Understanding the Lead Conversion Process

If it appears as though the sales lead is qualified, and is interested in making a purchase, you can convert the lead to an opportunity. Opportunity records allow you to track more detailed information about potential sales. To convert a lead to an opportunity, you click the Convert Lead button on the Lead - Manage {Lead Name} form. After you convert the lead, the system changes the lead's status to converted, and then disables all of the fields and options on the lead record. The system then creates these records:

• Customer Record

  The system uses the value in the Company Name field to create a customer record in the F90CA080 table.

  If a customer record already exists with the same company name, the system compares the city and postal code information from the existing customer record to the lead record. If the city and postal code also match, the system displays the Duplicate Customer form to notify you that a customer record already exists for this company. You can choose to add a new customer record or use the existing customer record.

• Contact Record

  The system uses the values in the First Name and Last Name fields to create a contact record in the F90CA070 table.

  If an existing customer was selected, and if a contact record already exists with the same first and last name, the system displays the Duplicate Contact form to notify you that a contact record already exists for this person. You can choose to add a new contact record or use the existing contact record.

  If the system creates a new customer record, the system also creates a new contact record, regardless of whether a contact record already exists for that person.

• Opportunity Record

  The system creates an opportunity record in the F90CB020 table using the newly created contact and customer records. After the lead is converted you can then enter additional information into the opportunity, such as item and quantity information.

Depending upon the data that is included in the lead record, these tables might also be updated when a lead is converted:

• F01161

• F01161Z1

• F0115

• F01151

• F011901

• F90CB02I

• F90CB02J

• F90CB02C

• F90CB02E

• F90CB043

• F90CB042

• F90CB05B

• F01301

• F90CA61E

After conversion, you cannot change the lead record. To make changes to any information associated with the lead, you must access the newly created customer, contact, or opportunity records.