🔄 Flagship Trail · Turns a Lead into an Account, Contact, and Opportunity
Lead-to-Cash: Convert Your First Lead
The single most important click in any CRM: turning a raw incoming lead into a real customer record and a tracked deal — in one smooth step, with no retyping and no losing track of which campaign brought them in.
5
Units
~15 min
Time to Complete
120 pts
Available
1 Badge
Lead-to-Cash Specialist
Unit 1 · The Everyday Problem
Why Lead Conversion matters
PS
Priya Shah · Sales Ops Lead, Northwind Distributors
"Before SmartLite, every lead that turned into a real deal meant a rep retyping the same name, company, and email into three different screens — one for the Account, one for the Contact, one for the Opportunity. Some reps forgot a step. Some created a second Account for a company we already had. And once the lead was 'used up,' nobody could trace the deal back to the ad campaign that actually generated it."
This is exactly the problem Lead Conversion solves. A Lead is just an early sign of interest — a name and company from a form, a trade-show scan, or a cold call. Once sales confirms it's a real opportunity, that one Lead needs to turn into up to three permanent, connected records:
📇 Lead
→
🏢 Account
+
👤 Contact
+
💼 Opportunity
Without a tool built for exactly this, teams either do it by hand (slow, inconsistent, and prone to duplicates) or skip creating Accounts and Contacts altogether (faster, but then you can't see everything about that customer in one place). Neither works well once you're growing.
💡
What this means for you
One click replaces three separate data-entry screens, makes sure the Account, Contact, and Opportunity are correctly linked together, and keeps track of which marketing campaign brought in the deal.
Unit 2 · How It Works
A closer look at Lead Conversion
When you click Convert on a Lead, SmartLite does the whole thing as one all-or-nothing step. Here's what happens — and, more importantly, why each choice matters for your business, not just as a technical detail.
All-or-nothing, by design
The whole conversion — creating the Account, the Contact, the Opportunity, and removing the original Lead — happens together, as one single step. If any part fails (say, the Opportunity name is missing), nothing at all gets created. You'll never end up with a leftover Account and no matching deal to show for it.
✅
Why this matters to the business
This keeps your numbers trustworthy: sales leadership can always trust that the count of Opportunities and the count of converted Leads match up — there's no such thing as a half-converted lead cluttering up reports.
No duplicate Accounts or Contacts
If the lead's company, Riverside Manufacturing, is already a customer, you're not forced to create a second Account. You can search for and link to the existing Account (and existing Contact) instead — the new Opportunity attaches to the record you already have, so you end up with one clean customer history instead of two scattered ones.
Not every lead is a deal yet
Some leads should become a Contact but shouldn't count as an actual deal yet — for example, someone who only signed up for a newsletter. Conversion lets you turn on Skip Opportunity for exactly this case, so your Opportunity list stays an honest picture of your real sales pipeline, instead of being padded with deals that aren't real yet.
Nothing gets left behind
Leads often carry extra details your team cares about — annual revenue, industry, lead score. Field Mapping (set up by an admin) automatically carries those details onto the new Account, Contact, or Opportunity, so nobody has to remember to copy them by hand. You'll set one of these up yourself in Unit 4.
Marketing still gets the credit
If the lead came from a campaign (an email blast, a webinar, a paid ad), SmartLite automatically finds that campaign and tags the new Opportunity with it — so Marketing can still prove which campaigns actually produced real revenue, long after the original Lead is gone.
Choice
The question you're answering
What happens if you link existing / skip
Account
Is this company already a customer?
Links to the existing Account instead of creating a duplicate
Contact
Is this person already known to us?
Links to the existing Contact instead of creating a duplicate
Opportunity
Is this actually a sales-qualified deal?
Skipped entirely — Lead still converts to Account/Contact only
⚠️
There's no undo
Once you convert, the original Lead record is permanently deleted — its information now lives inside the Account, Contact, and Opportunity it created. There's no "unconvert" button. Double-check the Account/Contact links are correct before you click Convert.
Unit 3 · Try It Yourself
Convert your first Lead
Try this yourself in your own SmartLite account (login: admin / admin123 at localhost:5173). We'll convert a made-up lead, Jordan Lee from Riverside Manufacturing, into a real customer record and a tracked deal.
Open the Leads tabNavigate to Leads and open Jordan Lee's record (or any qualified lead in your account).
Click "Convert"Found on the Lead's detail page action bar. This opens the Conversion screen.
Resolve the AccountChoose "Create New Account" (default) — or search for an existing Account if Riverside Manufacturing is already a customer.
Resolve the ContactSmartLite pre-fills a new Contact from the Lead's name, email, and phone. Link to an existing Contact instead if this person is already known to you.
Decide on the OpportunityEnter an Opportunity Name (e.g. "Riverside Manufacturing — Q3 Expansion") and a Close Date — or toggle "Skip Opportunity" if this isn't a sales-qualified deal yet.
Click "Convert Lead"SmartLite creates the Account, Contact, and Opportunity together, links them to each other, and deletes the original Lead — all in one single step.
Check the resultOpen the new Opportunity — its Account and Contact fields are already filled in. If the lead came from a campaign, check the Opportunity's "Primary Campaign Source" field — it's filled in automatically.
Curious what's actually happening behind the scenes? Here's the technical message SmartLite sends to the server when you click Convert — feel free to skip this box if you're not technical, it's just for reference:
// what the Convert button sends to the server
POST /api/leads/{leadHexId}/convert
{
"opportunityName": "Riverside Manufacturing — Q3 Expansion",
"closeDate": "2026-09-30",
"existingAccountHexId": null,
"existingContactHexId": null,
"skipOpportunity": false
}
🎯
Try the edge cases too
Convert one lead with "Skip Opportunity" checked, then convert a second lead by linking it to an Account you already created. Notice how the result — and the message SmartLite shows you — changes each time.
Unit 4 · Admin Setup
Set up Lead Conversion field mappings
By default, only the obvious details (name, email, phone, company) carry over automatically. If your Lead has extra custom fields — say, Annual Revenue or Industry — an admin needs to tell SmartLite where those values should go after conversion.
Go to Setup → Lead Conversion MappingsThis page lists every mapping you've set up, grouped by where it goes (Account, Contact, or Opportunity).
Click "New Mapping"Pick the field on the Lead, where it should go (Account, Contact, or Opportunity), and the field there.
SaveThe mapping applies to every future conversion right away — no restart needed.
Lead Field
Goes To
Field There
Why it matters
annual_revenue__c
Account
annual_revenue__c
Sizing the new customer for account planning
industry__c
Account
industry__c
Segmenting customers for industry-specific playbooks
lead_score__c
Opportunity
initial_lead_score__c
Letting sales ops correlate lead quality with win rate
🔧
How it works
When you convert a lead, SmartLite applies every mapping you've set up, filling in each mapped value on the new record — after the standard defaults (name, account link, owner) are already set. That way, a mapping can add extra detail but never break the required connections.
Unit 5 · Quick Quiz
Test what you learned
Answer all four questions to earn the Lead-to-Cash Specialist badge.
1. If the Opportunity step fails during conversion (for example, the Opportunity Name is missing), what happens to the Account and Contact that were already being created?
They stay — only the Opportunity is skipped
The entire conversion is cancelled — nothing is created
They're created, but left unlinked to any Opportunity
2. How do you avoid creating a duplicate Account when converting a lead from a company you already do business with?
Delete the old Account before converting
You can't — SmartLite always creates a new Account
Choose "Link to Existing Account" on the Convert screen
3. What happens to the original Lead record after a successful conversion?
It stays in the Leads list with a "Converted" checkbox
It moves to a separate "Converted Leads" archive tab
It is permanently deleted — its data now lives in the new records
4. A lead originated from a paid campaign. What happens to that campaign credit when the lead converts to an Opportunity?
SmartLite automatically tags the new Opportunity with that campaign as its primary source
The credit is lost — campaigns only track Leads, not Opportunities
An admin must manually re-attach the campaign afterward
🏅
Badge Earned: Lead-to-Cash Specialist
You now understand how SmartLite turns a raw incoming Lead into a fully connected Account, Contact, and Opportunity — in one smooth step, without any retyping.