• Overview
• Prerequisites
• Creating a Lead
• Working Your Leads
• Generating Lead Proposals
• Sending E-Signature Documents
• Generating Web Forms for Leads
• New Hire Tips for Success

Overview

This quick start guide provides a high-level overview of how to manage leads in Merchant Central—from initial creation through proposal generation and e-signature. Use the linked knowledge base articles whenever you need step-by-step instructions or visual walkthroughs.

If you have questions or need assistance, contact us at support@iriscrm.com.

💡If you haven’t already, please review our Merchant Central Introduction article to familiarize yourself with CRM fundamentals and navigation.

Prerequisites

• Access to your CRM account with appropriate Sales Representative permissions
• A basic understanding of your sales workflow and lead lifecycle

Creating a Lead

A lead represents a potential customer you are qualifying and moving through the sales process. Maintaining clean and complete lead records—such as accurate contact details and business information—makes follow-ups easier and improves pipeline reporting.

When you’ll do this: When you receive a referral, inbound inquiry, uploaded list, or meet a prospect and want to begin tracking them in Iris CRM.

Learn more: Different Ways to Add Leads

Working Your Leads

Working a lead consists of the routine actions that move a prospect toward a closed deal. In Merchant Central, this means keeping the lead record accurate, current, and fully documented. Core activities include:

• Progressing lead status stages: Update the lead status as the deal advances (for example, New, Contacted, Qualified, Proposal Sent). Learn more: Lead Status Management
• Scheduling tasks and appointments: Create tasks and calendar appointments to track follow-ups, calls, and meetings, ensuring timely next steps and consistent lead engagement. Setting Tasks and Appointments
• Sending emails: Communicate directly from the lead record so all correspondence is tracked in one place. Learn more: Sending Emails
• Creating lead notes: Record meeting outcomes, objections, next steps, and important context to maintain a complete history. Learn more:  Adding Notes for Leads and Merchants
• Uploading files: Attach statements, applications, and supporting documents directly to the lead. Learn more:  Lead Attachments
• Calling clients and logging call outcomes: Use the built-in dialer to track calls, outcomes, and voicemail activity. Learn more: Introduction to the Dialer

Best practice: If it happened, log it. A complete activity history benefits both you and your manager.

Generating Lead Proposals

When a lead is ready for pricing, you can generate a proposal using the Proposal Generator. This allows you to present professional pricing comparisons while keeping all activity tied directly to the lead record.

When you’ll do this: After gathering the necessary information—such as requirements, processing volumes, and current pricing—and you are ready to present options.

Learn more: Creating Merchant Pricing Comparisons in the Proposal Generator

Sending E-Signature Documents

Once a prospect agrees to move forward, you can send agreements for e-signature directly from Merchant Central. This keeps the process efficient, trackable, and fully centralized.

When you’ll do this: After proposal acceptance, when you’re ready to send contracts or application packages for signature.

Learn more: Sending Agreements for E-Signature

Generating Web Forms for Leads

Web forms allow prospects to submit their information digitally, automatically creating leads in Merchant Central. Forms can be shared via link or embedded on a webpage, reducing manual data entry and accelerating lead capture.

When you’ll do this: When you want prospects to submit information directly—especially for inbound leads or application-style intake. 

Learn more: Sharing the Web Form

New Hire Tips for Success

• Update statuses regularly: Your lead status reflects pipeline reality. Outdated statuses lead to misleading forecasts.
• Document every touch: Notes and emails support smooth handoffs and effective coaching.
• Attach key documents early: Store statements, applications, and supporting files directly on the lead to avoid lost paperwork.
• Use the knowledge base: If you’re unsure how to complete a task, follow the linked articles for detailed instructions.