Pathway: Sales > Pipeline > Leads

The Pipeline Leads tool provides sales representatives with the information they need to identify and target new customers based on previously collected prospect information. This tool only includes leads who’s information has been collected but have not received a proposal, quote or contract.

Filter Options

Filtering options are available and narrow down what displays on the screen. Filter options include: Division, Service Region, Sales Rep, and Account Class.

Filter Type	Description

Filter Type	Description
Division	The division assigned to the prospect account.
Service Region	Indicates the region where the prospect accounts are located.
Sales Rep	Filters by the Sales Representative who created the lead.
Account Class	Filters by the account class the prospect account was assigned - Government, Residential, Commercial, Broker, and etc.

Understanding the Pipeline Leads Grid

The Pipeline Leads grid breaks down prospect leads by competitor and contract expiration and includes the monthly revenue amount the prospect is paying to their current provider. Select a cell within the grid to view details for each of the leads it includes.

Pipeline Leads Grid

Field Descriptions

The following fields display when a cell is selected from the grid.

Field Descriptions	Descriptions

Field Descriptions	Descriptions
Prospect	The name of the prospect (lead) account.
Monthly Revenue	The monthly amount paid by the lead to their current provider.
Expiration Date	The expected date the leads contract with the current provider will expire.
Lead Source	How the lead originated.
Sales Rep	The sales representative managing the prospect account.
Lead Type	N/A
Proposal ID	The proposal identification number.
Last Activity	The last activity done on this account.