Are your leads coming through Sugar CRM, and you don't know from which channel they are?
You can use a simple approach to track the source of your leads in Sugar CRM.
You’ll then be equipped to optimize your marketing strategies around the most successful sources.
Let’s dive in.
How to track the source of leads in Sugar CRM
How does Leadsources track the source of your leads?
Leadsources is a simple tool that tracks the source of your leads. Once added to your website, it tracks up to 7 lead source data for each lead you generate.
When someone accesses your site, Leadsources uses cookie and UTM parameters to gather information about their source: the channel, campaign, term, content, and which landing page and subfolder they first entered.
Once the form is submitted, the lead information (e.g., name, email) is sent to Sugar CRM, together with the source data captured by Leadsources (channel, source, etc.).
How to track the source of your leads in Sugar CRM?
Step #1: Sign up for a free account at Leadsources.io.
Step #2: Implement the tracking code on your website – this article provides a step-by-step guide.
Step #3: Create hidden fields in your form to capture lead source details. Leadsources supports all form builders. See this article for instructions specific to your form builder.
From now on, when a user submits a form on your website, Leadsources will auto-fill the hidden fields with lead source details:
- Channel
- Source
- Campaign
- Term
- Content
- Landing page
- Landing page subfolder
Upon successful submission of the form, the lead source details from the hidden fields are passed to Sugar CRM. This information can now be found in your leads dashboard on Sugar CRM.
This allows you to understand where every lead is coming from!
Performance reports: Lead, sales, and revenue by source
What data is tracked in Sugar CRM?
Leadsources inserts up to 7 different data points into your form:
- Channel: The type of traffic. Leadsources categorizes your leads into 10 different channels: paid search, organic search, email marketing, paid social, organic social, referral, direct traffic, affiliates, display advertising, other UTM-tagged campaigns.
- Source: The specific source or platform that sends the visitors. For example, in the case of “organic social,” the source could be Facebook, Instagram, etc.
- Campaign: The name of the specific marketing campaign. For example, when running several campaigns on Google Ads, you can track which exact campaign your leads came from.
- Term: The keyword targeted by a specific campaign. Example: you run a Google Ads campaign called “search campaign corporate lawyers.” Leadsources categorizes your leads by keyword targeted: “corporate lawyer in New York,” “corporate lawyer in Miami,” etc.
- Content: The exact element of your ad that was clicked.
- Landing page: The URL of the landing page where the lead landed. Examples: domain.com/services/corporate-lawyer-miami.
- Landing page subfolder: This is the subfolder of the landing page. Example: a visitor lands on the page domain.com/services/corporate-lawyer-miami. The subfolder tracked is “services.”
Creating your first performance reports
Leads source reports
The leads reports help you gain insights into the sources of your leads.
First, organize your leads according to channel to see which channels are responsible for the most leads.
Then, focus on a particular channel, for instance, Search Paid (Google Ads), and segment your Google Ads leads into campaigns to understand which one is bringing in the most leads.
To gain deeper insights into the effectiveness of a specific campaign, you can further segment the leads with the “Volume of Leads by Keyword” and “Volume of Leads by Ad” reports.
2. Sales and revenue source reports
We’ve learned which sources generated the most leads, but do these leads affect sales and revenue?
By using a CRM like Sugar CRM together with Leadsources, you can analyze the number of sales by channel, source, landing page, etc.
As a result, you can refine your marketing strategy by promoting the channels that generate sales and revenue.
To highlight the importance of this data, let’s examine the following example:
| Channels | Search Paid | Social Paid |
|---|---|---|
| Leads | 50 | 75 |
| Sales | 5 | 6 |
| Average Order Value | $150 | $100 |
| Revenue | $750 | $600 |
You ran ads on Google and Facebook, and with the “leads by channel” report, you found that social paid ads generated more leads than search paid ads.
After a few weeks, you analyze which leads transformed into paying customers, and discover that the search paid channel generated more revenue with fewer leads than the social paid channel. You conclude that you should increase your paid search advertising.
