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Version: 1.1.0

Process Leads

Lead states


  • New – the lead is created and needs to be processed. Click Assign on the form to move it to other state.
  • Assigned – the lead is taken by a sales department employee. Click Qualify / Disqualify on the form to move it to other state. This action is only available for the Owner of the lead.
  • Qualified – the potential customer's interest is confirmed and an opportunity is created from the lead.
  • Disqualified – the work on the lead is stopped (for example, the customer changed his mind).
  • Dropped – the state is not used in the "out-of-the-box" application logic. You can create additional logic for it.

To change the lead state, use the corresponding UI action in the top right corner of the form.

Actions available for the existing leads


Navigate to CRM → Sales → Leads to see existing leads. Open the Lead record to manage it.

ActionState at which the action is availableAccess levelDescription
AssignNewcrm_admin, crm_sales, Lead Owner crm_marketeer, Lead Owner crm_managerClick to change the lead's state to Assigned. A modal window appears where you need to specify the Owner of the lead.
ReassignAssignedcrm_admin, crm_sales, Lead Owner crm_marketeer, Lead Owner crm_managerClick to change the lead Owner. A modal window appears where you need to select the Owner of the lead.
QualifyAssignedLead Owner: crm_admin, crm_sales, crm_marketeer, crm_managerClick to change the lead state to Qualified. A modal window appears where you need to fill in the Qualification form. The link to the created opportunity is added to the Opportunity field that appears only after the lead is qualified. See the Qualification section to learn more.
DisqualifyAssignedLead Owner: crm_admin, crm_sales, crm_marketeer, crm_managerClick to change the lead to Disqualified. A modal window appears where you need to fill in the Disqualification form. See the Qualification section to learn more.
Add to marketing listAnycrm_sales, crm_managerClick to add the lead to the marketing list. A modal window appears where you need to select the marketing list.
Activate record / Deactivate recordAnycrm_marketeer, crm_admin, crm_sales, crm_managerClick to change the value of the Active parameter of the lead. When the lead is not active, it is hidden from the default list interface and all its fields become read-only. Inactive record cannot be reassigned, qualified or disqualified. Deactivating a lead does not affect the related opportunity records.

Qualification


Qualification creates an Opportunity from the lead when a sales department employee confirms potential customer's interest. Only the Assigned lead can be qualified. To qualify a lead, fill in the following fields on the Lead form:

  • Owner
  • Goal
  • Implementation options
  • Procurement procedure
  • Decision level
  • Terms
  • Decision maker
  • Selection criteria
  • Compliance with criteria
  • Channel

The Owner of the lead needs to click Qualify on the lead form.

Qualify form fields

FieldMandatoryDescription
NameYThe title of the opportunity. The field is filled in automatically from the lead title but you can change this value.
ResponsibleYThe employee responsible for the opportunity. The field is filled in automatically from the lead Owner but you can change this value.
CityYSpecify the potential customer company's location.
Current situationNSpecify the current situation with the opportunity.
Estimated revenueNSpecify the estimated revenue from the opportunity.
Estimated close dateNSpecify the estimated closing date for the deal.
Selling directionYSpecify the selling direction for which the opportunity is created.
Originating leadNThe field is filled in automatically from the lead that you are qualifying.
DescriptionNAdd a description of the customer's demands.

The leads can also be disqualified if the potential customer's interest is not confirmed. Only the Assigned lead can be disqualified. The Owner of the lead needs to click Disqualify on the Lead form.

Disqualify form fields

FieldMandatoryDescription
Disqualification codeYSpecify the disqualification code. Available options:
  • Non-target client
  • Demand is not generated
  • Non-commercial interest
  • Impossible to contact
Disqualification reasonYSpecify a disqualification reason.
note

If the value of Disqualification code is Demand is not generated, an opportunity is automatically created to continue the work on the customer's demand generation. The fields required for the qualification become mandatory.