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Customize the lead qualification experience

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As an admin, you can customize the lead qualification experience to help sellers qualify leads more effectively.

License and role requirements

Requirement type You must have
License Dynamics 365 Sales Premium, Dynamics 365 Sales Enterprise, or Dynamics 365 Sales Professional
More information: Dynamics 365 Sales pricing
Security roles System Administrator
More information: Predefined security roles for Sales

Difference between new lead qualification experience and legacy experience

Important

The new lead qualification experience is an early access feature. You can opt in to use it for testing and adoption in your environments.

The new lead qualification experience lets you customize the following aspects:

  • Select who creates opportunities when leads are qualified—seller or automatically by the system.
  • Allow sellers to create multiple opportunities when a lead is qualified.
  • Modify the opportunity form that opens when a lead is qualified.
  • Choose to let Copilot summarize the lead after a lead is qualified.

The legacy experience only lets you choose whether to automatically create account, contact, and opportunity records when a lead is qualified.

How to customize the lead qualification experience

  1. In the Sales Hub app, select the Change area icon at the bottom of the site map, and then select App Settings.

  2. Under General Settings, select Lead + Opportunity management > Lead Qualification.

    You'll see following options:

    If you turn off both settings, sellers are prompted to choose the records they want to create for the lead.

    For information about the fields that are mapped from the lead to other entities when records are created automatically, see Field mappings to other entities.

Define the record creation experience for each record type

When you turn on the new Lead qualification experience, you can define who creates the record—seller or automatic—when a lead is qualified.

  • Select Seller if you want sellers to decide whether to create a record, use an existing record, or not create a record at all.

  • Select Automatic if you want the system to create the record automatically. Sellers can review the records that will be created automatically.

In either case, if there's a matching record in the system, the duplicate detection rules are applied to prevent the creation of duplicate records. Sellers can choose to use the existing record or create a new one. For more information about rules used to identify duplicates, see Manage duplicate leads.

Customize opportunity creation experience for qualified leads

The following options are available only when you select Seller for Opportunity creation in the new Lead qualification experience:

  • Under Modify opportunity form, select Add or remove fields to customize the opportunity form that opens when a lead is qualified. The Quick create form opens in Power Apps for editing. You can add or remove fields, change the order of fields, or change the properties of fields. For more information, see Add, move, configure, or delete columns on a form.

  • Select Let seller create up to 5 opportunities from a newly qualified lead to allow sellers to create multiple opportunities when a lead is qualified. This option is useful when a lead is associated with multiple deals. Sellers can create up to five opportunities from a lead.

    Note

    If your sellers are using a custom app, add the Opportunity qualify lead Form component to the app. Otherwise, sellers can neither edit the default opportunity nor create new opportunities in the Qualify lead side pane.

Summarize the lead after it's qualified

When you turn on the new Lead qualification experience, you can choose to let Copilot summarize the lead after it's qualified. Select the checkbox under the Lead qualification details section.

Note

Copilot must be enabled for your organization to use this feature.

When this option is selected, Copilot summarizes the lead by extracting key information from the lead and creating a summary card. The summary card includes key information such as the lead's name, company name, email, phone number, and address, along with links to the account, contact, and opportunity records that were created.

Define the experience using legacy web client

If you aren't using the Sales Hub app, you can define the lead qualification experience by using the legacy web client. However, you can only configure the legacy experience using the web client. The new lead qualification experience is available only in the Sales Hub app.

  1. In your app, select the Settings icon, and then select Advanced Settings.

    Screenshot of Advanced Settings option on the Settings menu

    The Business Management page opens.

  2. Select Settings > Administration > System Settings.

  3. Select the Sales tab.

  4. Under Qualify lead experience, set Create Account, Contact, and Opportunity records by default upon qualifying a lead to Yes to automatically create account, contact, and opportunity records when a lead is qualified. Set it to No to allow salespeople to choose which records to create when a lead is qualified.

Field mappings to other entities

When a lead is qualified, values of some fields from leads are automatically mapped to the corresponding fields in accounts, contacts, and opportunities. To know why you can't delete out-of-the-box field mappings and apply custom field mappings for lead qualification, see this FAQ.

Fields mapped to opportunity

Field name in lead Logical name in lead Field name in opportunity Logical name in opportunity
Topic subject Topic name
Contact parentcontactid Contact parentcontactid
Account parentaccountid Account parentaccountid

Fields mapped to account

Field name in lead Logical name in lead Field name in account Logical name in account
Company companyname Account name name
Website websiteurl Website websiteurl
Business Phone telephone1 Business Phone address1_telephone1
Street 1 address1_line1 Address 1: Street 1 address1_line1
Street 2 address1_line2 Address 1: Street 2 address1_line2
Street 3 address1_line3 Address 1: Street 3 address1_line3
City address1_city Address 1: City address1_city
State/Province address1_stateorprovince Address 1: State/Province address1_stateorprovince
Zip/Postal Code address1_postalcode Address 1: ZIP/Postal Code address1_postalcode
Country/Region address1_country Address 1: Country/Region address1_country

Fields mapped to contact

Field name in lead Logical name in lead Field name in contact Logical name in contact
First name firstname First name firstname
Last name lastname Last name lastname
Job title jobtitle Job title jobtitle
Business Phone telephone1 Phone managerphone
Mobile phone mobilephone Mobile phone mobilephone
Email emailaddress1 Email emailaddress1
Street 1 address1_line1 Address 1: Street 1 address1_line1
Street 2 address1_line2 Address 1: Street 2 address1_line2
Street 3 address1_line3 Address 1: Street 3 address1_line3
City address1_city Address 1: City address1_city
State/Province address1_stateorprovince Address 1: State/Province address1_stateorprovince
ZIP/Postal Code address1_postalcode Address 1: ZIP/Postal Code address1_postalcode
Country/Region address1_country Address 1: Country/Region address1_country

Can't find the options in your app?

There are three possibilities:

  • You don't have the necessary license or role. Check the License and role requirements section at the top of this page.
  • Your administrator hasn't turned on the feature.
  • Your organization is using a custom app. Check with your administrator for exact steps. The steps described in this article are specific to the out-of-the-box Sales Hub and Sales Professional apps.

Qualify or convert leads
Create or edit leads
FAQ about lead qualification experience
Troubleshoot issues with lead qualification