How to use the lead tracking spreadsheet
- Download the CSV and open it in Excel, Google Sheets or Numbers. It holds the header row only, so you start with an empty sheet.
- Add one row for each lead as it arrives. Copy the lead ID exactly as the seller sent it, because the seller uses that ID to find the lead if you ask about it later.
- Fill in Contacted with the date and time of your first call, text or email.
- Update Outcome as the lead moves: no answer, contacted, appointment, sale or not interested. Use the same short labels every time so you can filterFilterA rule that decides which leads a buyer is offered, based on fields such as vertical, sub-type, state, ZIP code, homeownership or accident details. Glossary and count them.
- If you ask for a returnReturnA buyer's request for credit on a lead that fails agreed standards, such as a disconnected number, a duplicate or a lead outside the filters. Glossary, fill in Return requested, Return reason and, once the seller replies, Return accepted.
- Enter Revenue when a lead turns into paid work, so you can see what each source and state earns you.
Prefer paper? Use Print or save as PDF below. The printed version has the same columns and 15 empty rows per page, and prints in landscape so every column fits.
Lead tracking spreadsheet template
| Date received | Lead ID | Source | Vertical | State | Contacted (date/time) | Outcome | Return requested | Return reason | Return accepted | Revenue |
|---|---|---|---|---|---|---|---|---|---|---|
Return requested and Return accepted: write Y or N. Outcome: use the same short labels every time (for example: no answer, contacted, appointment, sale, not interested).
What the columns tell you
The columns are chosen so that you can answer three questions from one sheet: how fast you contact leads, which sources and states turn into revenue, and how many leads you send back.
- Date received and Contacted show your speed to contact. A long gap between the two is something you can fix on your side.
- Source, VerticalVerticalThe industry or product category a lead belongs to, such as roofing or car accident. Glossary and State let you filter results by where the lead came from and what it was for, so you can compare one supply source with another.
- Outcome and Revenue show which leads became paid work. Use them with the close rate calculator and the lead value calculator.
- Return requested, Return reason and Return accepted keep a record of every return, which makes it easy to check returns against the terms in your agreement. The lead returns calculator turns these counts into a return rate.
Example (made-up numbers)
You log 100 leads in a month. 10 have Return requested = Y and 8 have Return accepted = Y.
Accepted returns: 8 / 100 = 8 of every 100 leads bought.
Frequently asked questions
What columns should a lead tracking spreadsheet have?
At least the date received, a lead ID, the source, the vertical, the state, when you first contacted the lead, the outcome, and whether you asked for a return. Add revenue so you can see which leads paid off. This template has all of these.
Can I open the CSV in Excel or Google Sheets?
Yes. The CSV is a plain text file with one header row. Excel, Google Sheets and Numbers all open it. Save it in your spreadsheet program's own format once you start adding rows.
Should I track returns in the same sheet?
Yes. Keeping the return columns next to the lead means you can check every request against the lead ID, the date received and the reason in your agreement. Use the lead return request template to send each request to the seller.
Related tools
Buying MVA or home improvement leads?
Email us your verticals, states or ZIP codes, daily caps and delivery method. Returns are handled under return terms agreed during onboarding. Publishers with MVA or home improvement traffic can apply too.
Or write to team@summitleads.ai. We reply by email.
What happens next
- Step 1: You email us.
- Step 2: We reply by email.
- Step 3: Return terms are agreed on the onboarding call, before you go live.