You generate leads to Freshworks CRM, but tracking their source channels is not an option.
Likewise, when a lead becomes a customer, you cannot trace a customer’s journey back to the specific channel or ad that initiated the lead.
This lack of tracking keeps you from evaluating the performance of your marketing, leaving it unclear which sources produce leads, sales, and revenue. As a result, you allocate resources without fully understanding their impact.
Fortunately, connecting leads and sales to their generating channels is a simple process.
Let’s walk through the steps!
How to track the source of leads in Freshworks CRM
Step 1: Add Leadsources in your website
Leadsources makes tracking lead sources effortless. Install it on your website, and it will automatically track up to 7 pieces of source data for each lead:
- Channel
- Source
- Campaign
- Term
- Content
- Landing page
- Landing page subfolder
➡️ Sign up to Leadsources.io for free
➡️ Add the Leadsources tracking code to your site
Step 2: Add the hidden fields in your form
Hidden fields are concealed inputs within a form that can carry specific data to the server upon submission.
Hidden fields are filled with lead source data by Leadsources, and when visitors submit their forms, Leadsources updates those fields accordingly.
Step 3: Send lead source data to Freshworks CRM
The lead source information gathered from your form builder can be pushed to Freshworks CRM for further processing.
Freshworks CRM enables you to track the origin of leads, sales, and revenue easily.
This enables you to track how your marketing activities translate into actual sales.
➡️ Send lead source data to Freshworks CRM
How does Leadsources work?
When a visitor lands on your site, Leadsources pulls the lead source data and enters it into the hidden fields of your form. After the form is completed, the data, along with the lead’s name and email, is sent to Freshworks CRM.
Leadsources stores the lead source details for each lead captured:
| Lead source data | Fetched automatically |
| Channel | ✅ |
| Source | ✅ |
| Campaign | ✅ OR use UTM_campaign |
| Content | UTM_content parameter is required |
| Term | UTM_term parameter is required |
| Landing page | ✅ |
| Landing page subfolder | ✅ |
Even without the use of UTM parameters—like with organic traffic from Google or when your site is mentioned in an article—Leadsources captures the lead source data:
✅Channel
✅Source
✅Campaign
✅Landing page
✅Landing page subfolder
Leadsources sets itself apart by tracking the source of leads across all types of marketing channels, both paid and organic.
Choose a channel to examine the lead source data inserted by Leadsources into your form.
Performance reports: Lead, sales, and revenue by source
By collecting lead source data in Freshworks CRM, you can generate performance analysis reports, such as:
- Leads, sales, and revenue by channel
- Leads, sales, and revenue by source
- Leads, sales, and revenue by campaign
- Leads, sales, and revenue by term (e.g. keyword or adset)
- Leads, sales, and revenue by content (e.g. ad)
- Leads, sales, and revenue by landing page
- Leads, sales, and revenue by landing page subfolder
This allows you to optimize your budget by adjusting for the channels, sources, campaigns, terms, and content that generate the most significant leads, sales, and revenue.
Now, let’s discuss some of the reports you can generate.
1. Lead source reports
Produce comprehensive performance reports detailing the number of leads from:
- Channel
- Source
- Campaign
- Term (e.g. keyword or adset)
- Content (e.g. ad)
- Landing page
- Landing page subfolder
Example #1: Leads by channel
This report shows you which channel contributes the most leads.
Example #2: Leads by campaign
This allows you to focus on a specific lead source, like Google Ads, and track the lead generation results of each campaign.
Example #3: Leads by keyword and ad
After spotting the campaign with the most leads, you can analyze the specific keyword ad that’s creating those conversions.
2. Sales and revenue source reports
Having identified the channels, sources, campaigns, and content bringing in leads, we must now evaluate if these leads are turning into sales and revenue.
To make this work, send your leads to Freshworks CRM. This enables you to track sales and revenue across different channels, sources, campaigns, terms, landing pages, and subfolders.
Using this information, you can refocus your marketing resources on the channels, sources, campaigns, keywords, and ads that result in the highest sales and revenue.
It’s easy to generate multiple reports related to sales and revenue, for example:
- Sales and revenue by channel
- Sales and revenue by source
- Sales and revenue by campaign
- Sales and revenue by term (e.g. Keywords)
- Sales and revenue by content (e.g. Ads)
- Sales and revenue by landing page
- Sales and revenue by landing page subfolder
We will walk through the following scenario to demonstrate:
| Channels | Search Paid | Social Paid |
|---|---|---|
| Leads | 50 | 75 |
| Sales | 5 | 6 |
| Avg. Order Value | $150 | $100 |
| Revenue | $750 | $600 |
After running ads through Google Ads and Facebook Ads Manager, the “Leads by Channel” report revealed that Facebook’s Social Paid ads resulted in more leads than Google’s Search Paid ads.
After reviewing the sales and revenue data in Freshworks CRM, it was clear that the Search Paid channel was more profitable, yielding higher revenue with fewer leads compared to the Social Paid channel. Therefore, the budget was adjusted to focus more on the Search Paid channel.