Analytics & BI · Sales performance
CRM activity totals included cancelled tasks and short calls, making follow-up hard to assess. The report counts completed activities and qualifying calls, tracks lead progress and shows gaps between contacts for each team and manager.
The problem
The CRM showed "activities", but it counted cancelled tasks and five-second missed calls. So a team that barely touched its leads looked just as busy as one that worked them hard — while leads quietly went cold and nobody noticed until the deal was lost.
First, count only real work
Only finished actions of the right categories count. Cancelled and rejected tasks are dropped.
Only outbound client calls with over 30 seconds of conversation. Missed and short calls don't pad the score.
Incorrect and technical leads are flagged out, so a team's numbers aren't inflated by junk records.
What I built
Leads, activities, calls, visits and test drives are cleaned into real-effort facts per lead. A temperature engine then snapshots every lead every day, normalizes its funnel stage to a 0–1 scale, and compares it to where it was a week ago — labelling it warming or cooling.
Everything rolls up into a scorecard per team and per manager: how hard they work each lead, how fast they follow up, and whether their leads are heating or cooling.
Lead temperature
Every day, each lead's funnel stage is scored 0–1 (negative for "interest lost") and compared with a week earlier. That single comparison sorts every lead into one of six temperature states — and the 7-day dynamics tells you whether the whole base is heating or cooling.
The result
The report compares activities per lead, time between contacts and changes in funnel position. Managers can use it to identify cases that need a closer look.
| Team | Leads | Density | Acts/day | Follow-up gap | Temp | 7-day trend | Bad leads |
|---|---|---|---|---|---|---|---|
| Team North | 9,544 | 2.27 | 0.04 | 14.3d | 15.4% | ↓ −28.1% | 0.16% |
| Used Cars | 19,517 | 1.74 | 0.08 | 10.3d | 10.3% | ↓ −26.2% | 1.68% |
| Team Central | 3,734 | 2.25 | 0.07 | 13.5d | 11.3% | ↓ −35.6% | 2.92% |
| Team East | 3,643 | 3.45 | 0.13 | 7.8d | 11.6% | ↓ −28.8% | 1.56% |
| Team South | 2,296 | 5.57 | 0.19 | 5.8d | 6.5% | ↓ −26.2% | 0.65% |
| Team West | 1,518 | 5.05 | 0.14 | 7.1d | 7.0% | ↓ −27.5% | 0.40% |
| Team Premium | 2,562 | 3.90 | 0.10 | 13.2d | 2.5% | ↓ −23.2% | 0.16% |
| Team Flex | 216 | 0.82 | 0.02 | 25.8d | 60.6% | ↑ +12.4% | 0.74% |
| Total | 46,332 | 2.47 | 0.08 | 11.0d | 11.4% | ↓ −28.3% | 0.74% |
The point
Four measures show different aspects of follow-up by team and manager. They support a review of the work; they do not explain every difference in sales results on their own.
The outcome
Quantified results (more leads worked, conversion lift, faster follow-up) — add real numbers.
Built to be trusted
Stack & role
Sole data engineer — metric design, the temperature algorithm, data-quality and deployment.
We can turn your CRM records into a report on completed activities, lead progress and contact frequency for each manager.
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