Dunstowe Telematics Ltd
Qualify a lead and create an opportunity
Purpose
Dunstowe qualifies a lead before it reaches the pipeline so that a forecast means something. This instruction covers the checks a sales development representative makes on a lead in Morvatel CRM, the note that records them, the handover to the territory owner, and the conversion that opens the opportunity.
Prerequisites
- Morvatel CRM access with the Sales Development role. Qualification and conversion are not available to a read-only account.
- The discovery call has taken place and its notes are on the lead's Activity timeline.
- Vehicle count, product and budget holder confirmed with the customer. A lead is not qualified on interest alone.
- The territory owner for the account is known, so the lead can be handed over before it is converted.
Expected Outcome
The lead is Qualified against a dated note giving the vehicle count, the product, the budget holder and the proposal date. Ownership has moved to the territory owner, a contact exists on the company record, and an opportunity is open at Discovery with a deal value and an expected close date. The follow-up task sits with the new owner, not with you.
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Navigate to http://morvatel.example/
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Click "Leads"
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Click the "Search leads" field
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Type "Ashworth" in the "Search leads" field
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Click "Imogen Ashworth"
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Click "Activity"
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Select "Qualified"
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Click the "Qualification note" field
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Type "Qualified: 360 vehicles on Fleet Pro across Warrington, Daventry and Avonmouth. Year-one budget approved by Martin Kerrigan. Proposal due 25 September." in the "Qualification note" field
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Click "Add note"
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Click the "Sales owner" field
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Click "Anjali Raithatha"
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Click "Convert lead"
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Select "Create a new opportunity"
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Select "Discovery"
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Click the "Deal value" field
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Type "86400" in the "Deal value" field
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Click the "Expected close date" field
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Type "27/11/2026" in the "Expected close date" field
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Click "Save and convert"
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