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Qualify and convert a lead to opportunity | Microsoft Learn
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“For example, if a prospect provides a budget and a clear decision timeline, you'd qualify them to generate an opportunity you can actively work toward closing.” Tip
“For leads that don't meet your criteria, you can disqualify them while maintaining an audit trail.” Tip
Disqualify a lead “If you know that a lead won't turn into an opportunity, you can disqualify it and still have an audit trail for your sales process.” Note
If your admin turned on automatic creation for some records and manual creation for others, the Qualify lead side pane is displayed. It shows records that the system creates automatically and records that you must create manually. For example, the account and contact records might be set for automatic creation, whereas the opportunity record is set for manual creation. The following screenshot shows an example of the side pane for this scenario: In this example, the account and contact records aren't editable. If you must change the account or contact details, close the side pane, edit the details in the Lead form, and then select Qualify. “If a similar account or contact already exists, the duplicate detection dialog appears.” Multiple opportunity creation
If your admin turned on the new experience and the automatic creation of account, contact, and opportunity records, the system automatically creates the records. While the system creates the records, it shows a "Processing" message. After the system creates the records, it opens the opportunity record. “For contact and account records, you can create a new record, use an existing record, or skip record creation.” If your admin turned on automatic creation for some records and manual creation for others, the Qualify lead side pane is displayed. It shows records that the system creates automatically and records that you must create manually. For example, the account and contact records might be set for automatic creation, whereas the opportunity record is set for manual creation. The following screenshot shows an example of the side pane for this scenario: In this example, the account and contact records aren't editable. If you must change the account or contact details, close the side pane, edit the details in the Lead form, and then select Qualify.
If your admin turned off automatic creation for all records, the Qualify lead side pane appears for creating contact, account, and opportunity records. For contact and account records, you can create a new record, use an existing record, or skip record creation. Note For the account record, the Create new option is available only when the Company name field is set in the lead record. “For example, the account and contact records might be set for automatic creation, whereas the opportunity record is set for manual creation.” Learn how the fields in the lead record are mapped to other records in Field mappings to other entities. If a similar account or contact already exists, the duplicate detection dialog appears. You can then either create a new record or use the existing record. Learn more in What happens when duplicates are found while qualifying leads?