Qualifying a lead and contract value

In Dynamics 365 Sales, a lead is first created and then qualified into an opportunity, where the potential contract value is typically tracked.

To qualify a lead:

1. Open the lead record.
2. On the command bar of the lead record, select Qualify. This converts the lead to an opportunity according to the lead qualification experience configured by the administrator.
3. Alternatively, go to Sales > Leads, select the lead in the list, and choose Qualify on the command bar.

What happens when the lead is qualified:

• The lead moves from state Open to Qualified.
• Depending on configuration, qualifying can automatically create:
  • An account (from the Company field on the lead),
  • A contact (from First name/Last name), and
  • An opportunity.
• Notes and attachments on the lead are surfaced on the resulting opportunity so that research and context are preserved.

Where to enter potential contract value:

• After qualification, open the created opportunity record.
• The opportunity is the place to manage the deal, including estimated revenue or contract value, following the organization’s sales process from Qualify → Develop → Propose → Close.
• For project-based deals (Type = Work-based on the lead), qualifying the lead creates a project-based opportunity; the opportunity then carries the downstream financial details (such as quote and project contract) derived from the topic and other fields on the lead.

Programmatic qualification (if using code):

• A lead can be qualified via the Dataverse SDK using QualifyLeadRequest or via Web API using the QualifyLead action. This converts the lead to account/contact/opportunity records as configured, after which the opportunity can be updated with the desired potential contract value.

References:

• Sample: Qualify a lead
• Troubleshoot issues with lead qualification issues for salespeople
• Lead management FAQs
• Lead table
• Manage leads - Project Operations Core
• Manage project-based leads
• Understand the sales process