Leads Overview

The Leads module is the starting point of your sales pipeline. Leads represent potential business opportunities that have not yet been fully qualified. The goal is to move leads through your pipeline stages, qualify them, and convert the best ones into contacts, accounts, and opportunities.

What are Leads?

A lead is a prospective customer or deal that enters your system through any channel — a web form submission, a phone call, a referral, an event, or manual entry. Leads live in a pipeline with configurable stages, and your team works to advance them toward qualification and conversion.

Lead Lifecycle

The typical lead lifecycle follows this path:

1. New — lead enters the system
2. Contacted — initial outreach made
3. Qualified — lead meets your qualification criteria
4. Converted — lead becomes a Contact + Account + Opportunity
5. Disqualified — lead does not meet criteria (with documented reason)

info

Your organization may have different stage names and more or fewer stages. Pipeline stages are fully customizable by your administrator under Admin > Lead Settings.

Lead Fields

Standard lead fields include:

Field	Description
Lead Name / Title	A descriptive name for the lead
First Name / Last Name	The prospect's name
Email	Contact email address
Phone	Contact phone number
Company	Organization name
Job Title	Prospect's role
Source	How the lead was acquired
Value	Estimated monetary value
Priority	Urgency level (Urgent, High, Medium, Low, None)
Stage	Current pipeline stage
Pipeline	Which pipeline the lead belongs to
Owner	Assigned CRM user
Description	Notes about the lead
Expected Close Date	When you anticipate conversion

Your administrator can add custom fields to capture additional data specific to your sales process.

Lead Ownership and Record Teams

Every lead has a primary owner — the user responsible for working the lead. Beyond ownership, leads support record teams — multiple users who collaborate on the same lead.

Record team members can:

• View and update the lead (based on their permissions)
• Receive notifications about lead activity
• Appear in the lead's team panel

tip

Use record teams for complex leads that require collaboration between sales reps, technical pre-sales, and managers. This ensures everyone has visibility without needing admin-level access.

Lead Sources

Lead sources track where your leads originate. Common sources include:

• Web Form
• Phone Inquiry
• Email Campaign
• Referral
• Partner
• Trade Show / Event
• Social Media
• Cold Call
• Advertisement
• Other

Source data powers your reports and dashboards, helping you understand which channels generate the most and best leads. See Reports Overview and the Lead Sources dashboard widget in Dashboard Widgets.

For list and Kanban views, see Leads List & Kanban. For the detail page, see Lead Detail Page.