Microsoft Dynamics® CRM Training
Create and Qualify Leads
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Create and Qualify Leads
In Microsoft Dynamics CRM Online 2011, Leads represent prospective customers that must be qualified or disqualified. Leads can come from a variety of sources depending on your business’ sales and marketing processes.
Generally, organizations try to quickly determine whether or not a Lead represents a potential customer. Therefore, Lead records are not intended to be used for the long term, and use a flat data structure.
Each organization defines its own lead-qualification criteria. If you determine that the Lead meets your sales criteria, you can convert the lead to an Account, a Contact, or an Opportunity (or a combination of those).
In this walkthrough, we will manually create a Lead record and then qualify the Lead.
This task can be performed by users with any of the default security roles in CRM Online.
We begin in the Sales module, and click Leads in the left navigation pane. Click the New Lead button in the ribbon to launch a new Lead form.
We then enter data into the required fields, which are indicated by red asterisks. List any other important data that you gather such as phone number, e-mail, or address.
One field of importance that isn’t a required field is Lead Source. Since leads can come from a number of different sources, tracking the lead source can help your business determine which lead-generating tactics are the most effective. So for this sample Lead, I’ll specify the lead source as Web by using this drop-down menu.
Now that we’ve filled out some basic information, we’ll click the Save & Close button in the ribbon. The form closes.
Now let’s say that time has passed and we’ve determined that this is a qualified lead. Your business process should dictate what you will convert this lead to: Account, Contact, Opportunity, or a combination of those. We’ll convert this Lead as qualified and create a new Account, Contact, and Opportunity record for it.
We first open the Lead record ("Kevin Smith" in the video) from any view that contains it. When the record opens, in the ribbon, click the Qualify button. The Convert Lead dialog appears.
For this lead, we will select Qualify and convert into the following records and then check the boxes next to Account, Contact, and Opportunity. Then we’ll select the Open newly created records check box and click OK. Notice that if we wanted to disqualify this lead, we would do so by selecting Disqualify instead and then specifying the reason in the Status drop-down menu.
When we click OK, the dialog closes, the Lead record closes, the three new records are created and CRM Online opens them in new windows for us to use.
Thanks for watching.