A lead represents a prospective customer who shows interest in your products or services.

To attract potential customers, you might engage in various activities such as:

• Listing your products on directories.
• Maintaining an updated and easily searchable website.
• Networking at trade events.
• Advertising your products or services.

When you spread the word about your offerings, individuals may express interest and become leads.

They’re termed leads because they have the potential to lead to a sale. Sales representatives typically engage with leads by initiating calls, fostering relationships, and providing information about products or services. It’s crucial to monitor these interactions to facilitate follow-ups by others who may need to continue the conversation. This ensures that subsequent team members are informed about the lead’s history.

To access the Lead list, go to:

Home > CRM > Sales Pipeline > Lead

---

1. How to Create a Lead

1. Navigate to the Lead list and select New.
2. If the lead represents an organization, tick the ‘Lead is an organization’ checkbox. Note that upon selection, the ‘Company Name‘ field becomes mandatory. Enter the organization’s name.
3. If the lead is an individual, leave the checkbox unchecked and input the person’s name and gender.
4. Provide the email address.
5. The Status field is crucial in lead management. You can manually set the status, or it will update automatically based on your interactions with the lead.
6. Here are the status options:

• Lead: Default status indicating action is required.
• Open: Indicates the need for the sales executive to contact the lead.
• Replied: Indicates the sales executive has responded and awaits further communication from the lead.
• Opportunity: Signifies the lead is qualified and may result in a sale if an opportunity is created.
• Quotation: Indicates a quotation has been provided to the lead.
• Lost Quotation: Indicates the lead did not proceed with the quotation.
• Interested: Indicates the lead’s interest in the products or services.
• Converted: Signifies that the quotation resulted in an order confirmation and a Sales Order has been created.
• Do Not Contact: Indicates the lead is not interested and further communication is unnecessary.

1. Specify the Lead Source in the Source field.
2. Enter the email ID for communication.
3. Click on ‘Save’.

You can also record the details of the conversation in the NOTES section.

Further details like Lead Type, Market Segment, Industry can be added in the ‘MORE INFORMATION‘ section.

If you have a healthy number of leads, all this information will help you prioritize the leads you can pursue.

You can assign the Lead to a user by clicking on ‘Assign’ button on left bar. You can also attach files/images by clicking on ‘Attach File’ button.

2. Features

2.1 Reminders to Follow Up on the Leads

Regularly engaging with leads and nurturing relationships is crucial. You can schedule calendar events directly from the “Activities” tab for the user, and notifications will be displayed on the designated dates.

2.2 Adding Multiple Contacts and Addresses

In a Business-to-Business (B2B) setting, closing a sales deal often involves engaging with multiple individuals within the prospective company. You can input the information of these individuals into the same lead. After saving a lead, you’ll have the opportunity to include contact details by selecting the ‘New Contact‘ button. Likewise, you can input address details by clicking on ‘New Address‘.

2.3 Recording Comments, Emails and Events

• Comments: You can write your comment in ‘Add a comment’ box and click on ‘Comment’.
• Emails: You can send an email to the lead by clicking on the ‘New Email’ button and when the lead responds to your email, it will be appended to your email creating an email thread.
• Events: You can also records the Meetings, Calls etc you have had with the Lead by clicking on ‘New Event’

2.4 Creating Opportunity, Customer and Quotation

You can create an Opportunity, Customer or a Quotation from the Make dropdown. Relevant field values will be copied over.

2.5 Auto-assigning the Leads to Sales Executives

You can define Assignment Rules to automatically assign the leads to sales executives.

3. Adding Custom Fields

You may need to add custom fields to capture additional details as per your needs.

You can customize the Lead DocType using Customize Form tool.

4. Related Topics

1. Opportunity
2. Customer