While leads are transferred to HubSpot CRM, it’s not possible to identify which channel they came from.
Once a lead converts to a customer, the original channel or ad cannot be determined.
The absence of tracking makes it impossible to assess your marketing strategies, restricting your ability to know which sources generate leads, sales, and revenue. Consequently, you invest in marketing without understanding its impact on your profits.
Fortunately, there’s a simple way to track leads and sales to their respective channels.
Let’s go through the process one step at a time!
How to track the source of leads in HubSpot CRM
Step 1: Add Leadsources in your website
Leadsources makes lead tracking efficient. When installed on your site, it gathers up to 7 data points related to lead sources:
- 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 embedded form elements designed to invisibly store and submit information.
Leadsources captures lead source data in hidden fields, and Leadsources completes them as visitors submit forms.
Step 3: Send lead source data to HubSpot CRM
Lead source data can be automatically routed from your form builder to HubSpot CRM.
You can monitor the sources of your leads, sales, and revenue directly within HubSpot CRM.
This helps you measure the effectiveness of your marketing strategies in terms of sales.
How does Leadsources work?
Upon a visit to your site, Leadsources captures lead source data and inserts it into the hidden fields within your form. Once submitted, this data, along with name and email, is sent to HubSpot CRM for further tracking.
Leadsources tracks the origin of every lead and its corresponding data:
| 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 | ✅ |
When UTM parameters are unavailable—such as in organic Google search traffic or when your website is mentioned in an article—Leadsources still tracks and captures lead source data:
✅Channel
✅Source
✅Campaign
✅Landing page
✅Landing page subfolder
Leadsources is different from other tools as it tracks lead sources across every channel, both paid and organic.
Pick a channel to identify the lead source data inserted into your form by Leadsources.
Performance reports: Lead, sales, and revenue by source
By analyzing lead source data in HubSpot CRM, you can generate performance 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 tool gives you the ability to adjust your marketing budget based on which channels, sources, campaigns, terms, and content produce the most leads, sales, and revenue.
Now, let’s check out the reports you can create.
1. Lead source reports
Produce performance reports detailing the number of leads coming 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 enables you to see which channel is driving the most leads.
Example #2: Leads by campaign
Now, you can examine a specific lead source (such as Google Ads) and track the number of leads coming from each campaign.
Example #3: Leads by keyword and ad
Once you’ve identified the most effective campaign, you can break down which keyword ad is driving the lead generation.
2. Sales and revenue source reports
After tracking the channels, sources, campaigns, terms, and content that generate leads, we need to determine if these leads are converting into sales and revenue.
For this process to work, forward your leads to HubSpot CRM. This helps track sales and revenue by channel, source, campaign, term, content, and landing page subfolders.
With this data, you can adjust your marketing strategy on the channels, sources, campaigns, keywords, and ads that drive the most successful sales and revenue outcomes.
There are numerous sales and revenue reports you can generate, such as:
- 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
Let’s take this scenario as an example to demonstrate:
| Channels | Search Paid | Social Paid |
|---|---|---|
| Leads | 50 | 75 |
| Sales | 5 | 6 |
| Avg. Order Value | $150 | $100 |
| Revenue | $750 | $600 |
After running advertisements on Google Ads and Facebook Ads Manager, the initial “Leads by Channel” report revealed that Social Paid ads on Facebook generated more leads than Search Paid ads on Google.
Analyzing sales and revenue data in HubSpot CRM revealed that the Search Paid channel had a higher revenue generation despite a lower lead count, compared to the Social Paid channel. This led you to reallocate your budget to prioritize the Search Paid channel.