Welcome.
Congratulations on taking the leap to boost your sales activities!
Odoo CRM will help you handle your sales funnel, bringing your sales vision to life in a simple and seamless way.
Configuring Odoo CRM is easy. But you'll have bigger challenges like; structuring your sales process, building sales tools and training your teams. That's why we developed this tool. We want you to succeed boosting your sales performance.
If you get stuck, get in touch with our CRM experts, using the "Help" button on the top menu. Every Odoo Enterprise customer benefit from an unlimited support, don't hesitate to abuse it. We are here to help you.
We wish you a fun time,
For the Odoo Team,Fabien Pinckaers, Founder
Your expectations
What challenges are you dealing with? What are your expectations once you start using Odoo CRM? Having a clear idea on why you want to use a CMS and what you want to accomplish is perhaps the most important step in successful implementation.
Indeed, the number one reason why people don’t complete their CRM implementation is because they don’t have a clear vision of what they want to do with it. Don’t let that happen to you!
Once you have finished the implementation, your expectations should be met.
If not, our CRM experts are available to help you achieve your goals.
Your KPIs
What performance measures do you plan on evaluating every week?
If you are not sure, take a look at the examples.
Your Pipeline
Systematic organization is what makes the difference between good and great salespeople!
Create your opportunity pipeline to define the stages used to sell to your prospect.
Aligning your sales organization along a common process will allow you to continuously improve
your sales performance.
-
Stages from the first contact to won deals:
- #1
- #2
- #3
- #4
- #5
- #6
- #7
| Bad Requirement | Good Requirement | |
|---|---|---|
| Stage: Qualified |
You understand the customer's needs, budget and pain points | The customer understands their pain points, however they are still willing to continue in the buying process |
| Stage: Negociation |
You call the prospect for a follow up on your offer | The prospect starts to discuss your offer |
Your Customization
Every business is different.
Odoo allows you to tailor-make every application and it's usually a good advice to customize screens to fit your sales process.
Here are some of the customizations
We can add fields related to your business on any screen, for example
We can automate steps in your workflow, for example:.
We can implement custom reports for you based on your Word templates, for example:
Your Proposal
Odoo will help you create polished, professional quotations and contracts in minutes. Tell us how you sell and we will tell you what configuration will best fit your proposal process.
What kind of proposals do you usually send to your customers ?
Fixed price offer
Standard quotation (product or service)
Quote template (packaged services)
Recurring contract
Fixed price (ex: monthly subscription)
Time & material (ex: consulting mission)
However, creating these templates is a huge effort. So, you can start with simple quotes and upgrade later.
Import Products
How do you want to import your products:
Best for less than 100 products
Create a product
By using CSV file
Create 3 products manually
Export these 3 products by selecting them and chosing 'Export' from the 'More' menu
Add your existing products to this CSV file
Import the file
Developments of scripts
Odoo's web-services allows developers to create scripts that load data automatically into the system.
Read the technical documentation
Incoming Emails
Incoming email create leads automatically when a new prospect contacts you. That's the easiest way to integrate Odoo with third party apps.
The point of contact for all your prospects
Incoming email
Lead
Opportunity
Quotation
This email address has been preconfigured as the default
for your sales department.
(you can change it here)
When you create a new contact (person or company), you can automatically load all the data from LinkedIn (photos, address, etc).
Here is how to integrate LinkedIn with your contacts:
1. Go to this URL: https://www.linkedin.com/secure/developer
2. Log into LinkedIn if necessary (link at the top right)
3. Click on 
4. Fill in the form with the following data:
Copy the API Key found in Settings > Sales and hit Apply. You're done!
Reporting
Click on 'Reporting' in the main menu and generate statistics relevent to each profiles:
Exercise: Try to get the number of leads per salesperson and by creation date
A sales manager will mostly use these two reports:
Exercise: Try to analyse the average time to close a deal. Group X Axis: Creation Date Group Y Axis: Expected Closing Date Filter: Won Opportunities
Every salesperson can analyze their own pipe by clicking on the 'switch view to graph' icon.
Exercise: Try to switch the kanban to graph view
Your users
You're almost finished !
Weekly meetings
Once your CRM is up and running, it’s time to boost your revenues. Start by focusing on continuous improvement.
Organize weekly sales meetings
It's a great way to keep track of your pipeline. Start the pipeline review
by looking at the big picture; revenues and number of opportunities by stage,
by expected closing date and by salespeople. Analyzing the pipeline in stages
will provide answers questions like "Do we have enough leads?" and "How
should divide our time between qualified and new prospects?".
Analyzing the pipeline by expected closing date will help your team efficiently forecast its future revenues. Finally, having salespeople evaluate the pipeline will allow you to identify mistakes or pick up on the best practices of one team, so they can be used by all salespeople.
Study the best opportunities together
Once you have a clear idea of the big picture, focus in on the best opportunities.
Start from stages on the right (negotiation, proposal, etc) and review the biggest
opportunities one by one with the team. For every deal, identify risks and opportunities;
check the next action and expected closing; check latest customer feedback; review the
quotation; etc.
By asking a few questions, you will quickly get an understanding of what's good and what's bad in your team's sales practices - what's working and what's not working. What are the pain points? Who decides? What's the next action? And much more...
Forecast the future revenues
You can assess the maturity of a sales team by its ability to forecasts future revenues
for the coming months or quarter. Train the team to forecast efficiently by fixing expected
revenues for the next months/quarter during the sales meeting for the current month/quarter.
This will allow the team to compare expected revenues and real numbers afterwards.
Depending on how complex your business is, it may take between 6 months and 18 months for a new sales team to efficiently forecasts future revenues.
Boosting Sales
What do you need to turn your sales force from great to excellent? Just methodical organization and a clear process.
The best sales process is one that's aligned with the customer's mind and buying cycle.
For example, if you follow a "Sollution Selling" sales cycle (Territory, Qualified,
Qualified Sponsors, Proposition, etc), an opportunity should be set as "Qualified Sponsors" when
THE BUYER acknowledges their pain points, not when YOU understood their needs.
As another example,
an opportunity should be set as "Negotiation" when the buyer comes back to you to discuss the
price, not when you made a follow up call.
Check on your team discipline
For the first few months after you have implemented the opportunities pipeline, you will have to
ensure that your team follows the defined requirements at every stage. It's vital to continuously
train your team on what's needed to move opportunities from one stage to another. By reviewing the
best opportunities one at a time during the weekly sales meeting, you can constantly check that
your sales process is aligned with the customer one.
Remove the blocking points
Efficiently following up the pipeline will lead to great improvements. But to achieve excellence
in your sales organization, you need to provide your team with sales tools. For every stage of
the opportunities pipeline, identify the blocking points and create documents to train the team.
Here are a few examples:
Qualified:
Negotiation:
You don't need to review lost opportunities at every sales meeting, but it's good practice to do it at least once a month. Ask your team to set tags on opportunities to identify why they were lost and use this information to generate statistics. Here are some examples of tags to create: no budget, competition, no pain found, etc.
Fine Tune
Create customer reports
To take the pressure off monitoring and weekly sales meeting, you can create custom reports to
frequently check on your main KPIs.
You can create reports for yourself or share them with the team. Odoo also allows you to save
custom reports and create aggregated dashboards to monitor all sales activity on a single screen.
Integrate with Google Spreadsheet
In addition, you can use Google Spreadsheet integration to sync data from a spreadsheet and Odoo.
This is a great tool for integrating formulae for the computation of commissions, integrating
performance with the budgets, etc.
Boost Lead
Odoo is the only software in the world to fully integrate marketing with the whole of your sales channel (insight sales, point of sale, ecommerce).
To boost your lead acquisition machine, you should have a look at our marketing apps:
Live Chat
Engage directly with your website visitors to attract leads and boost online sales.
Install Live ChatWebsite Builder
Get an awesome website for your business. Fully customizable and SEO friendly.
Install Website BuilderCongratulations, you're done !
We hope this process helped you improve your sales strategy.
Don't hesitate to send us an email to describe
your experience or to suggest improvements !
Happy Selling!
- The Odoo Team
