Define the lead qualification experience

Article
05/15/2024

Give your salespeople the flexibility to choose which records to create—account, contact, or opportunity—when a lead is qualified.

License and role requirements

Requirement type	You must have
License	Dynamics 365 Sales Premium, Dynamics 365 Sales Enterprise, or Dynamics 365 Sales Professional More information: Dynamics 365 Sales pricing
Security roles	System Administrator More information: Predefined security roles for Sales

Define the experience using Sales Hub app

In the Sales Hub app, select the Change area icon at the bottom of the site map, and then select App Settings.
Under General Settings, select Lead + Opportunity management > Lead Qualification.
Turn on Auto-create records for newly qualified leads to automatically create account, contact, and opportunity records when a lead is qualified. Turn the setting off if you want salespeople to choose which records to create when a lead is qualified. For information about the fields that are automatically mapped from the lead to other entities, see Field mappings to other entities.

Define the experience using legacy web client

If you aren't using the Sales Hub app, you can define the lead qualification experience by using the legacy web client.

In your app, select the Settings icon, and then select Advanced Settings.

The Business Management page opens.
Select Settings > Administration > System Settings.
Select the Sales tab.
Under Qualify lead experience, set Create Account, Contact, and Opportunity records by default upon qualifying a lead to No to allow salespeople to choose which records to create when a lead is qualified. Set it to Yes to automatically create account, contact, and opportunity records when a lead is qualified.

Field mappings to other entities

When a lead is qualified, values of some fields from leads are automatically mapped to the corresponding fields in accounts, contacts, and opportunities.

Fields mapped to opportunity

Field name in lead	Field name in opportunity
Topic	Topic
Contact	Contact
Account	Account

Fields mapped to account

Field name in lead	Field name in account
Company	Account name
Website	Website
Business Phone	Phone
Street 1	Address 1: Street 1
Street 2	Address 1: Street 2
Street 3	Address 1: Street 3
City	Address 1: City
State/Province	Address 1: State/Province
ZIP/Postal Code	Address 1: ZIP/Postal Code
Country/Region	Address 1: Country/Region

Fields mapped to contact

Field name in lead	Field name in contact
First name	First name
Last name	Last name
Job title	Job title
Business Phone	Phone
Mobile phone	Mobile phone
Email	Email
Street 1	Address 1: Street 1
Street 2	Address 1: Street 2
Street 3	Address 1: Street 3
City	Address 1: City
State/Province	Address 1: State/Province
ZIP/Postal Code	Address 1: ZIP/Postal Code
Country/Region	Address 1: Country/Region

Can't find the options in your app?

There are three possibilities:

You don't have the necessary license or role.
Your administrator hasn't turned on the feature.
Your organization is using a custom app. Check with your administrator for exact steps. The steps described in this article are specific to the out-of-the-box Sales Hub and Sales Professional apps.

Share via