It has been observed that when an Account already exists in Salesforce, and a new Web-to-Lead form is submitted with matching Account details, a new Lead record is created but is not automatically converted into an Opportunity.
Existing Account record is identified as duplicate on the lead, even though the Account Name/Zip code values are not matching.
Is this expected Salesforce behavior?
Yes, this is expected behavior. Salesforce Web-to-Lead creates a Lead record but doesn’t automatically convert it into an Opportunity just because a matching Account exists. You’d need a separate Flow or Apex automation to handle that process.
For the matching issue, check your active duplicate and matching rules first. Use a tool or software that uses Fuzzy matching logic to help you find out duplicates and accurate lead to account matching.
Tools like LeadAngel can also help match incoming leads to existing Salesforce Accounts, even when company names have minor variations, so you can handle lead-to-account matching more accurately before deciding how to route or process the lead.
