This is where users will specify which Lead Status to use (Lead or Contact), who should own any new records created during conversion, whether or not an opportunity should be created, and if and how users should be notified of conversions.
- Each Contact/Account Matching Step will have its own set of Lead Conversion Settings
- Users can select different options if a Lead matches a Contact or Account, or when a Lead will be converted to a NEW Contact/Account
- E.g. Users may ONLY want to create an Opportunity for Final Matches (New Contact/Account) vs. when the Lead matches an existing record
- Users can select different options if a Lead matches a Contact or Account, or when a Lead will be converted to a NEW Contact/Account
- Lead Conversion Settings are replicated for LIKE matching steps so once they are created for one step type (e.g. Contact Match) they will be replicated when new steps of the same type are created.
Step by Step Instructions
Lead Settings
1. Lead Status: Select the Lead Status to be assigned to the converted Leads
- Pick from the list of values in the drop-down list
- These will be the Lead Status values that have been noted as valid for converted Leads in Salesforce
May want to create a separate Lead Status, e.g. "Converted by DemandTools", to track Leads converted via DemandTools for future analysis.If using Record Types for Leads ensure that the selected Lead Status is added to the Lead Process for the Record Types associated with the Leads to be converted (this is a Salesforce restriction).
2. Overwrite Lead Source: Check to have the Lead Source from the Lead overwrite the Lead Source field on the matching Contact.
Note: Salesforce will ALWAYS keep all other fields from the matching Contact/Account when converting Leads if the data is populated on both, there is NO WAY to have a Lead field (other than Lead Source) overwrite an existing Contact/Account value.
Ownership Settings
Specify who should own any new records being created and what to do when the selected owner is inactive or a Queue (since Contacts, Accounts and Opportunities cannot be owned by Queues).
1. New Contact/Account Ownership: If options are selected that will result in a new Contact and or new Account, select the radio button for who should own the new record
- Will NOT be shown unless a new Contact or Account will be created (e.g. not shown in Contact Matching Steps, when using a file matching to Contacts, or Selecting a DupeBlocker Lead to Contact Scenario)
- Lead Owner (Default): Whoever owned the Lead will own the new Contact/Account
- Account Owner: This option is only available in Account Matching steps
- When selected, the new Contact will be owned by whoever owns the Account the Contact will be converted into
- Custom Owner: Users can pick the desired owner from a drop down list of active users in their organization
2. Inactive or Queue Ownership: In the event the selected owner for the new record is either inactive or a queue, this option will override that selection
- Account Owner: This option is only available in Account Matching Steps
- When selected, the Account Owner will override the new record selection
- If the Account Owner is ALSO inactive, then the Current User will override the new record selection
- Current User: The user running DemandTools will override the new record selection
- Custom Owner: Users can pick the desired owner from a drop down list of active users in their org to override the new record selection
Note: The Inactive Ownership option applies to any new Opportunities also created during conversion.
Opportunity Settings
Optionally create an Opportunity during the conversion with the flexibility to use Salesforce default conversion options, or customize as needed.
1. Create Opportunity: Check to create a new Opportunity which will be linked to the Contact and Account the Lead was converted into.
2. Opportunity Name and Append Company Name: Hard code a name with the option to append the Lead Company Name to the hard coded Opportunity Name.
If the Opportunity Name should JUST be the Lead Company name, leave the hard coded section blank and check Append Company Name.
3. Opportunity Stage: Select Default (which will be Salesforce's default "Prospecting") or another stage from the drop-down.
4. New Opportunity Owner: Select the desired radio button.
- If the selected option is a queue or inactive the override ownership options above will apply
5. Close Date: Select the desired radio button.
Notification Settings
Various options are available to notify the Contact Owner that a Lead was converted that may require their attention (send an email or create up to two tasks).
1. Create Email for Contact Owner: Check to generate a Salesforce Lead Conversion email to be sent to the Contact Owner
2. Task Creation/Create Task: Check to create a follow-up task
3. Link task to: Select whether the "related to" field on the Task should be the Account or Opportunity (if an Opportunity was created during conversion)
4. Task Owner: Specify who should own the Task
5. Task Settings: Specify the details of the Task
6. Completed Task: Check to create an additional Completed Task
