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How Do I Convert or Disqualify Leads?

How to Disqualify a Salesforce Lead Record

If you have determined in the course of prospecting that the lead is not a current viable candidate for sales the lead record should be Disqualified.

Reasons for Disqualification include:

  • Not Interested
  • Bad Timing
  • Bad Contact Data
  • Not A Decision Maker
  • No Longer At School

Disqualified leads are reviewed and scrubbed by Marketing for possible data updating or cleansing. Updated lead records will be added and recycled back into the database for possible future prospecting.

  1. Access the lead record to be disqualified either by the list view report, by searching for, or by opening the record.
  2. Open the Lead record. Select the Disqualified status and click Mark as Current Status.

How To Convert A Lead Record

After the lead has been prequalified it can be converted into an opportunity. The opportunity can then be used as the basis for a quote. The Account Executive manages the opportunity until they close the deal either by completing it or canceling it.

When a lead is converted, Salesforce uses the information stored in the lead record to create an account, a contact, and an opportunity. If the account already exists (most will), new contact and opportunity records will be created and associated with the existing account.

  1. Open the lead record to be converted
  2. Review the Account Information section to ensure that the associated School and/or District information is correct.
  3. If the Account name is unmatched, search the School / District Name in the Details section using the Salesforce search tool to determine if the account can be matched to an existing account record.
  4. Click Convert.
  1. In the Contact section, select Choose Existing and search for an existing account. If the account does not exist, select Create New.
Most accounts exist in Salesforce already. You will use the "Choose Existing" option most likely here.
  1. In the Contact section, select Choose Existing and search for an existing contact. If the contact does not exist, select Create New.
  2. In the Opportunity section, select Choose Existing and search for an existing opportunity. If an Opportunity does not exist, select Create New.

  1. Change the Record Owner to be the name of the Account Executive who will own the new opportunity record. To change the Owner- Click the X next to the name of the current owner (if it is not the correct Account Executive). Type in the appropriate opportunity owner.
  2. Review the changes. Click Convert. The lead record is converted.

Remember to add contact roles to the contact record.

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