The Lead Master (SU13) maintains the information for Leads gathered at Trade Shows, through marketing Campaigns and any other source used by your business. The Lead Master is available only when the CRM module is activated in your PointForce iTopia package. If CRM is not active, this view is unavailable.

• The Lead Master is based on the Customer Master (SU13) view, but the Lead information is stored separately from the Customer information without a Customer Code.

• When a Lead is promoted to a Prospect, all of the information from the Lead Master is moved to the Customer Master with an assigned Customer Code.

• The only mandatory field in the Lead Master is the Lead Name.
  • The Commission Rate, Bank and Master Price List fields are populated with default information.

  • Every other field is optional.

Note: Sales Reps/CRM Teams should be restricted to only Leads assigned to them. For more information about Restrictions click here.

You can edit the Lead Master information on both the Search Criteria/Grid page, in the grid section, and on the Details page. Simply double click on the field in the grid, or edit directly in the field on the Details page.

• You can also maintain fields from the 'Update Field' and 'Edit with Excel' options found under the 'Use Record as Criteria Action' or 'Use Selected Records as Criteria for Action' icons.

You can access information for an existing Lead or you can create a new Lead. The following fields are available on the Lead Master-Complete Entry and are based on the order in which they appear in the grid on the search page:

• Company - every record in the PointForce iTopia SQL database includes the Company Number. When reviewing the results from your search, the Company Number will display for all Lead records. Note: You cannot modify the Company Number field in the grid.

• Lead Key - the Lead Key is automatically assigned to the Lead once a Lead Name is entered and the record is saved using either the Save or Submit button. You cannot edit this field.

• Lead Status - this field represents the status associated with the Lead. Enter or select from the lookup a Lead Status. Valid options include:
  • A - Current and Active

  • I - Inactive

  • D - Ready to Delete - flags the Lead for deletion. Leads can be manually flagged for deletion by selecting the 'D' status. Leads can be automatically set for deletion by converting the Lead to a Prospect.

    Any record in the Lead Master table can be deleted (flagged for deletion or not) but we recommend setting the record to Delete or Inactive status if you plan on executing bulk deletions. Bulk deletes can be processed both in the Complete and Quick Entry views. The Status and Convert fields display in both the Search Criteria and Search Results sections of your view. You have two options for a bulk delete:

    • You can set the Lead Status to 'Delete' and/or 'Inactive' to remove all records flagged for deletion on inactivity.

    • You can set the Convert flag to 'Yes' to remove all records that have been converted to a Prospect.

    Note: You can also delete a single record by selecting the Delete option from the 'Use Record as Criteria for Action' icon or you can delete multiple records by selecting some or all of the records retrieved from the Search and then selecting the Delete option from the 'Use Selected Records as Criteria for Action' icon.

    Note: If you attempt to delete a Lead that has NOT been Converted and is related to an Activity record(s), the following error displays below the offending record: "The information is used in table: Lead Activity". You cannot remove the record until the Activity(s) have been deleted. All other information in any of the other related tables remains intact as well.

    • Once the all of the related Activities are deleted, the Lead can be deleted. This simultaneously deletes any related records in the Lead Notes, Lead Area of Interest, Lead Campaign and Lead Trade Show.

• Convert - this field indicates whether or not the Lead has been Converted to a Prospect.

  Special Conversion Note: Once you convert a Lead to a Prospect, you cannot update ANY of the fields for the 'Lead' in the Lead Master. If you make changes to a Lead that has been converted to a Prospect, the following message displays: "This Lead has been converted to a Prospect. Cannot update." The record is not updated.

• Lead Name - the Lead Name can be a maximum of 30 alpha numeric characters in length.

• Account Manager - enter or select from the lookup an Account Manager. The Account Manager information is maintained in the CRM Account Manager table, in the CRM module.

• CRM Teams - enter or select from the lookup a CRM Team for the current Lead. CRM Teams can be based on regional divisions or territories as an example. The CRM Teams information is maintained in the CRM Teams table, in the CRM module.

• Date/Time Created - the system tracks the date and time the Lead Master record was created. This field is for information purposes only and cannot be modified.

• Last Change - the system tracks the date and time the Lead Master record was last updated. This field is for information purposes only and cannot be modified.

• Potential Sales $ - enter the potential dollar value associated with the Lead. You can enter a maximum of 999,999,999.00.

  Note: The Potential Sales $ along with the 'Projected Close Date' and 'Probability %-Account' fields are used to produce Lead Pipeline statistics views that can be found under the Customer Relationship Management/CRM Report Views/Account Pipeline folder.

• Projected Close Date - enter or select from the calendar the date on which the Lead is anticipated to close.

• NAICS Code - enter or select from the lookup an appropriate NAICS code for this Lead. NAICS is the North American Industry Classification System.
  • NAICS is used by businesses and governments to classify and measure economic activity in Canada, Mexico and the United States.

  • The NAICS numbering system is a 6-digit code that is maintained in the CRM NAICS Code table, in the CRM module.

• SICS - enter or select from the lookup an appropraite SIC code for the Lead. SIC is the Standard Industrial Classification code or system which is used by the US government for classifying industries with a 4-digit code.
  • SIC was replaced by the NAICS system in 1997, but some US government agencies still use SIC codes.

  • The SIC codes are maintained in the CRM SIC Code table, in the CRM module.

• Initial Campaign - enter or select from the lookup the initial campaign that brought the Lead to your company. The Campaign codes are maintained in the CRM Campaign table, in the CRM module.

• Initial Trade Show - enter or select from the lookup the initial trade show that brought the Lead to your company. The Trade Show codes are maintained in the CRM Trade Show table, in the CRM module.

• Address 1, City, Province/State, Postal/Zip Code, Country, Phone Number, Web Address and Department Code - are all fields that are used to update the coinciding fields in Outlook (Export to Outlook Contacts).

For information on the functionality of each button on the Lead Master - Complete Entry Search Criteria Results/Grid page, click here.