I'm working with a team of Group Sales Representatives who often have multistep interactions with customers in preparation for orders.
How do folks out there track their success rate? (How many orders do they win vs how many do they lose.)
For example, you might get a number of contacts by attending a conference of teachers. You might then mark these folks with a source number. Which you could show as succeeding or not.
This might cause you to make a follow-up phone call. (CSIs seem like a place to keep this information.) That might lead to sending out a pamphlet, which might lead to a followup phone call. And then you might get the order.
Are folks using a combination of CSIs and Source Codes to manage this? Are you doing something else when it comes to your group sales teams?
Check out the info from the conference session "Creative Group Sales." It has some great info on using Plans for Group Sales.