Lead Settings is a one-page Setup screen with about eight fields. Configure it before loading any production leads. The configuration order below builds on itself; reversing steps creates gaps.
- Open Lead Settings
Setup, Quick Find, Lead Settings. The page lists every org-wide Lead behaviour. Most fields are single-pick (default owner, default response template); a few are toggles. There is no save warning if you leave halfway through, so plan to set every field in one session.
- Set Default Lead Owner
Pick a queue (Unassigned Leads is the typical name) or a sales-ops user. This is who gets every Lead not picked up by an assignment rule. Without this, leads default to whoever created the record, which is almost always wrong.
- Map custom Lead fields
Click Map Lead Fields. For each custom Lead field, pick the Account, Contact, or Opportunity field that receives the value at conversion. Skipping this is how custom data silently disappears.
- Configure Web-to-Lead defaults
Set Default Response Template to an Email Template that confirms receipt to the new web lead. Set Default Lead Creator to a specific user for audit. Without these, Web-to-Lead leads land with no auto-response and unclear audit attribution.
- Decide on Allow Members to Accept Leads from Queue
Turn on for shared-queue inbound motions where reps self-serve. Leave off for triaged motions where ops controls who gets what. Communicate the choice to sales managers; it changes day-to-day workflow.
User or queue receiving leads not picked by assignment rules. Typically a queue named Unassigned Leads or a sales-ops user.
One-to-one mapping of custom Lead fields to Account, Contact, or Opportunity fields. Audit annually as Lead schema evolves.
Email Template auto-sent to new web leads. Drives perceived responsiveness and downstream conversion rates.
Checkbox that runs validation rules and triggers on records created by Lead conversion. Off by default; turn on for production-quality orgs.
- Without a Default Lead Owner, every unassigned lead defaults to whoever created the record (usually the integration user), which means sales never sees it.
- Custom Lead fields without mapping silently lose their values at conversion. Audit Map Lead Fields whenever new Lead fields are added.
- Enforce Validation and Triggers is off by default. Conversion bypasses validation rules and triggers on Account, Contact, and Opportunity unless you turn it on.
- Allow Members to Accept Leads from Queue changes day-to-day rep workflow. Communicate before flipping.
- Person Account orgs route Lead conversion through a separate Person Account setting. Lead Settings alone does not control whether new converts become Business or Person accounts.