[ADD] crm: quality leads report doc

closes odoo/documentation#8355

X-original-commit: c63dda1e5f
Signed-off-by: Zachary Straub (zst) <zst@odoo.com>
Signed-off-by: Jessica Rogers (jero) <jero@odoo.com>
Co-authored-by: ksc-odoo <73958186+ksc-odoo@users.noreply.github.com>
Co-authored-by: Zachary Straub <zst@odoo.com>
Co-authored-by: Zachary Straub <zst@odoo.com>
Co-authored-by: Antoine Vandevenne (anv) <anv@odoo.com>

content/applications/sales/crm/track_leads.rst

@@ -10,3 +10,4 @@ Assign and track leads
    track_leads/prospect_visits
    track_leads/lead_scoring
    track_leads/unattended_leads_report
+   track_leads/quality_leads_report

content/applications/sales/crm/track_leads/quality_leads_report.rst

@@ -0,0 +1,221 @@
+====================
+Quality leads report
+====================
+
+A *quality lead* is a lead that is likely to result in a sale. It should match the characteristics
+most commonly believed to help salespeople close a deal, in addition to more precise criteria that
+is specific to each organization.
+
+.. note::
+   The specific criteria that defines a *quality lead* is different for every organization. For more
+   information, see :ref:`Define a quality lead <track_links/define-a-lead>`.
+
+A quality leads *report* compares how many quality leads each salesperson has received over a
+specific amount of time, such as within the past 30 days. Sales managers can use such a report to
+make more informed decisions when assigning new leads to their team
+
+.. example::
+   A sales manager pulls a quality leads report using their company's criteria:
+
+   - Leads must include a phone number and an email address.
+   - The email address must be from a professional domain.
+   - The source for the lead must be from a live chat conversation or an appointment with a
+     salesperson.
+
+  After running the report, the manager can see that, although everyone's ability to close a deal
+  has varied, some members of the sales team have received a higher number of quality leads than
+  others.
+
+   .. image:: quality_leads_report/example-report.png
+      :align: center
+      :alt: An example of a quality leads report in the Odoo CRM application.
+
+   Using this information, the sales manager may decide to assign more quality leads to the sales
+   people currently on the lower end, to balance out the distribution of quality leads.
+
+.. _track_links/create-quality-leads-report:
+
+Create a quality leads report
+=============================
+
+To create a quality leads report, first navigate to :menuselection:`CRM app --> Reporting -->
+Pipeline` to open the :guilabel:`Pipeline Analysis` dashboard. Click into the :guilabel:`Search...`
+bar at the top of the page and remove any active filters.
+
+Click the :guilabel:`🔻(triangle pointed down)` icon to the right of the :guilabel:`Search...` bar
+to open the drop-down mega menu that contains :guilabel:`Filters`, :guilabel:`Group By`, and
+:guilabel:`Favorites` columns. Click :guilabel:`Add Custom Filter`. This opens a :guilabel:`Add
+Custom Filter` pop-up window.
+
+The :guilabel:`Add Custom Filter` pop-up window allows for the creation of more specific filters.
+
+Add custom filters
+------------------
+
+In order to generate a quality leads report, filters need to be created for the following
+conditions:
+
+- :ref:`Starting date <quality_leads_report/starting-date>`: limits results to those created within
+  a specific time frame.
+- :ref:`Specific sales teams <quality_leads_report/sales-team>`: limits results to only include
+  leads for one or more sales teams. This filter is optional and should not be included if the is
+  intended for the entire company.
+- :ref:`Exclude unassigned leads <quality_leads_report/unassigned-leads>`: excludes leads without an
+  assigned salesperson.
+- :ref:`Include archived leads <quality_leads_report/archived-leads>`: ensures that both active and
+  inactive leads are included in the results.
+- :ref:`Add rules for quality leads <quality_leads_report/add-quality-rules>`: includes or excludes
+  results based on criteria that is specific to a company or sales team.
+
+.. figure:: quality_leads_report/configured-custom-rules.png
+   :align: center
+   :alt: An example of the Custom Filter pop-up window with all of the rules configured.
+
+   An example of the *Custom Filter* pop-up window with all of the default rules configured.
+
+.. _quality_leads_report/starting-date:
+
+Add a starting date filter
+~~~~~~~~~~~~~~~~~~~~~~~~~~
+
+Begin by first defining the rule's parameter with a date range, by clicking into the first field, on
+the left of the row, and typing `Created On` in the :guilabel:`Search...` bar, or by scrolling
+through the menu's list to locate it.
+
+In the rule's operator drop-down menu, define the parameter further by selecting either:
+
+- :guilabel:`>= (greater than or equal to)` to specify a start date and include all entries *after*
+  that start date (as well as the initial value itself); or
+- :guilabel:`is between` to more sharply define a time frame with a clear start and end date. All
+  matching entries that fit within the defined start and end dates are included in the report.
+
+With either option, use the pop-up calendar's day and time pickers, in the far right field, to
+define the respective date range. Setting these values concludes the creation of the first rule.
+
+.. _quality_leads_report/sales-team:
+
+Add a sales team filter
+~~~~~~~~~~~~~~~~~~~~~~~
+
+.. note::
+   This filter is optional. To view results for the entire company, do **not** add this filter.
+
+To limit the results of the report to one or more sales teams, click :guilabel:`New Rule`. Next,
+click the first field for the new rule, and type `Sales Team` in the :guilabel:`Search...` bar, or
+scroll to search through the list to locate it.
+
+In the rule's second field, select :guilabel:`is in` from the drop-down menu. Selecting this
+operator limits results to the sales teams selected in the next field.
+
+Lastly, in the third field, select the desired sales team from the drop-down menu. Multiple teams
+can be added in this field, where each parameter is treated with an "or" (e.g. "any") operator in
+the search logic.
+
+.. _quality_leads_report/unassigned-leads:
+
+Exclude unassigned leads
+~~~~~~~~~~~~~~~~~~~~~~~~
+
+Next, add a :guilabel:`New Rule`. Then, click into the first field for the new rule, and type
+`Salesperson` in the :guilabel:`Search...` bar, or scroll to search through the list to locate it.
+
+In the rule's second field, select :guilabel:`is set` from the drop-down menu. Selecting this
+operator excludes any leads not assigned to a specific salesperson.
+
+.. _quality_leads_report/archived-leads:
+
+Include archived leads
+~~~~~~~~~~~~~~~~~~~~~~
+
+.. tip::
+   This filter is also optional, as it adds archived (inactive) leads to the report, however it is
+   recommended to include this since it pulls *all* assigned leads, regardless of status, into the
+   report. This ensures a more accurate representation of assigned leads is captured. However, to
+   pull a report that only includes active leads, do **not** activate this feature.
+
+Next, in the upper-right corner of the :guilabel:`Add Custom filter` pop-up window, move the
+:guilabel:`Include archived` toggle to active.
+
+.. image:: quality_leads_report/include-archived.png
+   :align: center
+   :alt: The Add Custom Filter pop-up with emphasis on the Include Archived toggle.
+
+Enabling this feature adds archived (inactive) leads to the report.
+
+.. _quality_leads_report/add-quality-rules:
+
+Add rules for quality leads
+~~~~~~~~~~~~~~~~~~~~~~~~~~~
+
+The filters added in this step vary, based on how an organization defines a *quality lead*.
+
+.. _track_links/define-a-lead:
+
+Define a quality lead
+*********************
+
+As defined earlier, a *quality lead* is a lead that is likely to result in a won opportunity.
+Although the exact criteria for a quality lead varies from organization to organization, it is often
+a combination of factors commonly attributed to positive sales outcomes, in addition to factors
+valued by the specific organization.
+
+In addition to the basic filters and grouping options outlined in the general :ref:`Quality leads
+report <track_links/create-quality-leads-report>`, consider the following filters when defining a
+quality lead:
+
+- :guilabel:`Email` or :guilabel:`Phone`: the information in these fields can help determine whether
+  or not a lead is a professional contact.
+- :guilabel:`Source`: this field links to the marketing and lead generation efforts from other Odoo
+  applications, including *Live Chat*, *Social Marketing*, and *Email Marketing*.
+- :guilabel:`Stage`: this filter can be used to eliminate or target leads that have reached specific
+  stages.
+- :guilabel:`Medium`: a lead's source can indicate its quality level, as various channels have
+  different won rates and expected revenues.
+- :guilabel:`Campaign`: adding this filter helps track of the success of different marketing efforts
+  to capture high quality leads.
+- :guilabel:`Lost Reason`: exclude leads that may appear to be quality based on various criteria,
+  but have been marked as *lost* for specified reasons.
+- :guilabel:`Tags`: include or exclude results based on one or more customized tags.
+
+.. tip::
+   When adding rules to a custom filter, keep the statements preceding each rule in mind. The
+   statement above a rule determines whether the search results must match **all** of the rules
+   below the statement, or **any** of the rules below the statement.
+
+   .. image:: quality_leads_report/match-all-match-any.png
+     :align: center
+     :alt: Close up of the match rule options on a add custom filter pop-up window.
+
+View the report
+===============
+
+.. important::
+   At the top of the :guilabel:`Add Custom Filter` form, there is an option to match :guilabel:`any`
+   or :guilabel:`all` of the rules. In order to properly run the report, only records that match
+   **all** of the following filters should be included. Before adding the filters, make sure
+   :guilabel:`all` is selected in this field.
+
+   .. image:: quality_leads_report/match-all-rules.png
+     :align: center
+     :alt: Close up on the match all rules option on the add a custom filter pop-up window.
+
+After the filters are configured, click :guilabel:`Add`. The default display for the report is a bar
+graph, where the leads are grouped by *stage*.
+
+To group the results by salesperson, click the :guilabel:`🔻(triangle pointed down)` icon to the
+right of the :guilabel:`Search...` bar to open the drop-down mega menu. Under the :guilabel:`Group
+By` heading, select :guilabel:`Salesperson`. In the same column, under the :guilabel:`Group By`
+heading, click :guilabel:`Add a Custom Group`, then select :guilabel:`Active` on the resulting
+drop-down menu to layer in lead *status*, under the parent :guilabel:`Salesperson` grouping.
+
+The report now displays the total count of *quality leads* each salesperson has received in the
+designated time period. Because there are layered :guilabel:`Group By` filters, the grouped leads
+are also color-coded to identify whether they are *active* or *marked as lost*.
+
+.. tip::
+   To save this search for later, click the :guilabel:`🔻(triangle pointed down)` icon next to the
+   :guilabel:`Search...` bar to open the drop-down menu. Under the :guilabel:`Favorites` heading,
+   click :guilabel:`Save current search`.
+
+   In the drop-down menu, rename the report from the default `Pipeline` label to `Quality Leads`,
+   and click :guilabel:`Save`.