Lead response and follow-up

In short

What happens to an enquiry between it landing and someone standing in front of a car — response time, qualification, follow-up cadence and the handoff to the floor.

5 pages

definitions

Disposition codes: 'no answer', 'not now' and 'not a buyer' differA disposition is not a note about the call. It is the instruction for what happens next, and a value naming no single action and owner cannot be automated.definition6 min
Lead source codes: why 3 systems give 3 answers on where a lead came fromSource in the CRM, in analytics and on the vendor invoice answer 3 different questions. Nominate one as the operational answer and stop reconciling the other two.definition6 min
The ADF lead: every field a CRM receives, and the three that decide routingADF is the XML format most third-party enquiries arrive in. The spec is old and loosely honoured, so a parser has to treat almost every element as optional — except three.definition6 min
What an up log is, and why the software version never matches the floorThe up log is a dealership's floor-traffic record, not a CRM record — and because the person who fills it in has usually just lost the sale, the number it produces is a floor, not a total.definition8 min

diagnostic

The marketplace says it sent 40 leads and your CRM has 31A vendor's lead count and your CRM's lead count disagree for four different reasons, and from inside the CRM all four look identical. Here is the reconciliation that tells them apart.diagnostic11 min

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