ROI Metrics Tracking

Lead generation, sales and marketing are all critical elements of a company’s business development strategy, but many organizations struggle to demonstrate the return on investment (ROI) from these efforts.  How do you quantify and qualify the value of your lead development campaigns, new business programs and branding efforts?  How do you track new business leads and ensure they’re properly managed?

Measuring, tracking and reporting on marketing and sales campaigns can be challenging, as many companies lack the necessary evaluation templates to accurately monitor this information. eCoast can help, providing a user-friendly lead management tool, which allows your internal team to more effectively track and manage campaign efforts and ROI.

Statistics show that 70% of new business leads are never pursued. Prevent dropped leads and maximize your successes by implementing new systems to track and manage prospects. eCoast’s Metrics Tracking program allows you to more effectively oversee your sales process, ensuring that your sales team is engaging with leads, following up with prospects and closing deals.

Whether your organization uses a sophisticated lead management tool, an off-the-shelf CRM package or a spreadsheet program to manage leads, the same basic business rules apply. You’ll need a unified lead process to manage leads and track accountability. The end goal is to finalize deals, and metrics tracking is a proven part of that process. 

Closed-Loop Process

eCoast’s proven, effective closed-loop process will:

  • Track the ROI for each of your B2B marketing initiatives
  • Track accountability
  • Offer an at-a-glance snapshot of sales efforts
  • Highlight the effectiveness of your sales staff
  • Provide valuable information on lost deals
  • Offer important information on ever-evolving sales and marketing trends

Implementing a winning system depends on engaging your sales force, ensuring that they’re utilizing the lead management tool and constantly updating their progress.

Tips for Closed-Loop Tracking

eCoast recommends collecting the following information as part of your closed-loop tracking efforts:

  • Which leads are we pursuing?
  • Who is accountable for each prospect and how often are they following up?
  • What’s the status of each lead?
  • What’s the average size of the deals we’re closing?
  • Which opportunities need to be nurtured? Who is managing these efforts?
  • Where should we be targeting our next sales and marketing campaigns?
  • Where do we have the potential to make additional sales?
  • Which avenues are less successful so we can focus our efforts elsewhere?


Gathering this information will be helpful for your internal departments (including your sales, marketing and management teams) providing quality assurance and determining whether your campaigns are on the right track.

ROI Metrics Tracking

eCoast’s ROI Metrics Tracking services allow companies to:

  • Create an automated reporting program for information sharing, which can be accessed by key staff members
  • Better manage their leads through a closed-loop system
  • Understand the quantity and quality of opportunities they’re pursuing
  • Manage accountability
  • Track lead status
  • Ensure that their sales pipeline remains full


By implementing eCoast’s ROI Metrics Tracking program, companies will gain valuable insight about their lead generation programs, sales efforts and marketing campaigns, providing a clearer understanding of these programs’ ROI.

Contact us today to learn more about our ROI Metrics Tracking, and about our full range of channel marketing services.