Leads

A lead is a company or an individual potentially interested in your goods and services. A sales team launches a marketing campaign to process a lead. A campaign is a set of marketing activities needed to win a customer. A successful marketing campaign turns a lead into a customer.

1C:Drive helps you register and manage leads, and track their status. You can do this in the Leads catalog. To open the catalog, go to CRM > Leads.

In the Leads catalog, you can:

• View leads
  • View lead details
  • View lead history
• Create leads
• Edit leads
  • Change campaigns assigned to leads
  • Change activities assigned to leads
  • Change sales representatives assigned to leads
  • Schedule lead-related events (for example, phone calls and personal meetings)
• Manage lead workflow
  • Convert leads to customers
  • Reject leads
• Delete leads

As you find a potential customer or supplier, create a lead, assign a campaign and representative responsible for the campaign activities. Then you can view the lead in the Leads catalog, manage it as needed, and track its status. Note that the Leads catalog view might vary depending on the mode that you select (List or Kanban).

Viewing leads

You can view leads in the following modes:

• Kanban
• List

Kanban view

The Kanban view is a board divided into vertical lanes. Each lane represents an activity of a campaign.

To switch to the Kanban view:

• In the top right corner, click.

To view leads in Kanban view:

• In the Filter pane, select a campaign (see Leads filter).

So, you can quickly understand where you go with your leads and which activities need to be done. A lead card can show the prospect name and their contacts. The card color indicates the assigned activity.

To open a lead card and view the details:

• Double-click the lead card.

In the Kanban view, you can drag lead cards to manage them as follows:

• To change activity, drag a lead card from one lane to another. The lead card color changes accordingly.
• To reject a lead, drag the lead to the Reject.
• To convert a lead to a customer, drag the lead to the Convert into customer.
• To delete a lead, drag the lead to the Delete.

List view

To switch to the List view:

• In the top right corner, click .

The List view shows the leads info as a table. A set of columns depends on the list configuration. By default, you can view the following columns:

• Description. A lead name or short description
• Campaign. The campaign assigned to the lead
• Activity. The activity assigned to the lead
• Sales rep. The name of the sales representative responsible for the lead processing
• Closure result. The result of lead processing
• Counterparty. The counterparty name.
• Rejection reason. The lead rejection reason.

If configured, the lead line color indicates the assigned activity.

To open a lead card and view the details:

• Double-click the lead line.

To quickly spot certain leads:

• Sort the list by any column by clicking a column header. To change the sorting order, click the header again.
• Filter the leads. See Leads filter.

Leads filter

The List view and Kanban view include the Filter pane. You can use it to narrow down the pool of the displayed leads.

To filter out certain leads:

• In the Filter pane, specify their parameters.

Notes:

• The Campaign parameter is required in the Kanban view.
• You can select an activity only after selecting a campaign.

Also, the Filter pane allows you to set a period to view only the leads created within the period. To do this, click the period link and set the period dates.

Creating leads

To register a prospect, create a lead.

To create a lead:

1. Click CRM > CRM > Leads.
2. In the Leads catalog, click Create.
3. Specify the lead details.

Changing campaigns

Each campaign is associated with a certain set of activities. It might happen that the campaign activities are no longer appropriate for a lead. Then you can change the campaign assigned to the lead.

You cannot change a campaign if:

• The lead is converted to a customer.
• The lead is rejected
• The campaign period is expired

To change a campaign:

1. Click CRM > CRM > Leads.
2. In the Leads catalog, select a lead.
   To select multiple leads, click them while holding down Ctrl or Shift.
3. Do one of the following:
   • Click Change and select Change campaign.
   • Right-click the selected leads and select Change campaign.
4. In the Campaigns list, select a campaign. If you need a new campaign, click Create and add one. See Campaigns.
5. Click Select.

When you change a campaign, the activity assigned to the lead changes to the first activity of the selected campaign. You can change the activity.

Note. If activity colors are configured, the background color of the lead is changed accordingly.

Changing campaign activities

As you run a campaign for a lead, you might perform different activities over the campaign period. When you switch from one activity to another, change the activity in the Leads catalog accordingly. This will help you always know where you go with your leads.

You cannot change an activity for a lead campaign if:

• The lead is converted to a customer.
• The lead is rejected.
• The campaign period is expired.

There are several options for changing activities. They depend on the Leads catalog view that you select:

• List
• Kanban

To change an activity in the List view:

1. Click CRM > CRM > Leads.
2. In the Leads catalog, select a lead. To select multiple leads, click the leads of the same campaign while holding down Ctrl or Shift.
3. Do one of the following:
   • Click Change and select Change activity.
   • Right-click the selected leads and select Change activity.
4. In the Select new activity list, select an activity.
   If you do not find the appropriate one, you might need to change the campaign first.
5. Click OK.

To change an activity in the Kanban view, do one of the following:

• Drag a lead to the target activity lane.
• Perform steps 2-5 described for the List view.

Note. If activity colors are configured, the background color of the lead is changed accordingly.

Changing sales representatives

As a campaign goes for a lead, the responsible sales representative might change for a number of reasons (for example, a sick leave or employment termination). If so happens, change the sales representative in the Leads catalog accordingly to ensure the right person is addressed when it comes to the lead processing.

You cannot change a sales representative for a lead if:

• The lead is converted to a customer.
• The lead is rejected.
• The campaign period is expired.

To change a sales representative:

1. Click CRM > CRM > Leads.
2. In the Leads catalog, select a lead. To select multiple leads, click them while holding down Ctrl or Shift.
3. Do one of the following:
   • Click Change and select Change sales rep.
   • Right-click and select Change sales rep.
4. In the Employees list, select an employee and click Select.
   To quickly spot an employee, type their name in the Search field. The list is updated as you type. If you need to add a new employee, click Create and add one.

Scheduling events

During a campaign for a lead, you might need to plan certain events to address the lead contact. The events can be phone calls, emails, text messages, or personal meetings. 1C:Drive allows you to schedule and track the listed events.

To schedule an event for a lead:

1. Click CRM > CRM > Leads.
2. In the Leads catalog, select a lead.
3. Click Events and select an event.
4. Schedule the event.

Converting leads to customers

If a campaign for a lead is completed successfully, the lead becomes a customer. When so happens, in the Leads catalog, convert the lead to a customer.

There are several options for converting leads to customers. They depend on the Leads catalog view that you select:

• List
• Kanban

To convert leads to customers in the List view:

1. Click CRM > CRM > Leads.
2. In the Leads catalog, select a lead. To select multiple leads, click them while holding down Ctrl or Shift.
3. In the Leads list, do one of the following:
   • Double-click a lead and select Convert into customer.
   • Right-click a lead and select Convert into customer.
4. Confirm your action.

To convert leads to customers in the Kanban view:

• Drag a lead to the Convert into customer section.
• Perform steps 2-4 described for the List view.

The lead is finalized. The Kanban view does not show the lead. You can view it in the List view.

Rejecting leads

If a campaign for a lead is failed or canceled for some reason, reject the lead.

There are several options for rejecting leads. They depend on the Leads catalog view that you select:

• List
• Kanban

To reject leads in the List view:

1. Click CRM > CRM > Leads.
2. In the Leads catalog, right-click a lead and select Reject.
3. In the Finalized (Rejected lead) window, select the rejection reason.
4. In the Closure note field, enter any details on the lead rejection.
5. Click OK.

To reject leads in the Kanban view:

• Drag a lead to the Reject section and specify the rejection details in the same way as in the List view.
• Perform steps 2-5 described for the List view.

Deleting leads

If you are not planning to process a lead, remove the lead from the Leads catalog.

There are several options for deleting leads. They depend on the Leads catalog view that you select:

• List
• Kanban

To delete leads in the List view:

1. Click CRM > CRM > Leads.
2. In the Leads catalog, right-click a lead and select Mark for deletion/Unmark for deletion.

To delete leads in the Kanban view, drag the lead to the Delete section.

Viewing lead history

1C:Drive stores history of leads processing. The history records help you track changes in a lead lifecycle. You can view the activities performed on a lead within a certain period. For example, you can check who was previously responsible for the lead processing or which activities have been done lately.

To view a lead history:

1. Click CRM > CRM > Leads.
2. In the Leads catalog, double-click a lead.
3. At the top of the lead card, click History. The Lead activities table is displayed.

For history details, see Lead activities.