Overview
The Lead Manager screen displays lead information in columns. This article explains what each system column means so you can read lead details correctly and decide when to open, edit, or action a lead. Use it when you need to interpret lead source, activity, workflow, assignment, pull, or compliance data.
Key functionality
Use Lead Manager columns to:
Identify lead origin: Campaign, Lead Source, Marketing Channel.
Track lead activity: Calls, Emails, Notes, Last Action, Last Update.
Monitor workflow and nurturing: Status, Status Change Date, Nurture Strategy, Nurture Progress, Next Appt.
Check assignment and timing: Assigned To, Date Received, Time From Add, Time Zone, Next Pull.
Review pull activity: Pull Delay, Pull Count, First Pull, Last pull, Pull Distribution Queue.
Manage compliance: Do Not Mail.
Access quick actions: Action Center, Communication Center.
How columns work in SalesExec
Each column represents a system field or module on the Lead Manager screen. The columns shown depend on your saved column layout. The table below defines each column.
Column | Definition |
Calls | Number of calls counted for the lead. Calculation depends on your dialer setup. See Calls calculation below. |
Pull Delay | Automatic delay before the lead can be pulled. See Pull Delay behavior below. |
Next Pull | The next time the lead is considered pullable. |
Date Received | The date and time the lead was inserted into SalesExec. |
Campaign | The campaign attributed to the lead by the lead source. |
Lead Source | The lead source that posted the lead to SalesExec. |
Emails | The number of emails sent to the lead through SalesExec. |
Time From Add | The length of time since the lead was inserted into SalesExec. |
Time Zone | The lead's local time zone. |
Next Appt | The date and time of the lead's next scheduled appointment. |
Assigned To | The lead's current assignment. It can be at the user, branch, or corporate level. |
Status | The lead's status based on the workflow configuration. |
Last Action | The last action executed against the lead. |
Status Change Date | The date attributed to the lead's last status change. |
Nurture Strategy | The nurture strategy currently assigned to the lead. |
Nurture Progress | The lead's progress in the currently assigned nurture strategy, shown as a percentage. |
Last Update | The last time the lead was updated. An update is any change to the lead, including field updates, status changes, or actions against the lead. |
Closed Date | When the lead was marked as Closed. |
Do Not Mail | Whether the lead is marked as Do Not Mail in the account's DNC portal. |
Notes | The number of notes added to the lead. |
Pull Count | The number of pulls attributed to the lead. If a lead was pulled but not actioned, the pull count is decremented. |
First Pull | The date and time the lead was first pulled. |
Last pull | The date and time the lead was last pulled. |
Last Email | The subject of the last email sent to the lead where the email was opened. |
Last Email Time | The date and time the lead was last emailed when the email was opened. |
Pull Distribution Queue | The number of pull distributions the lead is assigned to based on criteria match. |
LeadUID | The unique identifying number attributed to the lead. |
Marketing Channel | The marketing channel attributed to the lead by the lead source. |
Action Center | The Lead Manager module used to quickly open, edit, or action the selected lead. |
Communication Center | The Lead Manager module used to quickly email, call, or text the selected lead. |
Last Merged | The date and time a lead was updated as a result of a Duplicate Check Action. |
Calls calculation
The Calls column is calculated in one of three ways:
If your account uses SalesExec Dialer for outbound: the number of connected outbound calls to the lead.
If your account uses SalesExec Dialer for inbound: the number of connected inbound calls from the lead.
If your account does not use SalesExec Dialer: the number of actions executed against the lead where the action is configured as Contact Made or Contact Attempted in the action operations within the workflow editor.
Pull Delay behavior
Pull Delay adds an automatic delay before the lead can be pulled. It works as a date/time value or as an integer value in minutes.
Date/time: added to the Pull Delay system field when the lead is processed through the lead receiver. A flag is placed on the lead so it is not pullable until the elapsed time has passed. Changing or updating Pull Delay after the lead is posted does not add a delay.
Integer minutes: the number of minutes the lead waits until it is pullable. This is not a timer. The next pull time is the date added plus the number of minutes in the field. For example, a lead added at 2:00 PM with a Pull Delay value of 15 is pullable at 2:15 PM.
Troubleshooting common column issues
Issue | What to check |
A column does not appear | Check the saved column layout for the Lead Manager screen. |
Calls count seems incorrect | Confirm whether your account uses SalesExec Dialer for inbound or outbound calls. If not, review the workflow action operations for Contact Made or Contact Attempted. |
Pull Delay change did not apply | Confirm whether the lead was already posted in. Changes made after the lead is posted do not add a delay. |
Next Pull time is not what you expected | Review the Pull Delay value. Integer values are calculated as date added plus minutes. |
Do Not Mail is set unexpectedly | Review the lead's DNC portal status. |
FAQ
What does the Calls column count?
It depends on your dialer setup. See Calls calculation above.
What is Pull Delay?
An automatic delay before a lead can be pulled. See Pull Delay behavior above.
Can I change which columns appear?
The columns shown depend on your saved column layout. Edit the column layout for the Lead Manager screen.
What does Last Update include?
Any change to the lead, including lead field updates, status changes, or actions against the lead.
Why is Pull Count decremented?
If a lead has been pulled but not actioned, the pull count is decremented.
What is Last Email?
The subject of the last email sent to the lead where the email was opened.
What is Last Merged?
The date and time a lead was updated as a result of a Duplicate Check Action.