Define the lead qualification experience

Give your salespeople the flexibility to choose which records to create—account, contact, or opportunity—when a lead is qualified.

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

Define the experience

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

    Advanced Settings option on the Settings menu.

    The Business Management page opens.

  2. Select Settings, then Administration, and then 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 No.

This prompts salespeople to select which record types to be created once a lead is qualified.

If you set Create Account, Contact, and Opportunity records by default upon qualifying a lead to Yes, Account, Contact, and Opportunity records are created by default.

This behavior is applicable on all the leads that are qualified after this setting is updated.

With the April 2020 release, this setting is also available in the App Settings area of the Sales Hub app itself.

To go to this setting:

  1. At the bottom of the site map, select Change area Icon to change the work area. and then select App Settings.

  2. In the site map, select Overview, and on the Overview page, select Manage for Auto-create records for newly qualified leads.

Can't find the options in your app?

There are three possibilities:

  • You don't have the necessary license or role.

  • 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 apps such as, the Sales Hub or Sales Professional app.

See also

Qualify or convert leads
Create or edit leads
Troubleshoot issues with lead qualification