How To Manage Your Overdue & Stalled Leads

How To Manage Your Overdue & Stalled Leads

The Sales Pipeline has been designed around showing you what you need to see, when you need to see it.  By default the Dashboard shows you leads that need attention 'Now +/- 3 Days' so you are always looking at what you need to do now.  This can be customised to show any combination of dates, or even change to show by Created Date instead of action date.  Click HERE to read more about customising your Dashboard.



If viewing by Action Date, you can filter to view Overdue (-3 to -20 days) & Stalled (-21 days) leads using the Date Range filter as pictured below.  A lead will become Overdue when;
  1. It is more than 3 days since it was first created or updated if there is no calendar event scheduled
  2. It is more than 3 days since the calendar event was scheduled and the event is still incomplete
The "Action" date is measured in several different ways depending on whether a calendar event exists on a lead.
  1. If an event exists but the event is incomplete the system will use the date/time of the oldest incomplete calendar event to to determine if a lead is Overdue or Stalled
  2. If there are events that are completed and no incomplete calendar event the system will use the Updated Date to determine if a lead is Overdue or Stalled
  3. If there are no events at all the system will use the Updated Date to determine if a lead is Overdue or Stalled


The goal should always be to have zero Overdue or Stalled leads - this is one of the strongest indicators of good lead management practices.  There are several courses of action when a lead is Overdue or Stalled.

1.  Reschedule - It is possible to reschedule your calendar event, duplicate an existing calendar event or create a new one.  You can read more about managing your calendar events HERE. 

2.  Close Lost - Keeping leads open does your sales team no favors.  It clogs up their Dashboard and makes it harder to manage leads.  Closing Leads As Lost does not necessarily mean that the lead is truly lost.  Once Closed Lost you can filter to these leads based on the 'Status' and 'Progress' filters on the Dashboard.  You can read more about closing leads HERE.


3.  Retarget - AutoPlay Sales Pipeline has a built in feature called Live Leads.  Live Leads eDM's allow dealerships to retarget Overdue and Stalled leads easily.  Whether leads are 'Open' or 'Closed - Lost' you can build an audience around these leads in order to retarget them with specialized video emails.  To find out more about Live Leads click HERE.


4.  Recommunicate - AutoPlayAuto.com has a built in video see Email Response tool.  The Email Response Tool enables salespeople to send personalised, customised video emails to their leads.  If a lead falls into 'Overdue' or 'Stalled' and you don't want to transition to bulk contact, a video Email Response can help reconnect with that potential customer.  To find out more about Email Response click HERE.

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