160 lines
5.3 KiB
ReStructuredText
160 lines
5.3 KiB
ReStructuredText
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=======================================
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Set up and organize your sales pipeline
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=======================================
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A well structured sales pipeline is crucial in order to keep control of
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your sales process and to have a 360-degrees view of your leads,
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opportunities and customers.
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The sales pipeline is a visual representation of your sales process,
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from the first contact to the final sale. It refers to the process by
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which you generate, qualify and close leads through your sales cycle.
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In Odoo CRM, leads are brought in at the left end of the sales
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pipeline in the Kanban view and then moved along to the right from one
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stage to another.
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Each stage refers to a specific step in the sale cycle and
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specifically the sale-readiness of your potential customer. The number
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of stages in the sales funnel varies from one company to another. An
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example of a sales funnel will contain the following stages:
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*Territory, Qualified, Qualified Sponsor, Proposition, Negotiation,
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Won, Lost*.
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.. image:: ./media/team_kanban.jpg
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:align: center
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Of course, each organization defines the sales funnel depending on their
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processes and workflow, so more or fewer stages may exist.
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Create and organize your stages
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===============================
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Add/ rearrange stages
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From the sales module, go to your dashboard and click on the
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**PIPELINE** button of the desired sales team. If you don't have any
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sales team yet, you need to create one first.
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.. todo:: link to the create salesteam page
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.. image:: ./media/image09.jpg
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:align: center
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.. todo:: ***Kanban view*** link to the CRM terminologies page
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From the Kanban view of
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your pipeline, you can add stages by clicking on **Add new column.**
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When a column is created, Odoo will then automatically propose you to
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add another column in order to complete your process. If you want to
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rearrange the order of your stages, you can easily do so by dragging and
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dropping the column you want to move to the desired location.
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.. image:: ./media/add_column.png
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:align: center
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.. tip::
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You can add as many stages as you wish, even if we advise you not having
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more than 6 in order to keep a clear pipeline
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Activate the lead stage
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-----------------------
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Some companies use a pre qualification step to manage their leads before
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to convert them into opportunities. To activate the lead stage, go to
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:menuselection:`Configuration --> Settings` and select the radio button as shown
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below. It will create a new submenu **Leads** under **Sales** that
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gives you access to a listview of all your leads.
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.. image:: ./media/image01.jpg
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:align: center
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Set up stage probabilities
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==========================
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What is a stage probability?
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----------------------------
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To better understand what are the chances of closing a deal for a given
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opportunity in your pipe, you have to set up a probability percentage
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for each of your stages. That percentage refers to the success rate of
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closing the deal.
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.. note:: Setting up stage probabilities is essential if you want to estimate the expected revenues of your sales cycle
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.. todo:: estimate the expected revenues of your sales cycle (*link to the related topic*)
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For example, if your sales cycle contains the stages *Territory,
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Qualified, Qualified Sponsor, Proposition, Negotiation, Won and Lost,*
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then your workflow could look like this :
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- **Territory** : opportunity just received from Leads Management or
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created from a cold call campaign. Customer's Interest is not
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yet confirmed.
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*Success rate : 5%*
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- **Qualified** : prospect's business and workflow are understood,
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pains are identified and confirmed, budget and timing are known
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*Success rate : 15%*
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- **Qualified sponsor**: direct contact with decision maker has been
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done
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*Success rate : 25%*
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- **Proposition** : the prospect received a quotation
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*Success rate : 50%*
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- **Negotiation**: the prospect negotiates his quotation
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*Success rate : 75%*
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- **Won** : the prospect confirmed his quotation and received a sales
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order. He his now a customer
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*Success rate : 100%*
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- **Lost** : the prospect is no longer interested
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*Success rate : 0%*
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.. tip::
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Within your pipeline, each stage should correspond to a defined goal with
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a corresponding probability. Every time you move your opportunity to the
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next stage, your probability of closing the sale will automatically adapt.
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You should consider using probability value as **100** when the deal is
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closed-won and **0** for deal closed-lost.
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How to set up stage probabilities?
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-----------------------------------
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To edit a stage, click on the **Settings** icon at the right of the
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desired stage then on EDIT
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.. image:: ./media/image08.jpg
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:align: center
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Select the Change probability automatically checkbox to let Odoo adapt
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the probability of the opportunity to the probability defined in the
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stage. For example, if you set a probability of 0% (Lost) or 100% (Won),
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Odoo will assign the corresponding stage when the opportunity is marked
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as Lost or Won.
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.. tip::
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Under the requirements field you can enter the internal requirements for
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this stage. It will appear as a tooltip when you place your mouse over the
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name of a stage.
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.. todo:: Read more
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- *How to estimate the effectiveness of my sales cycle?*
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- *How to estimate expected revenues ?*
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