How to Convert a Lead to an Account

Salesforce User Guide - Lead Conversion

Overview

This guide walks you through the steps required to convert an existing lead record into an account in Salesforce. Lead conversion is necessary when Salesforce blocks you from creating a new account because the email address is already in use. Emails are the unique identifier that prevent duplicate records, so if no account exists but Salesforce indicates the email is already in use, that email is likely tied to a lead record instead.

Who This Is For: All Salesforce users.

Before You Begin

Important: Before converting a lead, confirm that conversion is actually needed. Convert a lead only when:

• You try to create an account, but Salesforce shows the email is already in use.
• You search for an account with that email, but no account is available.

In these cases, check for an existing lead record with that email before proceeding.

Step-by-Step Instructions

Step 1: Search for the Lead Record

Use the client's email address to locate the existing lead record in Salesforce.

Step 2: Open the Lead

Pull up the lead record. In the top right-hand corner, under Quick Actions, find the "Convert" button

If you cannot find the button there, look in the buttons section under the lead instead.

Step 3: Click Convert

Click "Convert." A new window will pop up.

Note: If this was a web lead, you may instead see a simpler window asking you to choose the web action.

Click each drop-down and select the option that best fits your scenario:

• Lead Source
• Engagement Type

Step 4: Select the Engagement Type

Engagement types follow our naming convention: Your Department - Method by which the client was received.

Example: If you are in the FSR department, select FSR - [method]. Methods might include:

• FSR - Self-Generated Referral
• FSR - Post-Meeting Referral

Important: Be sure to select the correct engagement type so reporting remains accurate.

Step 5: Handle Opportunities

After you select an engagement type, Salesforce may automatically create an Opportunity. If the opportunity is not required for your transactional purposes, close the opportunity after conversion.

Step 6: Account Created

Once the lead is converted, it becomes an account record in Salesforce.

Best Practices

Follow these guidelines every time you convert a lead in Salesforce:

• Always check for an existing lead before creating a new account.
• Use the correct Engagement Type naming convention for consistency.
• Convert leads carefully to avoid duplicates and maintain clean data.
• Close any unnecessary opportunities after conversion to prevent clutter.

For questions or technical support, please submit a ticket through Zendesk and select Business Operations.