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One row per lead. Add a row when it arrives, not when you get round to it.
| Date | Company | Contact | Source | Stage | Owner | Next action | Due |
|---|---|---|---|---|---|---|---|
| 2026-01-06 | Ashgrove Dental | Maya Rao | Search | Qualified | You | Send pricing | 2026-01-09 |
| 2026-01-07 | Bexley Group | Tom Ackroyd | Referral | New | You | First call | 2026-01-08 |
| 2026-01-09 | Perrin Studio | Elena Perrin | Event | New | Assign an owner | ||
A lead with no owner and no next action is not a lead, it is a note.
Formulas. Count the leads by where they came from and see what converts.
| Source | Leads | Qualified | Rate |
|---|---|---|---|
| Search | =COUNTIF(Leads!D:D,A4) | =COUNTIFS(Leads!D:D,A4,Leads!E:E,"Qualified") | =IF(B4=0,"",C4/B4) |
| Referral | =COUNTIF(Leads!D:D,A5) | =COUNTIFS(Leads!D:D,A5,Leads!E:E,"Qualified") | =IF(B5=0,"",C5/B5) |
| Event | =COUNTIF(Leads!D:D,A6) | =COUNTIFS(Leads!D:D,A6,Leads!E:E,"Qualified") | =IF(B6=0,"",C6/B6) |
| Outbound | =COUNTIF(Leads!D:D,A7) | =COUNTIFS(Leads!D:D,A7,Leads!E:E,"Qualified") | =IF(B7=0,"",C7/B7) |
Rate matters more than count. Twenty leads that never qualify are a cost, not a channel.
Two people editing at once.
You want to know what a record looked like last month.
Follow-ups are being missed because nobody sees the Due column.
When two people need it open at once, or when you start wanting history — who said what, when it changed. A spreadsheet has one writer and no memory of yesterday.
Because at the lead stage the number is invented, and an invented number in a spreadsheet becomes a forecast by Friday. Value belongs on a deal, once somebody has said one.