New accounts can be created in CRM (with appropriate permissions enabled) to capture leads and their related records. This allows those accounts to be tracked in a CRM Process for increased visibility and improved team work as those leads are progressed through a sales pipeline. It also allows the lead accounts to be accessed in CRM Mobile to better support the sales team and the potential customers with readily available information.
Creating Lead Accounts and Related Records
1. Use the Create Account option in the Accounts module to create a new bill to account record. (If your reps work at Ship To level, use the Ship To Leads process here.)
2. To identify this as a lead account, set the type as a lead account (or prospect account, according to your business practices). Notice the ERP ID is blank; that means this account is not synced to your ERP (yet).
Note: If these accounts need to be filtered in the CRM Mobile App, the system field and dropdown list must be used. Details available on Near Me Mapping article.
3. Once the account is created and saved, create a new related Contact using the Relationships or Related Contacts widget (shown below) or the Contacts module.
Follow your usual steps to input all of the required fields, and any needed details, in the Contact form then save the new contact. Then click on the link to open the contact record.
4. From the new contact record, create a new Opportunity using the Relationships widget (as shown below) or the Opportunities module.
Follow your usual steps to input all of the required fields, and any needed details, in the Opportunity form then save the new Opportunity.
All of the related records are now available to use as needed, including within a Quote, Process or Workflow.
Updating Lead Account to Customer Account
When the lead account is turned into a customer account and setup in your ERP, you have two options to manage this in CRM.
Option 1: On the same day as creating the account in your ERP (before the nightly sync), edit the Account in CRM to add the ERP ID (so that the nightly sync will now sync the new incoming ERP account data to this CRM record). Also update the Customer Type. After the nightly sync, ensure the Relationships widget is properly updated on both records.
Option 2: Wait for the nightly sync to bring over the new record, then find and select the two accounts to merge the records from the Actions list. Be sure to also update the Customer Type. Ensure the Relationships widget is properly updated on both records.
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