Qualify and convert leads to opportunity

After you've identified the time frame, budget, and purchase process for a lead, qualify the lead to create the corresponding account, contact, and opportunity.


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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 Any primary sales role, such as salesperson or sales manager
More information: Primary sales roles

Qualify a lead

  1. In the Sales Hub site map Site Map icon., select Leads.

  2. In the list of leads, open the lead you want to qualify.

  3. In the Qualify section of the process bar, specify the following information:

    • If the lead is from an existing account or contact, select them in the Existing Contact and Existing Account fields.
    • Specify the other details such as purchase timeframe and estimated budget.


    To qualify multiple leads, go back to the leads list page and select the leads that you want to qualify.

  4. On the command bar, select Qualify. Depending on the lead qualification experience chosen by your administrator, you'll either see a prompt for creating the contact, lead, and opportunity records or you'll see a Processing message and the records will be automatically created. Select which records to create in the Qualify lead dialog box.

    More information:

The lead moves to the next stage in the business process. The lead is also removed from the My Open Leads view and gets added to the Closed Leads view.


If an opportunity isn't created when qualifying a lead, the business process flow doesn't progress to the next stage, although the lead status becomes qualified.

Disqualify a lead

When you decide that a lead won't turn into an opportunity, you can disqualify it, and still have an audit trail for your sales process. You can reactivate the record, including any attachments and notes, without having to re-enter all the data if the lead contacts you in the future. Deleting the record also removes any attachments and notes.


You can disqualify a lead only if there's no opportunity associated with that lead.

To disqualify, select the lead, and on the command bar, select Disqualify.

Troubleshoot issues and frequently asked questions with lead qualification

  • For information on how to resolve the common errors that you may get while you qualify a lead, see the troubleshooting guide.
  • For frequently asked questions about lead qualification, see Lead management FAQs.

Typical next steps

Right arrow button Create or edit an opportunity

Home button Learn about the sales process, nurturing sales from lead to order

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 Sales Hub and Sales Professional apps.

See also

Define lead qualification experience
Print quote, invoice, or other records
Dynamics 365 Sales troubleshooting guide
Boost sales with Versium Predict
Get sales Insights, powered by InsideView
Troubleshoot issues with lead qualification issues