The Lead Management application enables your sales agents and sales development representatives to create leads and nurture them into opportunities.

In a sales cycle, prospective customers express their interest through various channels, such as website forms, social media, or events. With the information captured through these channels, the sales agent creates a lead. After a lead is created, it goes through multiple processes to get converted into an opportunity.

The processes include:
  • Lead scoring: Prioritizing leads based on predefined criteria for more focused attention.
  • Lead qualification: Determining if a lead meets certain criteria to be considered a sales-qualified lead.
  • Lead assignment: Assigning leads to the correct sales development representative to follow up.
  • Lead nurturing: Engaging with leads until they become sales-ready.
  • Lead segmentation: Categorizing leads based on industry, behavior, or other parameters for targeted marketing.
As sales agents move through the lead workflow and recognize interest from customers in buying products, it becomes essential to qualify or convert the lead. This process includes linking the lead to specific accounts and establishing lead qualification, which ultimately generates product orders.
Figure 1. Lead workflow in Sales and Order Management
Lead Management workflow that shows the lead entry to lead conversion.

What to do next

To learn about setting up Lead Management, see Install and configure Lead Management.