diff --git a/crm/leads/manage/lead_scoring.rst b/crm/leads/manage/lead_scoring.rst index 7f44f8c12..72ae7191d 100644 --- a/crm/leads/manage/lead_scoring.rst +++ b/crm/leads/manage/lead_scoring.rst @@ -1,3 +1,110 @@ ================================= How to do efficient Lead Scoring? ================================= + +Odoo's Lead Scoring module allows you to give a score to your leads +based on specific criteria - the higher the value, the more likely the +prospect is “ready for sales”. Therefore, the best leads are +automatically assigned to your salespeople so their pipe are not +polluted with poor-quality opportunities. + +.. note:: + Lead scoring is a critical component of an effective lead + management strategy. By helping your sales representative + determine which leads to engage with in order of priority, + you will increase their overall conversion rate and your + sales team's efficiency. + +Configuration +============= + +Install the Lead Scoring module +------------------------------- + +Start by installing the **Lead Scoring** module. + +Once the module is installed, you should see a new menu +:menuselection:`Sales --> Leads Management --> Scoring Rules` + +.. image:: media/lead_scoring02.png + :align: center + +Create scoring rules +-------------------- + +Leads scoring allows you to assign a positive or negative score to your +prospects based on any demographic or behavioral criteria that you have +set (country or origin, pages visited, type of industry, role, etc.). To +do so you'll first need to create rules that will assign a score to a +given criteria. + + +.. tip:: + In order to assign the right score to your various rules, you can use these two methods: + + - Establish a list of assets that your ideal customer might possess to interest your company. + For example, if you run a local business in California, a prospect coming from + San Francisco should have a higher score than a prospect coming from New York. + + - Dig into your data to uncover characteristics shared by your closed opportunities + and most important clients. + + Please note that this is not an exact science, so you'll need time + and feedback from your sales teams to adapt and fine tune your rules + until getting the desired result. + +In the **Scoring Rules** menu, click on **Create** to write your first rule. + +.. image:: media/lead_scoring01.png + :align: center + +First name your rule, then enter a value and a domain (refer on the +`official python documentation `__ +for more information). For example, if you want to assign 8 points to all the +leads coming from **Belgium**, you'll need to give ``8`` as a **value** and +``[['country\_id',=,'Belgium']]`` as a domain. + +.. tip:: + Here are some criteria you can use to build a scoring rule : + + - country of origin : ``'country_id'`` + + - stage in the sales cycle : ``'stage_id'`` + + - email address (e.g. if you want to score the professional email addresses) : ``'email_from'`` + + - page visited : ``'score_pageview_ids.url'`` + + - name of a marketing campaign : ``'campaign_id'`` + +After having activated your rules, Odoo will give a value to all your +new incoming leads. This value can be found directly on your lead's form +view. + +.. image:: media/lead_scoring04.png + :align: center + +Assign high scoring leads to your sales teams +============================================= + +The next step is now to automatically convert your best leads into +opportunities. In order to do so, you need to decide what is the minimum +score a lead should have to be handed over to a given sales team. Go to +your **sales dashboard** and click on the **More** button of your desired sales +team, then on **Settings**. Enter your value under the **Minimum score** +field. + +.. image:: media/lead_scoring03.png + :align: center + +From the example above, the **Direct Sales** team will only receive +opportunities with a minimum score of ``50``. The prospects with a lower +score can either stay in the lead stage or be assigned to another sales +team which has set up a different minimum score. + +.. tip:: + Organize a meeting between your **Marketing** and **Sales** teams in order + to align your objectives and agree on what minimum score makes a sales-ready lead. + +.. seealso:: + * :doc:`automatic_assignation` diff --git a/crm/leads/manage/media/lead_scoring01.png b/crm/leads/manage/media/lead_scoring01.png new file mode 100644 index 000000000..a7d396827 Binary files /dev/null and b/crm/leads/manage/media/lead_scoring01.png differ diff --git a/crm/leads/manage/media/lead_scoring02.png b/crm/leads/manage/media/lead_scoring02.png new file mode 100644 index 000000000..29c3d2fc1 Binary files /dev/null and b/crm/leads/manage/media/lead_scoring02.png differ diff --git a/crm/leads/manage/media/lead_scoring03.png b/crm/leads/manage/media/lead_scoring03.png new file mode 100644 index 000000000..69fc4ff8d Binary files /dev/null and b/crm/leads/manage/media/lead_scoring03.png differ diff --git a/crm/leads/manage/media/lead_scoring04.png b/crm/leads/manage/media/lead_scoring04.png new file mode 100644 index 000000000..c6ac32dfc Binary files /dev/null and b/crm/leads/manage/media/lead_scoring04.png differ