Follow-ups
What are follow-ups?
Follow-ups are time-based reminders to contact a lead. They form the backbone of your sales cadence — ensuring that every prospect gets consistent outreach and nothing falls through the cracks.
A follow-up has a scheduled date and time. When that time arrives, the lead surfaces in your follow-up queue and triggers an alert.
The follow-up queue
Go to Dashboard → Follow-ups to see your follow-up queue.
The queue shows:
- Leads with follow-ups due today (highest priority, shown first)
- Leads with follow-ups overdue (highlighted in red)
- Upcoming follow-ups (scheduled for tomorrow and beyond)
Each follow-up entry shows the lead name, last activity, scheduled time, and a one-click “Mark Done” button.
Scheduling a follow-up
From a lead’s detail page
- Open the lead
- Click the Follow-ups tab
- Click + Schedule Follow-up
- Set the date and time
- Add an optional note (e.g., “Call to check on their decision timeline”)
- Click Save
From automations
Automations can schedule follow-ups automatically based on triggers like stage changes or inactivity. See Automations.
Follow-up fields
| Field | Description |
|---|---|
| Lead | The lead this follow-up is for |
| Scheduled date/time | When to follow up |
| Note | Optional context for the call or outreach |
| Status | Pending, Done, Overdue |
| Assigned to | Which rep is responsible (defaults to lead’s assignee) |
Completing a follow-up
When you complete a call or outreach:
- Find the follow-up in the queue
- Click Mark Done
- Optionally log a note about the outcome
The follow-up is marked complete and the lead’s last activity timestamp is updated. You can immediately schedule the next follow-up from the same view.
Overdue follow-ups
A follow-up becomes overdue if its scheduled date/time passes without being marked done.
Overdue follow-ups:
- Are highlighted in red in the follow-up queue
- Trigger an in-app notification (and optionally email)
- Are surfaced in the notification center’s “Action Required” section
Automation-driven follow-ups
The most effective use of follow-ups is combining them with automations:
Example automation:
- Trigger: Lead moves to “Contacted” stage
- Action: Schedule follow-up in 2 days
This ensures every contacted lead gets a follow-up without any manual intervention.
Example automation:
- Trigger: Lead has no activity for 5 days AND stage is “Qualified”
- Action: Schedule immediate follow-up + send notification to assignee
See Automations and Create Automation for the full builder walkthrough.
Follow-up history
All completed follow-ups are stored on the lead record. Open the lead → Follow-ups tab to see the full history of follow-up notes and completion times.