Lead Management System

A Lead Management System is software that captures, distributes, and tracks sales leads from various sources. It can be part of the CRM or a standalone tool. Dealerships get leads from their website (contact forms, online chat), automaker referrals, third-party sites (like AutoTrader or Kijiji Autos), phone calls, and walk-ins. The system ensures each inquiry is logged and assigned to a salesperson or BDC agent for follow-up. It tracks the status of each lead (e.g., new, contacted, appointment set, sold, lost) and often enforces timing standards – for example, reminding staff to follow up within an hour or a day. In Canada, lead management might integrate with manufacturer lead programs (some OEMs send leads to their dealers and expect timely responses measured by systems). It also should comply with privacy and anti-spam rules, meaning if a lead opts in for communication, that is recorded, and if they unsubscribe, that’s flagged. The benefit of a robust lead management system is that it increases sales conversion by ensuring every prospect gets timely attention and can be nurtured through the buying process. Managers can also report on lead sources and response effectiveness, helping them allocate marketing spend more wisely and coach their team on follow-up performance.