Utarbeidet med KI.
When should a lead be qualified?
When you qualify a lead in Dynamics 365 Sales, it is converted into an opportunity, and only then does the deal count toward the pipeline. Timing is therefore not a mere formality—it determines how much you can rely on your own forecasts.
Qualify a lead once you have confirmed three things: that there is a need you can actually address, that the person you are speaking with can influence a decision, and that there is a budget for it. If any one of these is missing, it is still a lead. Note that this is a judgment call, not a checklist — both a salesperson who qualifies everything and one who never qualifies anything make the pipeline useless.
In many organizations, leads are qualified because it feels impolite to reject someone who has shown interest. The result is a pipeline full of deals no one is working on, and a forecast that management eventually stops believing in. A lead that remains unqualified is not a loss — it provides information about who the marketing is reaching.
When a lead is qualified, Dynamics 365 creates an opportunity and, depending on the configuration, also a contact and an account. If multiple opportunities are enabled, you can create more than one from the same lead—useful when a single inquiry covers two different needs that will each follow their own process.
Agree on the criterion within the sales team and document it. Without a shared definition, you will not be measuring the same thing across salespeople, making the conversion rate a meaningless number.
Still et spørsmål eller del hva som hjalp deg.
Del et spørsmål eller en refleksjon.
Bli den første som bidrar.