Worksheet · Sales Effectiveness Health Check
Give every lead an owner within a day
It prints on A4 with room to write.
A lead that waits a week goes cold. This sheet logs each lead with its owner and outcome, then counts by source each month. It builds the Competent step of the check:
Every lead handed to sales has a named owner within a day, and what the rep did with it is recorded.
Step 1. The lead log
| Date in | Source | Customer | Owner | Date assigned | First contact | Outcome |
|---|---|---|---|---|---|---|
| e.g. 3 May | Website form | Café group, four sites | Rep 3 | 3 May | 4 May | Quoted |
Outcomes: not a real lead, contacted, quoted, won, lost.
Step 2. The monthly count by source
| Source | Leads | Owner named within a day | Contacted within two days | Quoted | Won |
|---|---|---|---|---|---|
| Website or phone enquiry | |||||
| Referral from a customer | |||||
| Referral from another team | |||||
| Trade show or event | |||||
| Bought or rented list |
The sources that win most are where reps should spend their prospecting time.
Step 3. Fix the slowest hand-off first
| Hand-off | Average days | Why it waits | Fix | Owner |
|---|---|---|---|---|
Done when: every lead in the log has a named owner within a day and a recorded outcome.
Adapted from our own sales review (PSP, 2008).
From the Sales Effectiveness Health Check. Your report links the sheet for each of its moves.