Leads & Opportunities for Lightning Experience

Create and Convert Leads

Understand how leads fit into the sales process. Understand what happens when you convert a lead. Create and convert leads.
  • Leads are people and companies that you’ve identified as potential customers.
    • Not all companies use leads. Some work their entire pipeline as opportunities.
    • Change the status of leads by clicking Edit while viewing the lead’s record, change the Lead Status, and click Save.
  • Qualifying a Lead indicates the user believes the lead has a user for and interest in your products, and that a sale is a possibility.
    • Exact criteria for qualifying and converting leads are part of each company’s unique business processes.
    • When a lead is qualified, it can be converted into an Opportunity.
      • Business leads are converted to a Business Account, Business Contact, and Opportunity.
      • Person leads are converted to a Person Account and Opportunity.
        • A lead is a Person Lead if the lead record didn’t include a company name.
    • Convert a lead by clicking the Convert button on the Lead record.
  • Companies should adopt a standard naming convention for leads and opportunities - these help everyone work more efficiently.
    • Ex: Get Cloudy West - 50 Custom Stratus X11 Sneakers: indicates company Get Cloudy West is interested in 50 Pairs of Custom Stratus X11 Sneakers.

Work Your Opportunities

Describe how to use opportunities. Create an opportunity. Add contact roles to an opportunity.
  • Opportunities are deals in progress. Opportunities go through a series of stages during which the team becomes more confident of making the sale, like this:
    • Prospecting
    • Proposal/Price Quote
    • Negotiation/Review
    • Closed/Won
    • Closed/Lost
  • In each successive stage, the probability of making the sale increases. These probabilities are used in creating forecasts (more about forecasts here)
  • Contact Roles tell which contacts are involved in the opportunity and how each contact is related to the opportunity. They are available as a related object on each opportunity.

Sell as a Team and Split the Credit

Explain when to use opportunity teams and account teams. Apply revenue splits and overlay splits to an opportunity.
  • Opportunity Teams are like account teams. They are composed of people who can help you close a deal.
    • They share information, tips, or contacts that help close a deal.
  • If the same group of people often work together on opportunities, they can be set up as a default opportunity team.
  • Opportunity Splits are a means for opportunity teams to share credit for the sale. There are two types:
    • Revenue Splits credit team members who are directly responsible for the revenue.
      • Opportunity owners get 100% of the revenue by default.
      • Always total 100%.
    • Overlay Splits give a way to credit supporting team members.
      • Can total more than 100%.
  • Opportunity Teams and Splits must be enabled by the Salesforce admin.

Visualize Success with Path and Kanban

Update a record’s stage or status using Path. Update records in the Kanban view. Use filters and view charts in the Kanban view.
  • Path is a simple, powerful tool. It is the graphic displayed on lead and opportunity records.
    • It shows, at a glance, where the record is in your sales process.
  • Key Fields highlight the information you need the most when you open a record.
  • Kanban View is a visual summary of the records in a list view.
    • It is accessible from the all records list view of objects.
    • It lets you easily sort, summarize, filter, and move opportunities along the pipeline.
    • It is also possible to move opportunities to different stages by dragging and dropping.
  • Path needs to be enabled and configured by your Salesforce admin.