A lead is a prospective customer of our sales or service. For a successful sales/service company, Lead analysis and its automation is an important thing. Suppose, If you are running an event management company, the leads are nothing but some queries on your service from a person who is getting married soon. Simply, we can say that lead is the first step in pre-sales.

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Lead Management in CRM

2. INTRODUCTION
 What is a lead?
 A lead is a prospective customer of our sales or service. For a successful sales/service company,
Lead analysis and its automation is an important thing. suppose, If you are running an event
management company, the leads are nothing but some queries on your service from a person who
is getting married soon. Simply, we can say that lead is the first step in pre-sales.

3.  Pre stages of sales:
 Pre stages of a sale are strictly depended upon the nature of the company. The core idea of
these steps are converting all possibilities or Leads to a successful sale.
 Some of the presale stages are listed below:
1. Lead Generations.
2. Follow up through calls/emails or any other medium.
3. Meetings.
4. Quotations.

4. This Slides describes how to successfully manage a Lead and convert it into a business with
Odoo ERP. As we know Odoo ERP has an excellent Lead tracking and analysis system by
default.

5.  Steps involved in Odoo Lead Management:
 Installs “Sales” & “CRM” apps from apps menu
 Configure lead settings from sales configurations
 Add leads and follow up the leads using next activities.
 Convert to opportunity & pass through the user-defined pipelines
 Mark as won and confirm the sale order.

6. Installation:
 First of all, we have to install “CRM” and “Sales” apps from Apps menu. Then configure lead
strategy as per your company working structure from
 Sales->Configurations->Settings->CRM

7.  Configurations:
 You can create Lead in two ways:
1. Select manual entry option to get Leads menu under Sales.
2. Automate the process by saving all incoming emails to your leads. (you have to set incoming
mail server)

8.  Creating leads by sales persons:
 System user (sales user) can generate their leads under Sales->Leads menu. There he can
provide basic information about the query or lead.
For example: Let’s create a lead for an event management company. The Lead may be like below:

9.  Important fields are listed below..
 Lead: The topic or subject of lead
 Customer: It is an optional field for mentioning the party name
 Contact name: Queried person.
 Internal Notes: Here, we can add a detailed description about the lead.

10.  Convert to opportunity:
 Opportunity is the next step of lead, we can convert a lead to opportunity by pressing “Convert to
opportunity” button from the lead form (see the above image). Convert to opportunity button will
give us a wizard like below. Here we can change the customer, merge duplicate leads, change the
sales person, sales team etc..

11.  It is after we have got a confirmation about the business possibilities of the Lead, we convert it
to an Opportunity. So, now it is not a “lead”. It transformed to an opportunity. We can put these
opportunity record into a user-defined pipeline to close the deal. You can see the record is now
listed in opportunity pipeline. The user can drag it to the next stage based on the development
on the lead like E-mails, calls, demo etc.

12.  We can view full details of any opportunity in Pipeline by just clicking on its Kanban view (see belo
picture). On upper right corner of the form, we can see all the stages of the pipeline through which th
opportunity should pass.

13.  What is ‘next activity’ in opportunity?
 Next activity is a scheduling record based on opportunity or lead. It may be a task, call, meeting, mail
etc. It may have its own deadline and details.
The salesperson can close the opportunity in two ways.
1. Mark as won.
Where, we can go to next step, i.e. quotation sending, confirm sale & payments
2. Mark as lost.
Where the salesperson should log the lost reason of the lead/opportunity.
 If quotation gets approval by client-side or customer side, we can confirm the sale order and create
invoice against the order.

14.  Analysis of Leads/Opportunities:
 Leads and Opportunities analysis can be done dynamically using pivot dynamic views in Odoo. Some of
the reports are given below. We can use different filtrations to customize the report..

15. • Pie Chart of country wise leads

16. • Bar Chart of Activities with stage filter

17. • Tabular analysis of opportunity pipeline

18. • This is the default workflow of lead analysis or pre-sale analysis in Odoo ERP. As we know, we
can modify its workflow and automate it based on our own requirements including integrations
with third parties (SMS integration, third party mailing templates engines etc..)

19. Refer this link for more:
https://www.cybrosys.com/blog/lead-management-in-crm

20. Thank You !
Cybrosys Technologies Pvt. Ltd.
Neospace, Kinfra Techno Park,
Kakkancherry,
Calicut University P.O.
Calicut
Kerala, India - 673635.
Cybrosys Ltd
15, ST Antonys Road,
Forest Gate, London
England,
E79QA.
Cybrosys Technologies Pvt. Ltd.
1st Floor, Thapasya Building,
Infopark, Kakkanad,
Kochi, Kerala,
India-682030.