Businesses everywhere depend heavily on leads to grow their ventures and generate great revenue. For this reason, managing leads has become a crucial part. While Lead Management in Salesforce does help users to manage leads in a systematic and structured method, there are certain restrictions that come with the out-of-the-box offered functionality. The lead conversion is usually done one at a time in a conventional method. 

This is where Multiple Lead Converter, ABSYZ’s native app comes to the rescue. Multiple Lead Converter(MLC) converts multiple leads in one go in a simple and effective way. This is a great asset to Salesforce users, who already have the skill to qualify the leads, and know when to convert the lead.

Built specifically for Lightning Experience users, this application also provides the users with additional features such as checking for existing contacts and accounts before conversion (hence avoiding duplication). Users also have the option to move related custom objects from under Lead to Accounts, Contacts, and Opportunities if required. The user can filter the leads to be converted using various filtering options provided on the Leads view page. Further, the app has a built-in feature that allows the user to track and maintain error records in case any arise during the lead conversion process. Steps on how to go about the lead conversion process with MLC can be found in the Admin guide and video. 

The importance of this application is magnified as converting leads before passing the details to sales delineates the roles hierarchy amongst various departments such as sales and operations teams.

Need of MLC

Lead Conversion requires a robust methodology and an explicit configuration in Salesforce to support the process. In Salesforce, leads can be converted one at a time. This makes mass lead conversion a cumbersome and time-consuming activity. In case, more than one lead has to be converted to the same account, contact, or opportunity, it leaves room for manual error by the user. Since converting one lead at a time can prove to be a repetitive activity, users spend a lot of time and effort in managing and tracking leads. This is where ABSYZ’s Multiple Lead Converter comes in handy. It makes lead management easy, quick, efficient, and accurate.

When To Convert A Lead?

It is a great business challenge to know the right time to convert a lead. The best advice is to convert the lead when the person is ready to proceed with the sales. The lead must be prepared to speak to a salesperson. Often the right time is when the person responsible for the lead fills in a web form and makes a request for a call. Here of particular interest is the inbound phone inquiry. We need to move in whenever there is the first sign of interest. Eventually, the Multiple Lead Converter application comes into the picture and helps Salesforce users convert multiple leads.

Lead Conversion in Salesforce 

Additionally, the sales must be well-equipped to deal with new leads. There are many lead conversion strategies where ABSYZ’s Multiple Lead Converter helps Salesforce users. Lead conversions happen quickly in companies that transform marketplaces and introduce new and innovative products unfamiliar to buyers. Conversely, if you operate in a mature market with many competitors, a longer time is consumed before leads are sales-ready. On converting a lead, we can create an account, contact, or opportunity based on the details provided by the lead.

Methodology

A salesforce dashboard chart and report compare sales revenue from converted leads with opportunities created directly on Accounts. On a broader level, it also puts the contribution of converted leads into perspective.

The steps involved are Sales Dashboard, Pipeline Visibility, Sales, Performance Metrics from Dashboard, and finally, Visiting the AppExchange. This creates a high impact and an actionable insight into the customer business.

Proper feedback would mean cooperation of sales and marketing on continuous improvement in lead qualification and nurturing.

There must be a process where sales managers and marketing teams review the feedback. 

Essential points

Some of the essential points to consider in lead generation are: 

• Converted leads become a read-only record. Thus, there can be no modification whatsoever to Converted leads. It cannot be reverted to the unconverted state.

• Creating an opportunity when we convert leads in Salesforce is not a mandatory step as it depends on the nature of the lead itself.

• There is an automatic selection of default record types for the user performing the lead conversion for records that are created in the conversion process. 

• Salesforce does not overwrite data concerning existing Account/Contact data when the lead conversion happens. 

• Lead conversion in Salesforce thus works in an organized and systematic way and, with the proper emphasis and insight, can be of substantial use.

• On conversion of a lead to a contact in Salesforce, the system takes you further by creating new accounts, contacts, and opportunities. There is a connection between that data with the information already in the system.

Integrity of data 

ABSYZ Multiple Lead Converter helps Salesforce users take up lead management and maintain the integrity of existing data while avoiding any overwriting of critical information. Lead management happens by customizing the default lead settings, setting up maintaining the data flow, and through information taken on forms on the website.

Additional facts

There is an email generated to the sales team asking them to contact the person associated with the lead directly. These actions figure in the record of ABSYZ MLC to help Salesforce users and are viewable through the building of reports.

Assigning Salesforce Leads 

So how are leads assigned in Salesforce? Here, let’s take a look at the following ways in which leads are assigned:

• The assignment of Salesforce leads happens through using an assignment rule that has its origin at the creation/ edition of the lead. 
• The second way is by importing leads from existing records or through manual entry.
• Finally, it happens with a change of lead ownership.

By considering all these points as the core of its strategy, ABSYZ multiple lead converter(MLC) helps Salesforce users to master the use of Salesforce for lead conversions at scale and arrive at optimized, efficient & impressive results.