Other Objects

In this chapter, we have learned about the Lead and Campaign Objects, but there are other Objects at are used with these, most notably the Activity Objects, Task, and Event. We review these in more detail in the previous chapter, Chapter 3, The Core Sales Process.

With lead generation, activity management is very similar to the sales process, the focus is on recording past or future actions (i.e., calls, emails, meetings, etc.) with the aim of giving potential customers a consistent, timely experience that moves them through a process.

Activities allow managers to track how much work is required to qualify leads. Adding classification fields to Activity Objects allows leaders to assess what types of action make a difference. Without structure and guidelines in this area, there can be a lot of variation in the way the User describes each action by simply using the Subject. You would never want to have to start reviewing the description in reports to understand performance...