What is a Lead, anyway?

What Is a Lead in Salesforce (SFDC)?

In Salesforce (SFDC), a lead is an individual or organization that has shown interest in your product or service but has not yet been qualified as a sales opportunity. Leads are the starting point of the sales process and help businesses capture and manage potential customers in a structured way.

Typically, a lead record includes information such as the person’s name, company, job title, email, phone number, and how they were acquired (e.g., website form, trade show, marketing campaign). This data gives sales teams a foundation for assessing interest and potential fit.

Leads in Salesforce are stored separately from accounts, contacts, and opportunities to keep early-stage prospects organized and distinct from existing customers. Once a sales rep determines that a lead is viable—based on criteria like budget, authority, need, and timeline—it can be converted into an account (the company), a contact (the person), and optionally an opportunity (a potential deal).

Managing leads effectively helps companies focus their resources, prioritize follow-up actions, and improve conversion rates. It also allows marketing and sales teams to track lead sources, measure campaign effectiveness, and drive revenue growth.

In short, a lead in Salesforce represents the first step in turning interest into income.