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Set up leads

Last updated: June 14, 2024

Available with any of the following subscriptions, except where noted:

Sales Hub   Professional , Enterprise

Before you begin managing your leads in the prospecting workspace, users with an assigned Sales Hub seat and Edit property settings permissions can configure the leads settings for your account.

To navigate to leads settings: 

  • In your HubSpot account, click the settings settings icon in the top navigation bar.
  • In the left sidebar menu, navigate to Objects > Leads.

Manage lead properties

To manage lead properties:

  • In your HubSpot account, click the settings settings icon in the top navigation bar.
  • In the left sidebar menu, navigate to Objects > Leads.
  • Click Manage lead properties to add and edit lead properties. Learn more about how to create and edit lead properties.

Manage-lead-properties

Configure lead ownership

To configure lead ownership:

  • In your HubSpot account, click the settings settings icon in the top navigation bar.
  • In the left sidebar menu, navigate to Objects > Leads.
  • Users with super admin permissions can automatically set the lead owner to the same owner as the contact or company. To do this, click to toggle the Sync lead owner with contact and company owner toggle on.

sync-lead-owner-toggle

Please note: if a lead owner changes after a lead is set to Closed, it won't be updated automatically.

Customize the create lead form

Users with  Account permissions If you are To customize the Create lead form:
  • In your HubSpot account, click the settings settings icon in the top navigation bar.
  • In the left sidebar menu, navigate to Objects > Leads.
  • Click Customize the 'Create lead' form, and follow the instructions to customize the create record.

customize-form

Configure lead stages

To configure lead stages:

  • In your HubSpot account, click the settings settings icon in the top navigation bar.
  • In the left sidebar menu, navigate to Objects > Leads.
  • Click the Pipeline tab.
  • To rename a lead stage name, click the name.
  • To add a lead stage, click + Add stage.
  • To delete lead stage, hover over the click lead stage and click delete next to the name.

configure-lead-stages-1

  • Click Save.

Configure qualification settings

When a user qualifies a lead, you can configure the settings so a deal is automatically created.

  • To require a deal to be created when a lead is qualified, click to toggle the Require a deal to be created toggle on.

qualified-leads

  • To edit the properties that are required when a lead is moved to qualified, hover over the stage and click Edit properties.
  • In the pop-up box, in the Lead Information section, select the checkbox next to the property you want to show when a lead is disqualified. In the SELECTED PROPERTIES section, select the checkbox next to the property you want to require.
  • To rename a lead stage name, click the name.
  • To add a lead stage, click + Add stage.
  • To delete lead stage, hover over the click lead stage and click delete next to the name.
  • Click Save.

Configure disqualification settings

When a user disqualifies a lead, they can set a disqualification reason.

  • To edit the properties that are required when a lead is moved to disqualified, hover over the stage and click Edit properties.

disqualification-properties

  • In the pop-up box, in the Lead Information section, select the checkbox next to the property you want to show when a lead is disqualified. In the SELECTED PROPERTIES section, select the checkbox next to the property you want to require.
  • To rename a lead stage name, click the name.
  • To add a lead stage, click + Add stage.
  • To delete lead stage, hover over the click lead stage and click delete next to the name.
  • Click Save.

If you want to change the content of your properties, learn how to manage lead properties.

Configure automation settings

There are two lead stage progressions that are set by default and can't be modified: 

  • Move lead to attempting: when a user completes outreach to a lead by sending an email or LinkedIn message or making a call.
  • Move lead to connected: when a lead connects with the user by replying to an email, booking a meeting, or if the user logs a call outcome as Connected.

When configuring your automation settings, you can automatically create new leads when a contact or company moves to a lifecycle stage or create simple workflows to trigger actions when a lead moves to a new stage.

  • In your HubSpot account, click the settings settings icon in the top navigation bar.
  • In the left sidebar menu, navigate to Objects > Leads.
  • Click the Pipeline tab. Then, navigate to the Automate tab.
To automatically create a lead based on lifecycle stage:
  • Toggle the Create a new lead switch on.
  • To edit which lifecycle stages you want to create a lead, click the edit Edit icon. Then, in the right panel, in the Select lifecycle stages section, select the lifecycle stage you want to trigger the creation of a lead.

select-lifecycle

  • Click Save.

Please note: this automation won't create leads for when a contact's lifecycle stage changes as a result of company lifecycle stage syncing.

To trigger actions when a lead reaches a new stage:

  • In the Create workflows from scratch section, click + Create workflow in a stage.
create-lead-workflow
  • In the left panel, select and configure your workflow actions. Learn more about workflow actions.
  • In the top left, click Save.
  • To add additional actions, click the + plus icon

Learn how to manage leads in the prospecting workspace.

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