Define the lead qualification experience
Give your salespeople the flexibility to choose which records to create—account, contact, or opportunity—when a lead is qualified.
License and role requirements
|License||Dynamics 365 Sales Premium, Dynamics 365 Sales Enterprise, or Dynamics 365 Sales Professional
More information: Dynamics 365 Sales pricing
|Security roles||System Administrator
See Predefined security roles for Sales
Define the experience
In your app, select the Settings icon, and then select Advanced Settings.
The Business Management page opens.
Select Settings, then Administration, and then 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.
This prompts salespeople to select which record types to be created once a lead is qualified.
If you set Create Account, Contact, and Opportunity records by default upon qualifying a lead to Yes, Account, Contact, and Opportunity records are created by default.
This behavior is applicable on all the leads that are qualified after this setting is updated.
With the April 2020 release, this setting is also available in the App Settings area of the Sales Hub app itself.
To go to this setting:
At the bottom of the site map, select Change area and then select App Settings.
In the site map, select Overview, and on the Overview page, select Manage for Auto-create records for newly qualified leads.
Can't find the options in your app?
There are two possibilities:
You don't have the necessary license or role to perform the steps.
Your organization might be using a custom app and hence the site map and UI will be different. Check with your administrator for the exact steps. The steps described in this documentation are specific to the out-of-the-box Sales Hub or Sales Professional app.