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CRM Tracking Exercise

This assignment gives you hands‑on practice with a basic customer relationship management (CRM) workflow. Use it to connect your go‑to‑market (GTM) plan to real lead data. You'll enter at least one mock lead, move it through a simple pipeline, and capture notes on how each data point supports your GTM plan.

Objective

Enter a mock lead, move it through each stage of a simple pipeline, and reflect on how the collected CRM data supports your GTM assumptions.

Instructions

  1. Set up your CRM. Use any CRM tool or a spreadsheet. Create pipeline stages such as Lead, Qualified, Proposal, and Closed.
  2. Enter a mock lead. Add at least one fictional contact with a name, organization, and notes about the opportunity.
  3. Follow the pipeline. Move the lead through each stage as you simulate conversations or actions, recording dates or notes for every transition.
  4. Record GTM alignment. After each stage change, note how the CRM information confirms or challenges elements of your GTM plan (target audience, messaging, channels, etc.).
  5. Share your findings. Submit your CRM snapshot and written reflections to your mentor.

Deliverables

  • At least one mock lead that has moved through all pipeline stages.
  • Notes describing how the CRM data at each stage aligns with your GTM plan.