A GUIDE TO LEADS IN SALESFORCE

for Sales Team

USER
REFERENCE
GUIDE
OVERVIEW PAGE 2

1 OVERVIEW……………………………….…………………………………………… 2

2 KEY TERMINOLOGY………………..…..………………………………..……….… 3
3 CREATE A LEAD……………………..………………………………..…………...... 4
4 ADD A SITE LOCATION..................................................................................... 5
5 CONVERT A LEAD…………………………………………………………………… 6-7
6 TRANSFER A LEAD…………………………………………………………............ 8
KEY TERMINOLOGY PAGE 3

Summary

Term What is it?

An unqualified customer (prospect) who we are targeting for our

services.
Lead
When a Lead is entered into the system, it will be qualified and then
converted to an Opportunity, or closed out as a No-Go.

Represents the parent company where a Master Contract is linked.

Account An Account holds the agreement between REMONDIS and the

customer and includes all the physical site locations where our
services will be delivered.

The physical location (sites) that REMONDIS will service as part of

the Master Contract.
Site Information
Site information records can be created from an Account or Lead.

Individual records (name, phone number, email) linked to an

Contact Account. The person responsible for the Service Agreement on the
customer side.

An Opportunity is created when a Lead is qualified and converted.

An Opportunity must be created in order to create, quotes, contracts
and service agreements.

Opportunities are system and user generated and must be Closed

Opportunity Won or Closed Lost with competitive information included. It is
critical that the Opportunity value and Close date is accurate and
updated as the deal progresses to Closed Won or Lost. A value will
also be assigned to your level of confidence in winning the deal,
expressed as a percentage.

Site A record of potential risks at the physical site locations identified by

Risk the salesperson. The SRA will be uploaded along with images with
Assessment the Service Agreement for customer sign off.
MANAGING LEADS PAGE 4

Create a Lead

CREATE A LEAD
1. Do a Global Search for the contact you are
speaking to, if they are not found you can
create a Lead.
2. Click the Leads tab

3. Click New

4. Complete the following Fields if the Lead is

unqualified:
• First name
• Last Name
• Company
• Email
• Mobile
• Customer Classification
• Waste Type
• Incumbent Contract End date
• Address
Click Save

Qualifying a 5. Open the Lead and complete the remaining

Lead information fields.

You will need to look up the company’s ABN in

a separate browser to complete the ABN field.
https://abn.business.gov.au/

6. Click Save
MANAGING LEADS PAGE 5

Add a Site Location

ADD A SITE
LOCATION 1. Locate the Site Information Picker in the
Lead record

2. Enter the address of your site

3. Click Next

4. Enter a Site Location Name

5. Select a Branch (Some Branches have

pricing Zones, if a Zone field presents select
the relevant Zone)

6. Click Next

7. Enter the contact’s details

8. Click Next

9. Review your Site Information Record.

If you have more than one site, go back to
the Lead and repeat the process
MANAGING LEADS PAGE 6

Convert a Lead

CONVERT A LEAD 1. Locate your Lead record

2. Click Convert

3. Review any duplicate records the system

may have found

4. Change the Opportunity name to be the site

name and waste types
5. Click Convert
6. Click and review your Opportunity Record

When you convert a referral, Salesforce

automatically creates an Opportunity, Contact
and Account.
MANAGING LEADS PAGE 7

Transfer a Lead

TRANSFER A 1. Locate your Lead record

LEAD

2. Locate the Lead Owner field

3. Click on the icon in the field

4. Search for the user you’d like to transfer the

lead to
5. Tick the Send Notification Email checkbox
6. Click and review your Opportunity Record

7. Click Change Owner