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In order to save and process the details of commercial activity with people or businesses that have authority, budget and interest to purchase goods and/or services from you, for whom the probability of actual sales is not yet high or is impossible to define, use Lead records in OroCRM (“leads”). Essentially, leads are prospects or potential sales in a form of contact data. Initial agreement discussions, preliminary price requests or invitations for a bid may be examples of a lead.

Enable Lead Record

You can enable (or disable) a lead manually the following way:

  • Navigate to Settings>Configuration in the main menu.
  • Open CRM>Sales Pipeline in the left menu and click Lead.
  • In the General Setup section, check the Enable Lead box.

Enabling lead as a feature adds the lead entity to Sales in the main menu.



It is no longer essential to have a sales channel to assign a lead to. Leads are enabled as a feature. The sales channel remains available in the system, but now its functions are reduced to enabling Business Customers and controlling their grouping at the Account view. Also, Channel relation is no longer considered necessary for both Leads and Opportunities and will not appear in new 2.0 installations. If you migrate from 1.10/1.12 EE, the field and relation will remain but will be converted into extended relation, so you can easily remove it in entity management.

Create Lead Record

Leads can be added to the system in a number of ways. The two most common ways are:

  • Importing leads in a form of a .csv file.
  • Creating leads manually.


Import Leads

To be able to import correct data, first download a .csv template:

  • Go to Sales>Leads
  • Click Download Data Template in Import.


You can then modify your data according to the template and import leads to OroCRM. More details on Import and Export features can be found here.

Create Lead

To create a lead manually, click Create Lead in the top right corner.

The Create Lead form will appear with the following 3 sections:

  • General
  • Contact Information
  • Additional


The General section contains the following mandatory fields to be defined:

Field Description
Owner Limits the list of users who can manage the opportunity to users, whose roles allow managing opportunities assigned to the owner (e.g. the owner, members of the same business unit, system administrator, etc.). By default, the user creating the record is chosen.
Lead Name The name used to refer to a lead in the system.
Three statuses are available for a lead:
  • New (newly created lead).
  • Qualified (lead is recognized as valid as a result of initial analysis, e.g. there is an interested person or organization behind the lead).
  • Disqualified (lead is recognized as invalid as a result of initial analysis, e.g. no person or organization was found behind the lead).
Channel Choose one of active channels, from which OroCRM will get information on this lead.

The rest of the fields are optional.

The Contact Information section contains contact details to be entered for a lead.

Multiple emails, phones and addresses can be added for a lead.


In the Additional section, you can give additional information on the lead (if available).


Once all the necessary fields have been defined, click Save and Close in the right top corner of the page to save the lead in the system.

Manage Lead From the Lead Page

The lead page contains all available information on the lead in the General Information section.


Activity section shows all activity for a lead that has taken place, such as phone calls placed or emails sent to the lead.

The following actions are available for a lead record on the lead record page:

  • Share: Share a lead with contacts of your choice.


  • Disqualify action: Disqualify a lead.


    You can disqualify a lead in three ways:

    1. By clicking on red Disqualify button on the lead record page.
    2. By changing its status to Disqualified in the edit lead form.
    3. By changing its status to Disqualified from the grid.
  • Convert To Opportunity: Converting a lead to opportunity (i.e. and potential deal) qualifies the lead. More information on opportunities can be found here.


    Once the lead is converted to an opportunity, it is marked Qualified and will no longer be visible in Open Leads grid.

  • Edit: Open the edit form for a lead and amend lead details.

  • Delete: Delete a lead from the system.

  • More Actions: Add Note, Send Email, Add Event, Log Call or Add Task.


You can also edit address details of a lead, as illustrated in the screenshot below:


Manage Lead From the Grid

The following actions can be performed for leads from the grid:

  • Delete a lead from the system: IcDelete
  • Get to the edit form of the lead: IcEdit
  • Get to the view page of the lead: IcView


Grid Views

Two grid views are available for leads: Open Leads and All Leads.

Open leads grid view displays the list of all open leads.

All leads grid view displays all existing leads, including the ones that have been disqualified or converted to an opportunity and marked qualified.


Inline Editing

Inline editing within the grid can help you amend lead details without opening the edit lead form. To edit leads from the grid, double-click on the field or the edit icon in the field you wish to edit.




Although multiple emails, phones and addresses can be added for leads, only one email, phone and address will be displayed in the grid.

View Reports

Lead By Date Report

OroCRM provides a ready-to-use Leads by Date report. This is a useful report that shows how many leads were created on a specific date for all of the channels.

To see the report, go to Reports and Segments>Reports>Leads>Leads By Date.

Leads by Date report shows:

  • The date leads were created on.
  • The number of the leads created on a specific date.
  • Total amount of the leads created.


New custom reports can be added. For more details on the ways to create and customize the reports, see the Reports guide.

Using Leads in Workflows

You can use OroCRM’s workflows to define rules and guidelines on possible actions/updates of leads in the system. New customer-specific workflows can also be created, as described in the Workflows guide.

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