Lead flow in ZOHO

I would like to know what is flow/process for a lead to make a customer in ZOHO CRM. My question is when a lead from hubspot is inserted into ZOHO CRM, what is the next process in ZOHO. I understand the lead is converted into an account/contact/potential. I would like to know if they will be converted in that order ? If I have a record in Contacts does that mean the lead has been converted and that the deal has been won ? My goal is to find all those hubspot leads that we were won. This will help us understand and analyze how effective hubspot is !