If you're trying to figure out who’s actually interested in buying—and who’s just poking around—tracking user behavior is essential. But it’s easy to get lost in vanity metrics or overwhelmed by automation promises. This guide is for marketers, sales folks, and founders who want to use Encharge to spot real sales-ready leads, without falling for false positives or wasting time on “look how engaged they are” fluff.
Why bother tracking user behavior at all?
Let’s be blunt: most people on your site aren’t ready to buy. Some are lost. Some are bored. Some are just curious. If you can separate the tire-kickers from the folks who actually care, you’ll save your team heaps of time and focus.
Behavior tracking isn’t magic. It’s just data. The trick is knowing which actions actually matter—and not getting distracted by noise.
The goal: Use Encharge to collect the right signals, spot the leads who are heating up, and get your sales team talking to the right people, at the right time.
Step 1: Get the basics in place—don’t skip this
Before you can track anything useful, you need to make sure Encharge is actually collecting data from your website or app.
What you need: - An Encharge account (obviously). - Access to your website or product’s code (or someone who can help). - A list of the key pages and actions you care about (more on that in a sec).
How to set up basic tracking:
1. Install the Encharge tracking code:
Grab your tracking script from Encharge (it’s in Settings > Data Sources > Website Tracking) and add it to the <head> of every page on your site.
- If you use a tag manager (like Google Tag Manager), you can do it there too.
2. Check it’s working:
Visit your site, then check your Encharge dashboard to make sure page views are showing up under “People.” Don’t assume—verify.
Pro tip:
Don’t wait to set up fancy events or automations. Get the basic tracking working first. It’s shocking how many setups break at this step and no one notices for weeks.
Step 2: Decide what really counts as “sales ready”
Here’s where most teams mess up: they track everything, then wonder why their lead scores are garbage. Not every click means someone is ready to buy.
What actually matters?
- High-intent actions:
These are things only serious buyers do. Examples:
- Pricing page visits (especially repeat visits)
- Starting a trial or demo signup
- Downloading a whitepaper (if it’s genuinely valuable, not just fluff)
- Using a core feature in your product
- Low-intent actions:
These don’t mean much. Examples:
- Visiting your blog
- Clicking on random navigation links
- Spending a long time on your homepage
How to figure this out:
Talk to your sales team (or just look at your best customers). What did they do before they bought? Start there. Don’t track everything—track what matters.
Step 3: Track key events in Encharge
Page views are fine, but real insight comes from events—specific actions users take.
How to track events:
1. Map out your key events:
Write down the handful (seriously, keep it to 3–7 to start) of actions that signal a user is getting serious.
2. Set up event tracking:
- If you use a tool like Segment, you can pipe events into Encharge directly.
- Otherwise, you (or your developer) will need to fire events using Encharge’s JavaScript API.
Example:
js
encharge.track('Started Trial');
- Add these to your signup forms, pricing button clicks, or wherever your key events happen.
- Test each event:
Trigger the action as a user, then check Encharge to see if the event shows up. Debugging now saves headaches later.
What to ignore:
Don’t waste time tracking things like “Scrolled to bottom of page” or “Opened the About Us page.” These sound useful but rarely correlate to sales.
Step 4: Score leads based on meaningful activity
Lead scoring is where things get tricky. Most systems overcomplicate this, and you end up with “hot” leads who just liked a blog post.
How to keep it honest:
- Assign points only to high-intent events.
For example:
- Visited pricing page = 10 points
- Started a trial = 30 points
- Attended a webinar = 20 points
- Set thresholds:
Decide what score makes someone “sales ready.” Don’t set it too low, or you’ll get swamped with junk leads.
- Review regularly:
Look at which leads converted vs. which ones didn’t. Tweak your scoring rules based on reality, not wishful thinking.
Setting up in Encharge:
- Use Encharge’s “Lead Scoring” automation in Flows.
- Set up triggers based on your tracked events.
- Add or subtract points as actions happen.
Example:
If user triggers “Started Trial” event → Add 30 points If user unsubscribes from emails → Subtract 20 points
Don’t get cute:
Ignore “AI-powered” scoring unless you have serious traffic and data. Simple point systems work for most teams.
Step 5: Notify sales at the right time (not all the time)
There’s no point tracking leads if your sales team gets spammed with notifications. The key is to only alert them when someone is genuinely warming up.
How to do this:
- In Encharge, build a Flow that triggers when the lead score crosses your “sales ready” threshold.
- Use the “Send Notification” action to email or Slack-message your sales team.
- Include useful info:
- Who the user is (name/email)
- What actions they took
- Link to their profile in Encharge
Pro tip:
Don’t notify on every action. Only ping sales when users hit your threshold. Otherwise, they’ll tune out.
Step 6: Watch for false positives and keep it real
Even with a good setup, you’ll get some duds. Maybe your competitor is snooping around. Maybe someone’s just curious.
How to cut down on junk: - Regularly review “sales ready” leads who didn’t convert. See what they did—and what they didn’t do. - Adjust your event weights or thresholds if too many bad leads slip through. - Don’t ignore feedback from sales. If they’re complaining about lead quality, something’s off.
What not to stress about: - Chasing perfect accuracy. You’ll never screen out every false lead. Good enough is good enough. - Tracking every possible behavior. Focus on the 20% of actions that matter.
Step 7: Use automation, but don’t expect miracles
Encharge’s automation (“Flows”) can help you move leads along, but don’t get sucked into automating everything right away.
What’s worth automating: - Lead scoring updates - Sales notifications - Simple nurture emails to leads who are close but not quite ready
What’s usually not worth it: - Complicated branching flows with dozens of conditions - “If user blinks twice, send them an offer” type triggers - Automated messages that sound robotic or pushy
Start simple. You can always add complexity later if it’s actually helping.
What works, what doesn’t, and what to ignore
Works: - Tracking only the actions that actually signal intent - Keeping your scoring simple and transparent - Listening to sales feedback
Doesn’t work: - Tracking everything and hoping you’ll find a pattern - Relying on “AI magic” without enough data - Over-notifying your team
Ignore: - Vanity metrics like page views, unless they’re for high-intent pages - Features you “might need someday” but aren’t sure about yet
Keep it simple, tweak as you go
You don’t need a fancy setup to get value from user behavior tracking. Focus on the handful of actions that signal real buying intent, set up basic scoring and notifications, and talk to your sales team often. Don’t worry about getting it perfect on day one—just start, watch, and adjust.
The best setups are the ones you actually use. Keep yours honest, practical, and as simple as possible. That’s how you’ll actually spot sales-ready leads—and not just spin your wheels.