Lead Stages
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This document provides technical details on how to set up lead lifecycle automation in Salesforce using custom fields and automation flows. This automation ensures that data is accurate, reportable, and that systems function smoothly and efficiently.
Before proceeding with the automation setup, ensure that you have the following in place:
A Salesforce organization with the necessary user permissions and licenses.
A clear understanding of your lead lifecycle stages and scoring criteria.
A marketing automation tool (e.g., HubSpot) integrated with Salesforce.
The following custom fields are recommended for effective lead lifecycle automation:
Lead Lifecycle Stage: A picklist field to track the current stage of the lead in the lifecycle (e.g., ML, ME, MQL, S, SQL).
Primary Contact: A lookup field to identify the primary contact associated with the lead. This field is optional but highly recommended for ease of reference and reporting.
This flow is triggered whenever a lead record is created, updated, or converted. It updates the lead lifecycle stage and timestamps based on the following conditions:
ML: If the status is changed to "Meeting Scheduled" or the HubSpot score is 20 or above, the "ML Date/Time" field is updated with the current timestamp.
ME: If the HubSpot score is between 20 and 50, or if the lead record is new or converted, the "ME Date/Time" field is updated with the current timestamp.
MQL: If the HubSpot score is above 50, a meeting is scheduled, or the lead is converted, the "MQL Date/Time" field is updated with the current timestamp.
S: If the status is changed to "Meeting Scheduled" or the lead is converted, the "S Date/Time" field is updated with the current timestamp.
SQL: If the lead record is converted and the "SQL Date/Time" field is empty, it is updated with the current timestamp.
This flow is triggered when a lead is converted into an opportunity. It populates the opportunity with the following information from the converted lead record:
ML Date/Time
ME Date/Time
MQL Date/Time
S Date/Time
Primary Contact (if not already set in the opportunity)
A marketing executive dashboard can be created in Salesforce to provide insights into conversion rates, SQLs, S's, MQLs, and other relevant metrics. This dashboard helps marketing, sales, and other teams stay informed about the performance of lead generation and conversion efforts.
By implementing these custom fields and automation flows, you can ensure that your Salesforce system provides accurate and reportable data, enabling optimized decision-making and improved sales performance.