4 Metrics to Measure Your Best Leads

Download Now: Free Marketing Plan Template
Ellie Mirman
Ellie Mirman



In my last post , I reviewed 4 ways to segment your leads using your marketing software (like HubSpot) integrated with your customer relationship management (CRM) system . Now let's jump into how to measure those different segments to identify the best ones! What does "the best" mean?

4 Metrics to Measure Your Best Leads

1. Conversion Rate to Opportunity

Lead Quality - Conversion to Opportunity

2. Conversion Rate to Customer

Conversion to sales opportunity isn't the end of the game - you want to see how those leads convert into customers. You might find, also, that an offer that has the best lead to opportunity conversion rate may not have the best opportunity to customer conversion rate.

Lead Quality - Conversion to Customer

3. Average Rating

Lead Quality - Rating


4. Rejection Rate

Lead Quality - Rejection Rate

Bonus Tip: Work each of these metrics into a sales and marketing service level agreement (SLA) to set expectations with your sales team and measure your progress over time. Identifying your best leads according to these metrics and setting an SLA will help you figure out where to invest your marketing resources and improve your smarketing productivity.

How do you measure your leads? Please share your strategies or successes in identifying and prioritizing your leads.

Try HubSpot Free for 30 Days

See how HubSpot can help you better generate and track your traffic, leads and customers.

Get a 30-Day Free Trial of HubSpot Marketing Software.

Related Articles

We're committed to your privacy. HubSpot uses the information you provide to us to contact you about our relevant content, products, and services. You may unsubscribe from these communications at any time. For more information, check out our Privacy Policy.

Outline your company's marketing strategy in one simple, coherent plan.

Marketing software that helps you drive revenue, save time and resources, and measure and optimize your investments — all on one easy-to-use platform