Converting Leads » Week 4 » Lead Management In Salesforce

Q: In Salesforce, what is “lead conversion”?

Yes! Once an SDR determines that a lead is qualified, they will convert the lead in Salesforce.

Q: In Salesforce, when a lead is converted, what is it turned into? Select all objects that apply.

Yes! This is one of the objects that is created when a lead is converted.

Q: Who is typically responsible for converting leads in Salesforce?

Yes! An SDR is usually responsible for qualifying and converting leads in Salesforce.

Q: True or False? There can be multiple opportunities for a single account.

Yes! Each account, which represents a company or organization, can have multiple opportunities, which are potential future deals, because there can be multiple types of opportunities that an AE is looking to close.

Q: Describe the relationship between leads, accounts, contacts, and opportunities.

Answers may vary. When a lead is deemed qualified, it is converted to an account, contact, and opportunity. The contact is the same person as the lead, and the account represents the company that the contact works at. The opportunity is the potential future sales deal that the SDR has decided can be a possible sale made with the account.

Q: After doing some initial outreach and research, a sales development representative has a list of 10 leads that she thinks are not very likely to make a purchase; she is not going to qualify these leads as prospects. In Salesforce, what should she do with these leads?

Yes! This is the appropriate way to close a lead that is not being converted and handed off to an account executive. The lead record will still be available in Salesforce if the SDR decides to reach out again, but the lead has officially been closed.