two Weeks card. Instead of creating a card from the ground up, you could copy Leads Touched Last Week and simply adjust the date range from
last one week to
last two weeks, saving yourself time without sacrificing getting the data you need.
To copy and edit a card:
- Click the three dots in the top corner of the existing card to edit and select edit.
- Select Copy, then close the card editor. A copy of this card has been created in your card definition management page with the same title followed by COPY (e.g. Original Card Title COPY).
- Click the Add Card button.
- Find and select the copied card (e.g. Original Card Title COPY), this will add the copied card that you can now edit.
- Select the three dots in the top corner of the copied card and select edit.
- Rename the card to best suit the new card you want to create (this will be the title of your new, adjusted card).
- Make all desired adjustments (check out Created & Editing Cards if you need assistance in making data changes).
- Click SAVE. You have replaced the copy with a new, adjusted card! This card is now available with the adjustments and new title in your card definition management page for future use.
Copying a card and editing the COPY are essential steps in creating a new/adjusted card, failure to do so could result in unwanted changes to an existing card.
The Lead Engagement Dashboard
Monthly Focused Version
Row 1: What has lead engagement looked like in the last month? How's this week shaping up compared to last?
- Leads Touched Yesterday (headline)
- Leads Touched This Week (headline)
- Leads Touched Last Week (headline)
- Leads Touched Last 30 days (headline)
Row 2: How responsive have Leads been this week? Where are we lacking responses and why?
- Leads Responded Yesterday (headline)
- Leads Responded This Week (headline)
- New Leads Today (headline)
Row 3: Have new Leads led to meetings? Drilldown into the relationship between engagement level and follow-up.
- Initial Meetings Booked by Rep (horizontal bar)
- Followup Meetings Booked by Rep (horizontal bar)
Row 4: Are we booking enough meetings? How many?
- Number of Meetings Last Week (headline)
- Number of Meetings Completed This Week (headline)
- Number of Meetings Upcoming This Week (headline)
- Number of Meetings Upcoming Next Week (headline)
Row 5: Are reps staying on top of their assigned leads?
- Number of Leads by Rep by Last Touch Date per Month (horizontal bar)
How did we build this dashboard template for you?
The Lead Engagement Dashboard has been created for you out of the box using the configurations listed below. We love being able to provide this Dashboard out of the box and ready to use, but it's always good to know what data you're working with when you hit the ground running.
- Base Template - Generic Lead Insights Board
- Content Type - Lead
- Filters - Owner Name and Campaign Name
Default Filters on Report Drills
The following filters are included in these OOTB cards and we want to be sure you know why we've included them and what questions they can answer when reviewing your reports. You can learn more about interactive filters here.
- Account Name: What account is associated with this/these lead(s)?
- Role: What role does the lead hold at their organization?
- Title: What is the lead's title in their organization?
- Phone: Lead phone number
- Last Touch Date: When was the last time contact was made with the lead?
- Last Inbound Touch Date: When was the last time the lead was heard from?
- Last Meeting Date: When was the last meeting with the lead?
- Last Meeting Subject: What was the subject of the last meeting?
- Next Meeting Date: When is the next meeting scheduled?
- Next Meeting Subject: What is the subject of the next scheduled meeting?
- Owner: Who is the lead owner?
To learn more about our Dashboards in general, click here.
If you run into any issues, please contact support.