Leads

What is a Lead?

A Lead represents a potential customer who is in the initial stage of the sales process.

This instance allows users to register, analyze, and follow up on potential customers before determining their viability and converting them into a business opportunity.

How are Leads obtained?

Leads can be generated in different ways:

Sales Prospecting

Through prospecting activities carried out by sales representatives or commercial agents.

Potential Customer Inquiries

Through inquiries made by potential customers using the communication channels enabled by the company.

Lead Management

Accessing the Lead List

To access the Lead list, go to CRM → Sales → Leads.

When entering this section, the list of Leads registered in the system will be displayed.

Figure 1. Lead list

From this screen, users can view and manage registered Leads, perform advanced searches, apply filters, organize information, and access the details of each record.

List Views

The views allow Leads to be displayed according to different criteria, making organization and follow-up easier.

Figure 2. Lead list views

Available Views

• All: displays all Leads registered in the system.
• My Activities: displays Leads with activities assigned to the current user.
• Unassigned: displays Leads that do not yet have an assigned salesperson.
• Lost: displays Leads marked as lost.
• Followed: displays Leads followed by the current user.
• Archived: displays archived Leads.

View Customization

Views can be customized from the Action Group (⋮) menu located in the upper-right corner of the list.

Figure 3. View configuration menu

note

The Reset option restores the default view configuration.

Actions on Views

From this menu, additional actions are available to manage the behavior of each view.

Figure 4. Available actions on views

• Apply View: applies the selected view to the list.
• Remove from Favorites: removes the view from the favorites section.
• Set as Default: sets the selected view as the default when entering the module.

List Tools

The Lead list includes different tools to search, organize, and customize the displayed information.

Figure 5. Lead list tools

Group By

Allows organizing Leads into groups according to different criteria, such as salesperson, sales team, priority, company, or tags.

Search

Allows quickly locating a Lead by name.

Filters

Allows applying search criteria to display only Leads that meet certain conditions. Once the desired criteria are selected, click Apply Filters.

Column Manager

Allows selecting which fields will be displayed in the table and reorganizing their order according to user needs. Once the changes are made, click Apply Columns.

Create a Lead

Leads can be created manually by system users or automatically generated through the communication channels configured in the CRM.

Automatic Creation

Leads can be created automatically through communication channels integrated with the CRM, such as email, WhatsApp, or other channels configured by the company.

Manual Creation

To manually create a Lead:

1. Go to CRM → Sales → Leads.
2. Click on New Lead.
3. Complete the required information in the New Lead form.
4. Click Create to save the record.

Lead Creation Form

When creating a new Lead, a form will be displayed where the potential customer’s information can be registered.

General

This section allows registering the main Lead information.

Figure 6. General section of the Lead form

• Probability: indicates the estimated conversion percentage of the Lead into an opportunity.
• Due Date: estimated deadline for Lead follow-up.
• Title: identifying name of the Lead.
• Assigned Salesperson: user responsible for following up on the Lead.
• Contact: allows selecting an existing contact.
• Contact Name: name of the contact associated with the Lead.
• Contact Email: email address of the contact.
• Contact Phone: contact phone number.
• Tags: allows assigning tags to facilitate record classification and search.
• Priority: priority level assigned to the Lead.

note

When selecting an existing contact, the system will automatically complete certain fields using previously registered information.

Additional Information

This section allows registering complementary information associated with the Lead.

tip

The Additional Information section allows expanding Lead information with extra details to improve classification and follow-up.

Company Information

Allows registering location and company data associated with the Lead.

Figure 7. Company Information section

• Company: company associated with the Lead.
• Street: main address.
• Street 2: secondary address.
• City: city.
• Postal Code: postal code.
• Country: country.
• Province / State: province or state.

Contact Information

Allows registering additional information about the contact associated with the Lead.

Figure 8. Contact Information section

• Job Position: role or function of the contact.
• Contact Website: website associated with the contact or company.

Ownership

Allows defining the internal assignment of the Lead within the organization.

Figure 9. Internal Assignment section

• Company: internal company associated with the record.
• Sales Team: sales team responsible for the Lead.

Notes

Allows registering additional information, comments, or relevant details related to the Lead.

Figure 10. Notes section

Final Actions

Once the Lead information has been completed, the following actions will be available:

• Create: saves the Lead and closes the form.
• Create and Create Another: saves the current Lead and opens a new form to register another Lead.
• Cancel: cancels the operation without saving the changes made.

Actions on a Lead

Once a Lead has been created, its information can be accessed from the Lead list to review, modify, or delete the record.

To access a Lead and manage its actions, you can:

• Click directly on the corresponding record.
• Use the Action Group (⋮) menu available at the end of each row.

Figure 11. Action Group available for a Lead

Lead View

The View option allows access to the complete details of a Lead.

When accessing it, all registered information will be displayed, including general data, notes, and additional information.

From this view, the following actions will be available:

Figure 12. Available actions in the Lead view

Convert to Opportunity

The Convert to Opportunity option allows transforming a Lead into a business opportunity once it has been qualified as viable to continue in the sales process.

When selecting this option, the system will request confirmation before completing the conversion.

Figure 13. Confirmation of conversion to opportunity

Confirmation Options

• Confirm: converts the Lead into an opportunity.
• Cancel: cancels the operation without making changes.

note

Once converted, the record will no longer be managed as a Lead and will automatically move to the Opportunities list.

Mark as Lost

The Mark as Lost option allows indicating that a Lead will no longer continue in the sales process.

When selected, a window will open where it will be necessary to indicate the reason for the loss and, optionally, register additional information.

Figure 14. Lost Lead confirmation

Required Fields

• Lost Reason: reason why the Lead was marked as lost.
• Loss Description: observations or additional details related to the loss.

note

The available options in Lost Reason can be configured from CRM → Configurations → Lost Reasons.

Management Options

• Submit: saves the information and marks the Lead as lost.
• Cancel: cancels the operation without making changes.

note

Leads marked as lost can later be viewed from the Lost view and restored when needed.

Chatter

The Chatter allows registering communications, notes, and activities related to a Lead, making follow-up and collaboration between users easier.

Figure 15. Chatter of a Lead

Available Actions

• Send Message: send messages related to the Lead.
• Log Note: register internal notes for follow-up.
• Schedule Activity: schedule activities linked to the Lead.

note

For more information about how Chatter and activity management work, refer to the corresponding section.

Edit a Lead

The Edit option allows modifying the information registered in the Lead.

Once the changes are made, click Save Changes to save the information or Cancel to discard the modifications.

Delete a Lead

The Delete option allows removing a Lead from the main list.

Once deleted, the Lead will remain available in the Archived view, where the following actions can be executed through the Action Group menu or using Bulk Actions:

• Restore: recovers the Lead and returns it to the main list.
• Delete Permanently: removes the Lead permanently from the system.

warning

Leads deleted through Delete Permanently cannot be recovered later.