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CRM Pipeline

Active leads

What makes a contact an active lead, the list it puts them on, and how leads leave it without being lost.

Last updated September 2, 2026

Most of your database is not being worked. Active Leads is the part that is: the people someone is currently trying to sell to. It is deliberately the shortest list in the CRM.

Making someone an active lead

Switch Active Lead on from the contact's profile, or set it across a selection with Bulk Edit. An import can mark a whole file as leads as it loads.

What it changes

They appear under Active Leads in the menu, and on the lead board.
They can be dragged between stages on the board.
They show up in the lists reps actually work from every morning.

Taking someone off

Switch it off, or drag the card onto the remove area on the board. The contact, their history, their company and their notes all stay — they simply stop being a lead you are actively chasing.

BE RUTHLESS ABOUT THIS LIST

A leads list with four hundred names on it is not a work list, it is the database with a different heading. Take people off when you are not really chasing them; they are still there when they come back to life.

Lead or opportunity?

A lead is a person you are working. An opportunity is a specific deal with a value and a close date. Someone stays an active lead while you are trying to create the opportunity; once there is a real number on the table, raise one.

Next · CRM PipelineOpportunities: what they are and when to create one