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Converting a lead to an opportunity
Once a lead has been qualified and identified as a genuine sales opportunity, you can convert the lead to an opportunity.
Before converting, the lead first needs to be matched to an existing company and person. This ensures that when the opportunity is created, it is assigned to a true company and person (rather than existing as a disassociated entity, as a lead normally does).
You can match the lead to existing Person and Company records. If the data is not yet in the system, add a new company and person, or just add a new person if the company already exists, but the person is new.
- Find and open the lead you want to convert to an opportunity.
- From the Lead Summary page, click Convert To Opportunity.
- If you have not yet matched the lead to a company or person, a warning dialog box is displayed.
- Click Add Or Find This Company on the Lead Summary page to match the lead to a company.
- The system automatically searches for an existing company in the database that matches the company name on the lead.
- If the system finds a name that begins with the company name you have already entered, it first gives you the option of selecting the existing company.
- If you already matched the company at an earlier stage, and just need to match up the person, you can skip the next steps and click Add Or Find This Person.
- If no matching company is found, or if you choose to ignore suggested matches, the New Company page is displayed in a new browser window. This page takes over details, such as Company Name and Person Name, already entered against the lead so that you do not have to retype them. Complete any further known details on the New Company page.
- Click Save.
- Click Select Company. The lead is matched to the new company and person that you have added to the system.
- Click Convert To Opportunity. For more information on the Opportunity fields, please see Creating a new opportunity.
- Complete any further known details on the Record New Opportunity page.
- Click Save. The Opportunity Summary page is displayed.
A converted opportunity has the following features:
- A View Lead button on the Summary page. This allows you to switch between the details of the opportunity and the lead. You can view communications associated with the lead, but you can no longer add communications to the lead once conversion has taken place.
- An Opportunity Tracking tab. This shows a record of the conversion from Lead to Opportunity.
- Communications which were created in the context of the lead are displayed in the Communications tab of the Opportunity.
See Also:
Searching for an existing lead
Viewing leads assigned to you
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