Set aside a short recurring review with the person responsible for inquiries. If you work alone, still make it an appointment. Use records rather than trying to remember the week.
Check the work coming in
How many genuine inquiries arrived? Which were suitable? Where did they first hear about the business? Which sources are unknown? Were there duplicates, spam or misrouted messages? Did every suitable inquiry receive a useful answer?
Do not turn the review into an interrogation of the person answering the phone. Look for missing information, unclear responsibilities and unrealistic workloads as well as execution errors.
Check the live opportunities
Which inquiries need clarification? Which quotes are due? Which customers have an agreed decision date? Which projects should be postponed or closed? Is the current pipeline compatible with delivery capacity?
Choose the next action and owner for each important open item. Avoid reading every historical record aloud. The review should produce decisions.
Check acquisition activity
What did we actually do? What did it cost in money and time? Which activity produced relevant conversations? What questions or objections repeated? Did any technical issue affect the results?
Compare completed actions with the plan. If the planned activity never happened, you have an execution problem to solve before judging the channel.
Choose one improvement
Write: “Next week we will change ___ because we observed ___.” Name the owner, deadline and evidence to inspect. Keep other ideas in a backlog.
Monthly addition: review mature inquiry groups by channel, including acquisition cost, bookings and delivery contribution. Inspect concentration in platforms, referrers and large clients. Update assumptions used in your demand calculation.
The meeting is finished when: live opportunities have next steps, the next acquisition activity is scheduled and one improvement has an owner. More reporting is optional. The value is in making the business easier to run and the next marketing decision easier to defend.