Converting Leads
When a lead becomes a customer, mark them as converted and record revenue.
How to Convert a Lead
- Find the lead in the table
- Click the three-dot menu
- Select Mark as Converted
- Fill in the conversion form
- Click Save
Conversion Form Fields
| Field | Required | Description |
|---|---|---|
| Conversion Date | Yes | When the deal closed (defaults to today) |
| Billing Start Date | Yes | When revenue recognition begins |
| One-Time Revenue | No | Upfront payment amount ($) |
| MRR | No | Monthly recurring revenue ($) |
Revenue Tracking
At least one revenue field should be filled:
- One-time deals - Enter one-time revenue only
- Subscriptions - Enter MRR amount
- Both - Enter both if there’s setup fee + subscription
Impact on Dashboard
Converting leads affects:
- Conversion count in main metrics
- North Star if resulting from a meeting
- Revenue metrics (Net Revenue, MRR, ARR)
- Team Goals conversion target progress
- Leaderboard rankings
Recording Loss
After conversion, if a deal fails:
- Click three-dot menu on converted lead
- Select Mark as Lost
- Choose type:
- Deal Lost - Before revenue received
- Customer Churned - After becoming customer
- Enter reason (required)
- Click Save
Loss Reasons
Track why deals fail to identify patterns:
- Price too high
- Went with competitor
- Bad timing
- Lost champion
- Product missing features
Restoring Lost Leads
If a lost deal comes back:
- Click three-dot menu
- Select Restore from Lost
- Lead returns to converted status