Leads, Opportunities and sales process Flashcards
What are the advantage of using leads as part of the sales process? ( As opposed to only using opportunities)
- Better tracking, reporting, and targeting marketing campaigns to prospective customers
- Help cies with sales teams working separately on prospective vs existing customers
What automatic process can be used to import a new lead to Salesforce?
The web-to-Lead form that collects leads from your business website.
What info is included in the “Lead Record”
- The Campaign History
- the lead’s Details tab
- the lead’s Activity tab to log your calls and emails
- Tasks or Events to plan future actions
- the lead’s News tab to check the latest news for the lead’s industry
- the lead’s Chatter tab to connect with Coworkers
- The lead’s status is an important indicator that helps you track where each lead is in your sales process
What does Salesforce do when you convert a lead that is a contact with a Company Name to an opportunity?
Salesforce uses the information stored in the lead record to create a business account, a contact, and an opportunity.
What does Salesforce do when you convert a lead that is a contact without a Company Name to an opportunity?
If the lead record didn’t include a company name, Salesforce converts the lead into a person account and an opportunity.
- person accounts must be enabled by admin
How do you convert a lead?
In the Lead record, Type “Convert” then choose Manually to create a new Account, Contact & Opportunity from the lead info (Salesforce will automatically create it) or choose an existing Account, contact or opportunity
Your company wants to implement a naming convention for leads and opportunities. What tool should the admin use to automate this standardization?
Use Process Builder to automate the standardization of opportunity names
When converting qualified leads, How does Salesforce converts campaign members?
Salesforce converts any campaign members as new contacts.
Once a qualified lead is converted, what is the record access level of the lead?
The leads become read-only records unless your administrator gives you permission to edit them
If existing accounts and contacts share the names specified on the leads, how does Salesforce record the information?
- SF overwrites all the available new information in the existing accounts and contacts
- SF creates a new account and Contact
- SF updates the empty fields only from the info in the lead record
- SF cannot proceed to conversion and shows an error message
- SF updates the empty fields only from the info in the lead record
Explaination: Salesforce adds information from the lead into empty fields; Salesforce doesn’t overwrite existing account and contact data.
How does salesforce save the activities from the converted lead?
- Activities are left in the lead as read-only
- All activities are automatically attached from the converted lead to the resulting account and contact
- All activities are automatically attached from the converted lead to the resulting account and contact, and opportunity
- *Answer: #3.**
- *Explanation:** Salesforce attaches all activities from the converted lead to the resulting account, contact, and opportunity, except activities initiated from a High-Velocity Sales cadence.
If the Lead record has Custom Lead fields. How can these fields also be converted into account, contact, and opportunity records?
- The admin must map Custom lead fields to custom account, contact, or opportunity fields
What permission should the admin give a user who needs to view converted leads?
The admin should assign you the “View and Edit Converted Leads” permission.
A user cannot view the converted view. Without assigning the “view and Edit Permission”, how can this user see the leads that have been converted?
Converted leads do appear in lead reports. Salesforce updates the Last Modified Date and Last Modified By system fields on converted leads when picklist values included on converted leads are changed.
Once a lead is converted how is the team working on it automatically assigned?
- If, lead is converted into a new account, contact, opportunity?
2. If Lead converted into an existing account, but a new contact and opportunity?
- The new account, contact, and opportunity are assigned to the same division as the lead.
- If you update an existing account during lead conversion, the account’s division isn’t changed, and the new contact and opportunity inherit the account’s division.
During Lead conversion, How can administrators prevent duplicates?
The admin can set up Apex Lead Convert and Duplicate Management.
For example, the admin can require that you resolve the duplicates before you finish converting.
How can Filter-based opportunity territory assignment be triggered during the lead conversion process?
Filter-based opportunity territory assignment isn’t triggered when an opportunity is created through lead conversion.
How should an admin setup to differentiate leads that convert to person accounts from leads that convert to business accounts
The admin should create different lead record types and page layouts.
- A** *_best practice_ is to remove the Company field from the page layouts for leads that convert to person accounts.
- *Then, make the Company field required on the page layouts for**
- *leads that convert to business accounts.**
Up to how many new leads can be generated by the company’s website Web-to-Lead option per day?
Web-to-Lead can automatically generate up to 500 new leads a day
How can you Automatically send prospects emails after they’ve submitted information through your website?
You can set up email response rules to use different
email templates depending on the information submitted.
Note: make sure to create a default template to send when none of your response rules apply.
What should an admin set up to make sure every lead is assigned to an individual or a queue, even if they fail to meet the other criteria in the assignment rule?
Choose a default owner of leads that fails to meet the criteria in your assignment rule using Lead Settings.
The admin has created several lead assignment rules to assign web-generated leads to various sales users.
The Default owner of leads complains he is receiving too many leads, while the other sales users are not receiving any. What should the admin check first, to fix the problem?
Verify that the assigned rules to users or queues are activated. If the rule is inactive, all web-generated leads are assigned to the default owner you specify in Lead Settings.
While using web-to-lead, How can I be sure that leads won’t be lost?
If a new lead cannot be generated due to errors in your Web-to-Lead setup, Customer Support is notified so that SF can assist you in correcting it.
If your organization’s Web-to-Lead generates 625 leads one day what will happen?
- SF will charge additional fees for every 25 additional leads
- 125 extra leads info will be uploaded the next day
- 25 extra leads will be lost
- The additional lead information will be sent via email to the assigned Default Lead Creator
- The additional lead information will be sent via email to the assigned Default Lead Creator
Note: If your company regularly exceeds the Web-to-Lead limit, request for a higher limit directly to Salesforce