The MQL Tracker is your central hub for monitoring marketing qualified leads from capture to conversion. It tracks where leads come from, how they’re performing, and whether they’re converting into pipeline. For marketing and sales alignment, this screen is essential — it’s the bridge between demand generation and revenue.
Getting There
Navigate to Operations → Marketing → MQL Tracker in the left sidebar.
Key Features
KPI Summary Cards
At the top, you’ll find cards showing total MQLs, conversion rates, channel breakdown, and trend comparisons. These give you the executive summary of your lead generation performance.
MQL Data Table
The main table lists all MQLs with details like source channel, submission date, status, assigned rep, and conversion outcome. Sort, filter, and search to find specific leads or analyze patterns.
Channel Performance Charts
Visual charts break down MQL performance by channel — organic search, paid advertising, events, referrals, and more. See which channels are generating the most and best-quality leads.
Weekly Trend Charts
Track lead generation week over week with trend charts. Spot momentum changes early and correlate them with campaign activities or market conditions.
Submissions Detail
Drill into individual MQL submissions to see the full details — form data, UTM parameters, referral sources, and more. This granular view helps you understand the quality and context of each lead.
Change History
Track modifications to MQL records over time. If a lead’s status changes, a rep is reassigned, or data is updated, the change history provides a complete audit trail.
Step-by-Step: Managing MQLs
- Review the KPIs — Start with the summary cards to understand this period’s lead generation performance.
- Check channel performance — Identify which channels are generating the most and highest-quality leads.
- Review individual MQLs — Look at new submissions to ensure they’re being properly routed and followed up on.
- Monitor conversion — Track how many MQLs are converting into deals to measure marketing-to-sales effectiveness.
- Analyze trends — Use the weekly charts to spot momentum changes and plan adjustments.
💡 Tips & Best Practices
- Define MQL criteria clearly — Make sure marketing and sales agree on what qualifies as an MQL. This alignment is crucial for trust in the data.
- Review weekly with sales — Use the MQL Tracker in weekly marketing-sales alignment meetings to discuss lead quality and follow-up.
- Track channel ROI — Combine MQL Tracker data with the Marketing Dashboard’s expense data to calculate cost per MQL by channel.
Frequently Asked Questions
How do MQLs get into the tracker?
MQLs can be captured via embedded forms, API integration, CSV upload, or manual entry. The MQL Channel Config screen lets you set up your capture channels.
What’s the difference between an MQL and a lead?
An MQL (Marketing Qualified Lead) has met specific criteria defined by your marketing team — like filling out a form, attending a webinar, or reaching a lead score threshold. Not all leads are MQLs.
Can I set up automated lead routing?
Yes — check the Lead Auto-Assignment Settings to configure rules for automatically routing MQLs to the right sales reps.
Related Articles
- Marketing Dashboard — Overall marketing performance
- GTM Planner — Plan your campaigns
- Tools — Marketing tools and utilities
- Lead Auto-Assignment Settings — Configure lead routing