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Leads

Use the Leads pages to create, update, and evaluate leads. A lead is a person who has indicated an interest in your products or services.

You can enter leads manually, or they can be assigned to you. You can follow up assigned leads to determine if they will eventually generate revenue for the company. Creating a lead record is a quick way to gather new customer information. In one record you can enter details about the company, the person, and the business interest, instead of creating four different records for an account, a contact, a deal registration, and an opportunity.

A lead moves through the lead management process in the following sequence of stages: evaluating, qualifying, and converting to an opportunity or deal registration. Instead of qualifying a lead, you might remove it by archiving it. Instead of converting a qualified lead to an opportunity or deal registration, you might reject it. The rest of this topic explains the stages in more detail.

Evaluating Leads

During evaluation, the person evaluating the lead performs a number of ongoing activities:

  • Calls, emails, or visits the contact to exchange information.
  • Updates specific information about the lead with more accurate and newly discovered information.
  • Creates, tracks, and completes activities regarding the lead.
  • Logs notes regarding the interaction.
  • (Optional but recommended) Links the lead to an account and a contact, which has these advantages:
    • The user assigned to the account or contact (who may or may not also be the user assigned to the lead) can view the lead during the evaluation process, because it will appear in the Account and Contact pages.
    • The lead owner can access additional information about the account or contact by clicking a link.
    • The lead owner can enter more details than can typically be stored with a lead, such as additional contacts at the account, ship to address, and so on.
    • If the lead is converted to an opportunity or deal registration, the existing account and contact links can speed up that process.

Qualifying Leads

The qualification process helps the evaluator to gather enough information to determine which leads to pursue further. When the evaluator determines that a lead has some potential for generating revenue, the evaluator qualifies the lead. The system then checks to make sure that certain critical fields contain data. If the criteria have been met, the lead is marked as qualified, and becomes visible to the sales person as a newly qualified lead.

Qualifying leads accurately helps your company to spend more time working on high-potential business deals. Company administrators can set up Lead Qualification scripts to help evaluators to qualify leads accurately and consistently. (For information on setting up assessment scripts, see Setting Up Assessment Scripts).

Archiving Leads

Alternatively, if the lead is considered to have no value to the company, then the evaluator can archive the lead. The system then removes the lead from the lead management process.

TIP: To sort archived leads, create a new list called Archived Leads. For more information on creating lists, see Creating and Refining Lists.

Converting Leads to Opportunities or Deal Registrations

Leads can be converted to contacts, and optionally to accounts, opportunities, and deal registrations using the Convert Lead page. The Convert Lead page contains lead conversion options as specified in the Lead Conversion layout that is applicable to the user role. If a lead has enough potential value, the evaluator can convert it to an opportunity or a deal registration, so long as a lead conversion layout has all lead conversion options enabled. The system prompts the evaluator for an account to link to the lead, a contact at that account to link to the lead, and an opportunity or deal registration to link to the lead.

The system then creates a new opportunity or deal registration with some values carried over from the lead, such as potential revenue and estimated close date. The system then removes the lead from active evaluation (although it can still be viewed if desired).

What Happens During Conversion

Some information from the lead record is carried over to the relevant areas in the Account, Contact, Opportunity, and Deal Registration records that are created during the conversion process. The following table shows an example of how the fields are mapped among the records using the Lead Conversion Mapping page.

Lead

Account

Opportunity

Contact

Deal Registration

Address

Billing Address

Not applicable

Contact Address

Deal Address

Annual Revenues

Annual Revenues

Not applicable

Not applicable

Not applicable

Approximate Income

Not applicable

Not applicable

Total Income

Not applicable

Associated Company

Not applicable

Not applicable

Not applicable

Associated Company

Associated Contact

Not applicable

Not applicable

Not applicable

Associated Contact

Campaign

Source Campaign

NOTE: If the account is created through the lead conversion process, this field is automatically populated from the Campaign field on the lead record. If the account is created by a user, the user can enter the information in this field.

Source Campaign

NOTE: If the opportunity is created through the lead conversion process, this field is automatically populated from the Campaign field on the lead record. If the opportunity is created by a user, the user can enter the information in this field.

Source Campaign

NOTE: If the contact is created through the lead conversion process, this field is automatically populated from the Campaign field on the lead record. If the contact is created by a user, the user can enter the information in this field.

Not applicable

Cellular Phone #

Not applicable

Not applicable

Cellular Phone #

Cell Phone

City

Billing City
Shipping City

Not applicable

Primary City

City (of Deal Address)

Company

Account Name

Account

Account

Company Name

Country

Billing Country
Shipping Country

Not applicable

Primary Country

Country

Date of Birth

Not applicable

Not applicable

Date of Birth

Not applicable

Description

Not applicable

Description

Not applicable

Justification

Email

Not applicable

Not applicable

Email

Email

Estimated Close Date

Not applicable

Close Date

Not applicable

Close Date

First Name

Not applicable

Not applicable

First Name

Not applicable

Industry

Industry

Not applicable

Not applicable

Not applicable

Job Title

Not applicable

Not applicable

Job Title

Not applicable

Last Name

Not applicable

Not applicable

Last Name

Not applicable

Lead Currency

Not applicable

Not applicable

Not applicable

Deal Currency

Lead Owner

Not applicable

Not applicable

Not applicable

Not applicable

Lead Type

Account Type

Not applicable

Contact Type

Not applicable

Mr./Ms.

Not applicable

Not applicable

Mr./Ms

Not applicable

Never Email

Not applicable

Not applicable

Never Email

Not applicable

Next Step

Not applicable

Next Step

Not applicable

Next Step

Number of Employees

Number of Employees

Not applicable

Not applicable

Not applicable

Originating Partner

Not applicable

Not applicable

Not applicable

Originating Partner

Potential Revenue

Not applicable

Revenue

Not applicable

Deal Size

Primary Phone #

Not applicable

Not applicable

Work Phone #

Telephone #

Principal Partner

Not applicable

Not applicable

Not applicable

Principal Partner

Product Interest

Not applicable

Opportunity Name becomes:
Product Interest (Contact Full Name)

Not applicable

Product Interest

Profession

Not applicable

Not applicable

Profession

Not applicable

Qualified Date

Not applicable

Not applicable

Qualified Date

Not applicable

Rating

Not applicable

Not applicable

Not applicable

Not applicable

Referred by

Not applicable

Not applicable

Referred by

Not applicable

Source

Not applicable

Lead Source

Lead Source

Not applicable

State/Province

Billing State/Province
Shipping State/Province

Not applicable

Primary State/Province

State (of Deal Address)

Website

Web Site

Not applicable

Not applicable

Not applicable

Work Fax #

Not applicable

Not applicable

Work Fax #

Not applicable

Zip/Postal Code

Billing Zip Code
Shipping Zip Code

Not applicable

Primary Zip/Postal Code

Zip (of Deal Address)

Additionally, some fields show different values as a result of the lead conversion process. The following table lists the new values.

This record/field

Changes to this value

Lead record

Status

Converted

Account record

Owner

User converting the lead. See the following section, Ownership of Related Lead Records After Conversion.

Opportunity record

Status

Pending

Sales Stage

Building Vision

Probability

50%

Owner

User converting the lead. See the following section, Ownership of Related Lead Records After Conversion.

Contact record

Owner

User converting the lead. See the following section, Ownership of Related Lead Records After Conversion.

Deal Registration Record

Name

Product Interest on the lead. You can override this field.

Type

Standard

Submission Status

Not Submitted.

Ownership of Related Lead Records After Conversion

If you have populated the Sales Person field, when the lead is converted that person becomes the owner of all related records. If this field is not populated, the user converting the lead becomes the owner of all related records by default. However, the company administrator can change this behavior using the Lead Conversion Mapping feature. For more information, see Mapping Additional Fields During Lead Conversion.

Rejecting Qualified Leads

Qualified leads can also be rejected. This is typically done in organizations where the person or group evaluating leads is different from the sales people who take qualified leads and convert them into revenue. In those organizations, the sales person assigned to a qualified lead may determine that the lead is not as valuable as the evaluator had indicated.

When rejecting a lead, the sales person must specify a Reject Code for the rejection and can optionally specify the Reject Reason as well. If the Reject Code selected is Other, the Reject Reason becomes a required field. The system records that a rejection occurred, who rejected it, and why it was rejected.

The sales person may also choose to have the lead reassigned as part of the rejection. Depending on the company’s policies, the lead may be reassigned to a manager for follow-up, or it may go back to the original evaluator for further assessment.


Published 5/4/2012 Copyright © 2005, 2012, Oracle. All rights reserved. Legal Notices.