Qualifying and converting your leads just got easier. The Salesforce Lightning Experience
includes a lead workspace--command central for working your leads,
It’s a great way to stay focused so you can do everything you need to do to nurture
and qualify your lead so you can connect to your customers in a whole new way.
Let’s navigate to Leads, and take a look at the lead record for Kristen Akin
We can see here that this record, like all the other lead records, has an interactive,
visual representation of the stages your lead goes through toward qualification. Together,
these stages are called the sales path.
Often, it’s your administrator and sales management who create sales paths for leads
and opportunities.
The sales path reflects your company’s sales processes, so you can focus on what’s most
important to keep the lead qualification process moving along.
In this example, we’ve customized the sales path to include tips for working your leads.
But your sales path can also include things like:
company policies links to relevant Chatter posts
and even potential gotchas.
You’ve been working this lead, Kristen Akin, and you’re ready to move her to the next
stage. So you mark this stage as complete, and the
Sales Path moves to the next stage.
The lead workspace has other helpful tools for tracking and working leads.
Under Activity, you can create a 1:1 customer journeys by:
Logging calls, so that you always know where you left off with your conversations.
Creating tasks for yourself or your colleagues to make sure nothing falls through the cracks.
Scheduling events and meetings with your lead, so you can track them all right here in the
workspace.
Even sending email right from the lead record, so you keep a complete history of everything
you’ve sent.
Your scheduled events and tasks appear under Next Steps
where you see everything you need to do to qualify Kristen Akin.
Logged calls, completed tasks, past events, and sent email appear under Past Activity.
These items help jog your memory about what you’ve already done, so that you’re ready
to charge ahead with your next steps.
On Chatter, you can pull in your teammates to share sales strategies.
Or chat with your manager to get guidance on the best way to get your foot in the door.
On Details, you’ll find all the background data on your lead, like the source of your
lead, her rating, and the number of employees at her company.
After you’ve charmed your lead and convinced her that your company can help hers, you’re
ready to mark the lead record Qualified and convert it.
When you convert a lead, the information in the lead is changed into
A new contact.
Or, you can relate the lead to an existing contact
And the contact is related to an account. You can create a new account.
Or relate it to an account already in Salesforce And if you want, you can also create an opportunity
at this time, or relate the lead to an existing opportunity.
But of course, you can create an opportunity anytime
And here’s the opportunity you just created!
In the opportunity workspace, where you work your deals, are all of the activities from
the lead are right here, so you never lose sight of your customer and the work you’ve
done.
Make sure you get familiar with opportunity workspace, where you manage all those deals
you juggle.
And remember, lead conversion is also available in Salesforce1, so you can run your business
from your phone.
For more information see this topic in Salesforce Help,
and check out the rest of our Lightning videos at
sfdc.co/lightninghowto
or visit the Salesforce Success Community at success dot salesforce dot com
Salesforce. Connect to your customers in a whole new way.