Leads

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A lead is a company or an individual potentially interested in your goods and services. A sales team runs a marketing campaign to process a lead and, potentially, convert them into a customer.

1C:Drive stores all leads in the Leads list. To open it:

1. Go to CRM.
2. Under CRM, click Leads.

In this list, you can:

• View leads
• View lead history
• Create leads
• Edit leads
• Change campaigns assigned to leads
• Change campaign activities
• Change sales representatives assigned to leads
• Convert leads to customers
• Reject leads

As you find a potential customer or supplier, create a lead, assign a campaign and representative responsible for the campaign activities. Then you can view the lead in the Leads catalog, manage it as needed, and track its status. Note that the Leads catalog view might vary depending on the mode that you select (List or Kanban).

Viewing leads

You can view leads in the following modes:

• Kanban
• List

Kanban view

The Kanban view is a board divided into vertical lanes. Each lane represents an activity of a campaign.

To switch to the Kanban view:

• In the top right corner, click .

To view leads in Kanban view:

• In the Filter pane, select a campaign (see Leads filter).

So, you can quickly understand where you go with your leads and which activities need to be done. A lead card can show the prospect name and their contacts. The card color indicates the assigned activity.

To open a lead card and view the details:

• Double-click the lead card.

In the Kanban view, you can manage leads as follows:

• To change activity, drag a lead card from one lane to another. The lead card color changes accordingly.
• To reject a lead, drag the lead to the Reject lane.
• To convert a lead to a customer, drag the lead to the Convert into customer lane.
• To delete a lead, drag the lead to the Delete lane.

List view

To switch to the List view:

• In the top right corner, click .

The List view shows the leads details as a table. The details can vary depending on the list settings. The following details can be available:

• Description. A lead name or short description.
• Campaign. The campaign assigned to the lead.
• Activity. The activity assigned to the lead.
• Sales rep. The name of the sales representative responsible for the lead processing.
• Closure result. The result of lead processing.
• Counterparty. The counterparty name.
• Rejection reason. The lead rejection reason.

If configured, the lead line color indicates the assigned activity.

To open a lead card and view the details:

• Double-click the lead line.

To quickly find certain leads:

• Sort the list by any column by clicking a column header. To change the sorting order, click the header again.
• Filter the leads. To learn more, see Leads filter.

Leads filter

The List view and Kanban view include the Filter pane. You can use it to narrow down the pool of the displayed leads.

To filter out certain leads:

• In the Filter pane, specify their parameters.

Also, the Filter pane allows you to set a period to view only the leads created within the period. To do this, click the period link and set the period dates.

Viewing lead history

1C:Drive stores history of leads processing. The history records help you track changes in a lead lifecycle. You can view the activities performed on a lead within a certain period. For example, you can check who was previously responsible for the lead processing or which activities have been performed recently.

To view a lead history:

1. Go to CRM.
2. Under CRM, click Leads.
3. In the Leads list, double-click a lead.
4. At the top of the lead card, click History.

A lead history record includes the following information:

• Period. An activity date.
• Lead. The lead name.
• Campaign. The campaign assigned to the lead within the period.
• Sales rep. The name of the sales representative assigned to the lead within the period.
• Activity. The activity performed on the lead within the period.

Creating leads

To create a lead:

1. Go to CRM.
2. Under CRM, click Leads.
3. Click Create.
4. Specify the lead details:

   Field	Description
   Description	The lead's name or short description.
   Campaign	The lead's campaign name.
   Activity	Campaign activity assigned to the lead.
   Note	Additional details related to the lead.
   Contacts	Contact person of the lead.
   Phone	Phone number of the contact person.
   Email	Email of the contact person.
   +contact	Click to add more contact persons.
   + phone, address	Click to add more contact details, such as Skype account.
   #tag	A descriptive property associated with the lead. For example, Located in New York. You can use the tag to quickly find the lead or a group of leads in the Leads catalog.
   Code	A lead ID.
   Acquisition channel	The customer acquisition channel to use for: Filtering the Leads catalog. Running Acquisition channels report to analyze customer acquisition channels.
   Sales rep	The name of the sales representative responsible for the lead's processing.
   Potential	An estimated profit of turning the lead into a customer. The profit is a numeric value not associated with any currency explicitly.

5. Click Save and close.

Editing leads

To edit a lead:

1. Go to CRM.
2. Under CRM, click Leads.
3. In the Leads list, double-click a lead.
4. Edit the lead details in the same way as when you create the lead. For details, see Creating leads.

Changing campaigns

Each campaign is associated with a certain set of activities. It might happen that the current campaign's activities are no longer appropriate for a lead. Then you can change the campaign assigned to the lead.

You cannot change a campaign if:

• The lead is converted to a customer.
• The lead is rejected.
• The campaign period has expired.

To change a campaign:

1. Go to CRM.
2. Under CRM, click Leads.
3. Select a lead.
   To select multiple leads, click them while holding down Ctrl or Shift.
4. Do one of the following:
   • Click Change and select Change campaign.
   • Right-click the selected leads and select Change campaign.
5. In the Campaigns list, select a campaign. If you need a new campaign, click Create and add one. To learn more, see Campaigns.
6. Click Select.

When you change a campaign, the activity assigned to the lead changes to the first activity of the selected campaign. You can change the activity.

Changing campaign activities

As you run a campaign for a lead, you might perform different activities over the campaign period. When you switch from one activity to another, change the activity in the Leads catalog accordingly. This will help you always know where you go with your leads.

You cannot change an activity for a lead campaign if:

• The lead is converted to a customer.
• The lead is rejected.
• The campaign period is expired.

There are several options for changing activities. They depend on the Leads catalog view that you select:

• List
• Kanban

To change an activity in the List view:

1. Go to CRM.
2. Under CRM, click Leads.
3. In the Leads list, select a lead. To select multiple leads, click the leads of the same campaign while holding down Ctrl or Shift.
4. Do one of the following:
   • Click Change and select Change activity.
   • Right-click the selected leads and select Change activity.
5. In the Select new activity list, select an activity.
   If you do not find the appropriate one, you might need to change the campaign first.
6. Click OK.

To change an activity in the Kanban view, do one of the following:

• Drag a lead to the target activity lane.
• Perform steps 2-5 described for the List view.

Note. If activity colors are configured, the background color of the lead is changed accordingly.

Changing sales representatives

As a campaign goes for a lead, the responsible sales representative might change for a number of reasons (for example, a sick leave or employment termination). If so happens, change the sales representative in the Leads catalog accordingly to ensure the right person is addressed when it comes to the lead processing.

You cannot change a sales representative for a lead if:

• The lead is converted to a customer.
• The lead is rejected.
• The campaign period is expired.

To change a sales representative:

1. Go to CRM.
2. Under CRM, click Leads.
3. In the Leads list, select a lead. To select multiple leads, click them while holding down Ctrl or Shift.
4. Do one of the following:
   • Click Change and select Change sales rep.
   • Right-click and select Change sales rep.
5. In the Employees list, select an employee and click Select.
   To quickly spot an employee, type their name in the Search field. The list is updated as you type. If you need to add a new employee, click Create and add one.

Converting leads to customers

If a campaign for a lead is completed successfully, the lead becomes a customer. When so happens, in the Leads catalog, convert the lead to a customer.

There are several options for converting leads to customers. They depend on the Leads catalog view that you select:

• List
• Kanban

To convert leads to customers in the List view:

1. Go to CRM.
2. Under CRM, click Leads.
3. In the Leads list, do one of the following:
   • Double-click a lead and select Convert into customer.
   • Right-click a lead and select Convert into customer.
4. Confirm your action.

To convert leads to customers in the Kanban view:

• Drag a lead to the Convert into customer section.
• Perform steps 2-4 described for the List view.

The lead is finalized. The Kanban view does not show the lead. You can view it in the List view.

Rejecting leads

If a campaign for a lead is failed or canceled for some reason, reject the lead.

There are several options for rejecting leads. They depend on the Leads catalog view that you select:

• List
• Kanban

To reject leads in the List view:

1. Go to CRM.
2. Under CRM, click Leads.
3. In the Leads list, right-click a lead and select Reject.
4. In the Finalized (Rejected lead) window, select the rejection reason.
5. In the Closure note field, enter any details on the lead rejection.
6. Click OK.

To reject leads in the Kanban view:

• Drag a lead to the Reject section and specify the rejection details in the same way as in the List view.
• Perform steps 2-5 described for the List view.

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