Use the LOAD model for this
It is extremely important to keep track of what is happening with the leads so that you can measure and discuss the results together with your Happiness Manager. Use the LOAD model for this.
The model stands for Leads, Appointments, Offer and Deals. You can measure the conversion per step. You can then discuss the conversion with your Happiness Manager. This way you can continuously look at how you can increase the return on the leads.