Lead Source Tracking
Knowing which marketing channels generate the most and best leads helps you allocate your time and budget effectively.
Automatic source detection
The system automatically tracks how each lead found your site:
- Organic search — Arrived via a Google or Bing search result
- Direct — Typed the URL or used a bookmark
- Email campaign — Clicked a link in one of your email campaigns
- Social media — Came from Facebook, Instagram, LinkedIn, or Twitter
- Referral — Clicked a link on another website
- Paid search — Clicked a Google Ads or other paid search ad
- UTM tagged — Custom source identified by UTM parameters
Source attribution
Each contact in the CRM stores:
- First touch source — How they originally found your site
- Last touch source — The most recent channel that brought them back
- All sources — Complete list of channels they have used
Lead source report
The lead source report in Admin > Analytics shows:
- Total leads per source
- Conversion rate per source (leads that became pipeline deals)
- Cost per lead (if you track ad spend)
- Quality score per source (average lead score by source)
Not all lead sources are equal. A channel that generates many leads with low scores is less valuable than one that generates fewer leads who are actively engaged and ready to buy.
Optimizing your channels
Review lead source data monthly and ask:
- Which source generates the highest quality leads?
- Which source has the best conversion rate to closed deals?
- Am I spending time on channels that produce low-quality leads?
- Should I increase investment in my top-performing channel?
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