Convo Control: LinkedIn conversion tracking with Lead Lists for Maximum Efficiency

Table of Contents

How to track conversions with a LinkedIn lead lists

Track your conversation through your funnel at the different points of the lead lists. For the different steps of the funnel, there are different metrics to check (as also seen in the LInkedIn Sales Navigator List below):

google tag manager; LinkedIn sales Navigator

1. Connection request

LinkedIn conversion tracking begins with efficiently managing your connection requests. Initially, send a personalised connection request, highlighting common interests or reasons for connecting. Once the request is accepted, categorise the lead into a list. This allows for easy tracking and follow-ups.

To measure the effectiveness of your connection requests, you can use some KPI. For instance, the connection request sent and the accepted connection request.

2. Opener sent

To track conversations and their conversion with LinkedIn leads after sending an opener, start by organising your leads into specific lists.

When you send an initial message or opener, note the date and content in a spreadsheet or CRM tool. Monitor responses and categorise the leads based on their interaction level, such as ‘interested’, ‘pending’, or ‘unresponsive’.

Regularly update the list as conversations progress, and schedule follow-ups accordingly. This methodical tracking ensures you maintain engagement and efficiently manage potential business opportunities.

Measure your opener messages with KPIs like answers received to find out the effectiveness of your messages for all conversion types.

3. Follow up sent

For effective conversion tracking with a LinkedIn lead list after sending a follow-up, maintain an organised system.

Record each follow-up sent in a dedicated CRM or spreadsheet, noting the date, message content, and the lead’s category. Regularly update the status based on responses or lack thereof, adjusting categories such as ‘awaiting response’, ‘engaged’, or ‘not interested’.

This structured approach enables you to systematically manage and prioritise leads, ensuring timely and relevant communication while maximising potential business opportunities.

4. In conversation

When tracking conversations with LinkedIn leads showing interest or engaging in chats, it’s crucial to document each interaction.

Use a CRM tool or a detailed spreadsheet to record the date, nature of the chat, and specific points of interest or questions raised by the lead. Categories lead based on their level of interest, such as ‘highly interested’, ‘moderately interested’, or ‘needs nurturing’.

Regularly review and update these records to tailor follow-up messages, ensuring they resonate with the lead’s interests and queries, thus fostering a strong, productive connection.

A KPI to keep track of the leads you are in a conversation with is for instance how interested are your leads in your product/ service after your conversations.

conversions in campaign manager

5. Call scheduled

Efficiently tracking conversations with LinkedIn leads when a call is scheduled involves meticulous record-keeping.

Use a CRM system or a structured spreadsheet to log details like the scheduled call date, the lead’s name, and specific topics to discuss. Categorise each lead based on the call status, such as ‘awaiting call’, ‘rescheduled’, or ‘completed’. After the call, promptly update the record with outcomes and any follow-up actions needed.

This process ensures you stay organised, never miss a scheduled call, and maintain a clear overview of your lead engagement progress.

Use the quality of setter calls and the amount of setter calls scheduled as KPI to measure your effectiveness.

6. Follow up scheduled

A LinkedIn conversion tracking with a lead list, when a follow-up call is scheduled, requires an organised approach.

Use for example a detailed spreadsheet to log each lead’s name, the date and time of the scheduled follow-up call, and key points from previous interactions. Categories lead based on the call’s status, such as ‘pending’, ‘completed’, or ‘to be rescheduled’. After the call, update the record with the outcomes and any necessary follow-up actions.

This systematic tracking ensures you effectively manage your leads and maintain meaningful engagement.

How can you track metrics in a Google tracking sheet?

To streamline your sales process, begin by setting up lead lists for each step of the funnel, ensuring that every stage from initial contact to closing is covered or make up one list for several steps. As leads progress through the funnel, move them into the corresponding lists, reflecting their current status in the sales journey.

Additionally, enrich these lists by adding lead-specific notes. These notes can include reminders for follow-up actions or key information about the lead, like their pain points or preferences. This methodical approach keeps your sales efforts organised and focused, enhancing overall efficiency and effectiveness.

event specific conversions

1. LinkedIn outreach tracking sheet

With a LinkedIn outreach tracking sheet, you have an overview of your outreach.

Firstly, you know how many people you sent a contact request to. You can track the company name and the date you reached out as well as weekdays. Moreover, you also see how many leads accepted your request. With this information, a lack of efficiency can be identified and you can find measures to improve for instance your target group on LinkedIn.

Secondly, you can also track how many responses you received and what your respons rate is. Therefore a measurement of the opening message can be done and if necessary you can rewrite it.

Lastly, you can identify the efficiency of your follow-up message. Are your leads responding to your message and you get a settler call settled or do you need to improve it?

LinkedIn ads conversion tracking

2. Open lead tracking sheet

In the picture above you can see a sales Open lead tracking list. This list gives you an overview of your open leads not only for LinkedIn but also when contacted over e-mail.

Track your conversion contacts as detailed as possible with their first and last name as well as the position, the company and the record date.

You should do the conversion tracking until you have results or in other words until your customers say they are not interested or if they booked a call. Therefore, you should keep the status of the multiple conversions up to date. Choose between, interested, follow up and in contact.

Furthermore, the list can also be used as a reminder list for everything outside LinkedIn.

With an open lead conversion tracking sheet your company has a better overview of which leads have been contacted and what are the results. If you have several channels where you contact your customers, this list helps you to see all

LinkedIn ads conversion tracking, lead form

3. Setter call overview sheet

In the screenshot above you can see a possible setter call tracking sheet. This Google spreadsheet helps you to create an overview for all setter calls scheduled this year.

To track your leads you need to fill in the date of the contact, the lead company name as well as the contact’s first and last name and later on a quality assessment.

With this overview, you can measure the effectiveness of several steps of your funnel. You have an overview of how many leads have scheduled or done a setter call with you.

Furthermore, you can track the quality of your setter calls by the outcome you get and with your assessment of the quality of the call. The leads will be separated into three groups: low, medium and high.

A low assessment means no interest of the clients. They just listened to the offer and showed non or little interest in taking it.

A medium quality assessment indicates that the person, who took the call is not sure whether the client wants or is ready for a collaboration.

A high assessment represents a client who is invited to a pitch. The client asked for another meeting and plans to collaborate with your company.

Keep track of your setter calls and the outcome to get a feeling if your approach in the call needs to be adapted or if it works.

tag conversions, load conversions

4. KPI/KRI Dashboard

Lastly, you need a KPR/KRI Dashboard. This Google sheet helps you to see serval KPIs along your funnels.

The overview includes several KPIs on a monthly basis. For instance, you see the number of total invites, the average invites per day, the acceptance rate, the response rate, the number of setter calls, the call-to-invite ratio and the number of different call quality.

The different numbers should be automatically calculated with different formulas from the different sheets mentioned before. Next to the sum being drawn for the different months, it can also help to have an overview of the different calendar weeks.

The KPI/KRI overview can also include the output for several funnels. For instance, if your company has different setter call overview sheets for leads from LinkedIn and Instagram, you can include them in one big KPI/KRI overview.

With this spreadsheet, your company can track not only the position of your lead in the funnel, but furthermore you can calculate the conversations created.

Keeping an eye on your lead conversions and using some conversion tracking methods helps you find the key conversion behaviour of your target group.

Why is tracking your actions on LinkedIn important and how does it improve your efficiency?

For your business to set up conversion tracking for your actions on LinkedIn is crucial for several reasons.

Firstly, it helps you monitor your networking efforts, ensuring that you engage consistently with your connections. By recording interactions, like messages sent, posts commented on, or connections made, you can analyse the effectiveness of your strategies and adjust them for better results. Your lead generation funnel needs constant optimisation and tracking is a base for optimisation.

Secondly, conversion tracking keeps you organised, preventing missed opportunities and redundant communications.

Finally, a conversion tracking method improves efficiency by allowing you to focus your efforts on the most responsive leads or the most engaging content, maximising your LinkedIn presence’s impact.


The article provides a comprehensive guide on tracking conversations with LinkedIn leads, emphasising the importance of systematic record-keeping and analysis at each stage of the lead funnel.

It outlines various steps such as managing connection requests, sending openers, follow-ups, and scheduling calls, each with specific strategies for tracking and evaluating effectiveness using key performance indicators (KPIs). Utilising tools like LinkedIn outreach tracking sheets, open lead tracking lists, setter call overview sheets and a KPI/KRI dashboard, the process ensures efficient lead management.

The article underscores the value of conversion tracking in enhancing networking efforts, maintaining organisation, and improving overall efficiency on LinkedIn. This approach not only aids in optimizing lead generation strategies but also ensures focused and meaningful engagement with potential leads, thereby maximizing business opportunities.

tracking conversions


1. How to know when a LinkedIn message is read?

On LinkedIn, you can tell if a message has been read through the ‘Seen’ indicator that appears beneath the message. This feature becomes active once the recipient opens and views your message, providing a simple and direct way to confirm message receipt.

2. What are the best practices for tracking the conversation on LinkedIn?

For B2B companies like HubSpot, tracking conversations on LinkedIn effectively involves using their own CRM to log details of interactions, categorising leads by interest level, and documenting follow-ups. For example, HubSpot can track a lead’s response to a product demo offer, noting interest and scheduling details.

3. How to do conversion tracking with LinkedIn ads campaigns?

Conversion tracking in LinkedIn ads campaigns involves several key steps. First, create a LinkedIn Insight Tag and install it on your website. This tag enables LinkedIn to track conversions from your ads.

Next, define a conversion action in your LinkedIn campaign manager, which can be anything from a form submission to a purchase. Assign this conversion action to your ad campaign to start tracking. Regularly monitor the performance through the campaign manager, analysing metrics such as conversion rates and cost per conversion.

By understanding which ads drive conversions, you can allocate your budget more effectively and tailor your ad content to resonate with your target audience, leading to more successful campaigns.

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