A useful follow-up process is simple enough to use every day and structured enough for a manager to review.
Give every lead an owner
Capture the enquiry source, contact details and current owner at the same time. Unassigned leads should appear as an exception, not disappear into a shared sheet.
Make the next action explicit
Record the next call, meeting or task with a due time. A lead without a next action is not actively being worked.
Review outcomes, not activity theatre
Use stage history, qualified conversions and won or lost reasons. Raw call counts do not explain whether the pipeline is moving.