If the Opportunity ends up as Closed Won, great - that Account IS a customer. However, if the Opportunity ends up as Closed Lost, then the Account is not a customer, competitor or partner.
Am I missing something? I'm trying to train our sales team on when to enter something as a Lead versus a Contact/Account, and I'm having trouble creating clear definitions.
2 respostas
How I typically define the objects are:
Leads: These are your business card prospects. These are people who you've just met, and have not 'qualified'. You can convert into an account and contact after you know there is a possible sale.
Accounts: These are companies that you have done, are doing, or are about to do business with (but you have 'qualified'). Contacts are the people associated with these companies.
How I handle knowing what type of account it is is via the Type field (a picklist field). When a new account is created, it defaults to Prospect. If an opportunity is Closed - Won, this should change to Customer.
When companies convert, or enter new leads or contacts is specific to each business process for each company. However, a good starting mark for most of my clients is:
- If I have never talked to this company, it is a lead.
- If I know this company, and there's a possible sale, they go in as an Account (Prospect) and Contact.
- If the company is in the system, they go in as a contact.
Hope this helps.
