diff --git a/content/applications/sales/crm/track_leads.rst b/content/applications/sales/crm/track_leads.rst index 598b2c523..3af04baa8 100644 --- a/content/applications/sales/crm/track_leads.rst +++ b/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 diff --git a/content/applications/sales/crm/track_leads/quality_leads_report.rst b/content/applications/sales/crm/track_leads/quality_leads_report.rst new file mode 100644 index 000000000..aefbaef18 --- /dev/null +++ b/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 `. + +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 `: limits results to those created within + a specific time frame. +- :ref:`Specific sales teams `: 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 `: excludes leads without an + assigned salesperson. +- :ref:`Include archived leads `: ensures that both active and + inactive leads are included in the results. +- :ref:`Add rules for quality leads `: 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 `, 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`. diff --git a/content/applications/sales/crm/track_leads/quality_leads_report/configured-custom-rules.png b/content/applications/sales/crm/track_leads/quality_leads_report/configured-custom-rules.png new file mode 100644 index 000000000..b21707491 Binary files /dev/null and b/content/applications/sales/crm/track_leads/quality_leads_report/configured-custom-rules.png differ diff --git a/content/applications/sales/crm/track_leads/quality_leads_report/example-report.png b/content/applications/sales/crm/track_leads/quality_leads_report/example-report.png new file mode 100644 index 000000000..41ecd73bd Binary files /dev/null and b/content/applications/sales/crm/track_leads/quality_leads_report/example-report.png differ diff --git a/content/applications/sales/crm/track_leads/quality_leads_report/include-archived.png b/content/applications/sales/crm/track_leads/quality_leads_report/include-archived.png new file mode 100644 index 000000000..0562315d6 Binary files /dev/null and b/content/applications/sales/crm/track_leads/quality_leads_report/include-archived.png differ diff --git a/content/applications/sales/crm/track_leads/quality_leads_report/match-all-match-any.png b/content/applications/sales/crm/track_leads/quality_leads_report/match-all-match-any.png new file mode 100644 index 000000000..47aaf1572 Binary files /dev/null and b/content/applications/sales/crm/track_leads/quality_leads_report/match-all-match-any.png differ diff --git a/content/applications/sales/crm/track_leads/quality_leads_report/match-all-rules.png b/content/applications/sales/crm/track_leads/quality_leads_report/match-all-rules.png new file mode 100644 index 000000000..86e1dbe7d Binary files /dev/null and b/content/applications/sales/crm/track_leads/quality_leads_report/match-all-rules.png differ