Lead Source Tracking Worksheet
Know which marketing actually produces booked, paid work.
Who it's for
Businesses spending on multiple lead sources without clear attribution.
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Why track lead sources by hand first
Before you automate attribution, it helps to log leads manually for a few weeks. It forces clarity about where work actually comes from and exposes the gap between where you think leads originate and where they really do.
Lead source tracking table
Print one sheet per week, or rebuild this in a spreadsheet.
| Date | Lead | Source | Campaign | Owner | Booked? | Estimate? | Sold? | Revenue | Notes |
|---|---|---|---|---|---|---|---|---|---|
| 3/04 | J. Rivera | Local Services | Sam | Yes | Yes | Yes | $4,200 | Referred neighbor | |
| 3/05 | City Cafe | Website form | Spring promo | Alex | Yes | Yes | No | — | Chose competitor on price |
Keep source names consistent (e.g. always "Google LSA", never sometimes "Google" and sometimes "ads").
Column definitions
- Source
- Where the lead originated (Google, referral, Facebook, yard sign, marketplace).
- Campaign
- The specific effort, if any (a promo, a specific ad, a mailer).
- Owner
- The person accountable for the next action.
- Booked / Estimate / Sold
- The stage the lead reached, so you can see where each source drops off.
- Revenue
- Job value for sold work, used to compare sources fairly.
Turning the log into decisions
After a few weeks, total revenue by source and compare it to what you spend on each. A source with fewer leads but higher close rate and job value can easily beat a high-volume, low-quality source.
Make this standard automatic
When manual tracking gets tedious, LeadRilo attributes revenue to source automatically — this worksheet is the same idea, done by hand first.