Assigning Leads to an Account: The Matched Leads Component is your Hero

Share this article...

We probably all know by now that Salesforce leads and accounts aren’t friendly with one another. In Salesforce, Leads are not the same as contacts. Contacts are associated to an Account, whereas Leads are floating records.

Simply:

  • Contact record + Account record
  • Lead record + Company field

How can you manage incoming leads that should belong to an existing account? That’s where the Matched Lead Component comes in to save the day.

What is the Matched Leads Component?

The Matched Leads Component is a box that sits on an Account page sidebar*, and notifies the user if there is a match between any Lead’s ‘Company’ field and this Account’s name.

That way, users can ’scoop’ up Leads that should be converted into Contacts on this Account. It’s great that users can mass convert Leads without leaving the Account, and build up a more full picture of the account.

*Lightning Record pages offer more options, but most admins place it in the sidebar.

 

 

Prep Work for the Matched Leads Component

First thing – do you have the correct Pardot License? This component is only available for Pardot customers with Pro/Plus or Advanced/Unlimited Editions

Next, check you have the Standard Leads on Accounts Matching Rule in your account, and activated.

Go to: Setup → Matching Rules. Check you can see it in the list, and activate if necessary.

 

Displaying the Matched Leads Component

It’s straightforward from now on! Lightning Record Pages are the new, slicker versions of page layouts, specifically for the Lightning Experience.

You will need to edit your Account Lightning Record Page. Go to your account page, click on the cog icon, and ‘Edit Page’

 

Drag component on to the canvas, any section that turns green when you hover.

 

 

Then activate!

(NB: Read the next section if you are new to Lightning Record Pages)

Caveat Admin! Consider This Advice

Beware Admin, before you enable this! It is not ‘best practice’ to convert every Lead into Contacts.

The Salesforce Lead Conversion feature is very useful, and many organisations report on this as a Sales KPI. Converting every Lead into Contacts could:

  • Skewing reporting conversion reporting
  • Clog up your account records

So, please, consider this advice:

  • Should you only convert leads that fit your model buyer’s profile? (psst, you can use Grading for this)
  • Should the component only be available to Admins or Super Users? You can display the component dependent on a user’s profile when you activate the Lightning Record Page (shown below).