Configure lead conversion rules

Overview

Before you begin

[!IMPORTANT] - Role permission: CRM administrator. - Prerequisite configuration: The Account, Contact, and Opportunity objects have basic fields and Duplicate Rules configured. - Business dependency: Decide whether sales users may associate an existing Account during conversion.

Configure base conversion rules

1. In CRM Management > Business Rule Management > Lead and Lead Pool Management > Lead Conversion Settings, open Lead conversion settings.
2. Set Allow Lead Conversion to Existing Accounts.
3. In When converting a Sales Lead, must convert to, confirm that Account is required.
4. If the business requires Contact or Opportunity conversion, select Convert to New or Convert to Existing in the role-permission settings of the Contact and Opportunity objects.
5. Save the configuration.

Configure Contact and Opportunity conversion conditions

1. In the Conversion Conditions area, set the allowed conditions for Contact conversion.
2. Set the required conditions for Contact conversion.
3. Configure the allowed and required conditions for Opportunity or Opportunity 2.0 the same way.
4. Save the configuration.

Configure data carryover and stage changes

1. In Sales Records and Related Team Carryover, choose system default, required carryover, or no carryover.
2. Set whether sales records and related teams carry over to the target object.
3. In Lead Stage Change Settings After Lead Conversion, configure the target stage after conversion to Account or Opportunity.
4. Click Save.

Conversion rule reference

• Conversion to Account is required.
• The Lead’s Company Name becomes the Account name.
• If Account duplicate detection is enabled, the system matches existing Accounts by name.
• Conversion to Contact is optional, but you can make it required by configuration.
• The Lead’s Name becomes the Contact name.
• If Contact duplicate detection is enabled, conversion fails when a duplicate Contact is found.
• Conversion to Opportunity is optional, but you can make it required by configuration.
• If duplicate Opportunity name checks are enabled for the same Account, conversion fails when a duplicate Opportunity is found.
• After Lead conversion, the system creates a Lead Conversion Record under the Lead Conversion Record object.

Validation

1. Open a Sales Lead whose status is neither Unassigned nor Converted.
2. Convert the Lead.
3. If conversion to an existing Account is disabled, confirm that the system allows only new Account creation.
4. If conversion to an existing Account is enabled, confirm that you can associate a duplicate Account or create a new one.
5. Check whether the Account name comes from the Lead company name.
6. If sales record carryover is configured, check the sales records in the Account details.
7. Check whether the Lead stage changes according to the configuration.

Notes

[!NOTE] Whether Lead conversion succeeds depends on Account, Contact, and Opportunity New Duplicate rules. Complete Duplicate Rules configuration before you validate conversion rules.

Related topics

• Configure lead assignment rules
• Configure lead reclaim rules
• Configure lead duplicate detection rules