Capture and Qualify Sales Leads

Turn interest into qualified deals without cluttering your customer list.

A sales rep records each prospect as a lead, works it by phone and in meetings, and converts it only when it is real. Until then nothing reaches your customer master.

One person carries the lead from start to finish: the sales rep who owns it captures it, logs every touch, moves its status with one button per step, and converts it into a customer, an opportunity, or both.

Use the documented operating model as a starting point, then adapt fields, approvals, reports, or connected areas when your process differs.

Before you start

Put the right records and roles in place.

To work from My Leads in the Personal workspace, each rep needs an Employee record whose Username matches their login; that is who the Owner field resolves to. The Lead number series (LD) ships with the suite.

Documented sequence

From first contact to a customer and a deal.

Each stage identifies the action, handoff, or record change that moves the work forward.

01
Capture the lead — Sales rep
Open Leads in the CRM group, or My Leads in the Personal workspace, and enter the prospect's name, contact person, e-mail, phone, country, city and source. The lead is numbered LD… on save and starts in NEW.
02
Work the lead — Sales rep
Log every call, meeting, email or task as a dated activity. Mark Contacted moves the lead to CONTACTED, Qualify to QUALIFIED — straight from NEW if you like — and Disqualify closes a dead end.
03
Convert — Sales rep
Convert to Customer creates a customer from the lead's name, e-mail, phone, country and city; Create Opportunity opens a PROSPECTING deal with the same owner, linked back to the lead. Either one sets CONVERTED.

Connected work

Carry the record into the next decision.

Related features and workflows reuse the same business records instead of asking teams to rebuild the context.

Leads & OpportunitiesLead and opportunity fields, the lifecycle buttons, lead sources, activity types and the funnel reports.Work an opportunity pipelineWhat happens to the deal after conversion: pipeline stages, weighted value and the first quotation.CustomersThe customer master that Convert to Customer adds the lead to.

Current scope

The contact person's name does not carry over when a lead is converted to a customer; add it on the customer record if you need it.

A starting point, not a fixed package

Fit the funnel to your own channels.

Lead sources and activity types are pick lists maintained in the settings, and you can add your own channels. Further changes, such as extra lead fields or a different status path, can be scoped as a Custom adaptation.

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Decision-stage answers

Capture and qualify a lead FAQs

Do reps only see their own leads?

In the Personal workspace, yes: My Leads lists only the signed-in rep's leads and sets them as the owner automatically. The full Leads list in the CRM group is where the owner of a lead is picked.

Does a lead have to be marked as contacted before it is qualified?

No. Qualify works from NEW or CONTACTED, so Contacted is not a mandatory stop. Disqualify works from any open status, and every button refuses with the reason when pressed in the wrong one.

Can one lead become both a customer and an opportunity?

Yes, both conversions can run on the same lead. The usual order is Convert to Customer first, then set that customer on the opportunity, because Create Opportunity does not carry a customer and a quotation needs one.

Which reports count a lead?

Leads By Source and Monthly Leads count it from the day it is created, however it ends. The Open Leads dashboard counter drops it once it is converted or disqualified.

Review the real workflow

Take one real prospect from lead to deal in BusinessIntents.

Use a real record or transaction to compare the documented flow with the way your team works today.

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