This guide will help you implement your sales funnel and give you best practices to bring your sales vision to life with Odoo.
The whole process may take a few hours, some discussions with your colleagues and several cups of coffee to go through. But don't worry, you can return to this tool at any time.We are here to help you. If you get stuck, do not hesitate to reach our CRM experts.
Have fun deploying your sales strategy,
We wish you a fun time,
For the Odoo Team,Fabien Pinckaers, Founder
What are your sales objectives? What challenges are you dealing with? Being clear on your expectations is the first step of a successful implementation.
At the end of the deployment process, your expectations should be reached.
If not, our CRM experts are available to help you achieve your goals.
What are the main KPIs you need to track the sales actities? You may take a look at the examples using the right icon.
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 on a common process will allow you to continuously improve your sales techniques.
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Stages from the initial contact to won deals:
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Great pipelines have stages aligned with the buyer's buying process, not your selling process:
| Example: Qualified stage | Example: Negotiation stage | ||
|---|---|---|---|
| The customer understood his pain points and proposed the next step in the buying process | The prospect started to discuss your offer | ||
| You understand the customer need, it's budget and his pain points | You called the prospect for a follow up on your offer |
Every business is different
Odoo allows you to customize every application and it's usually a good advice to customize screens to fit your sales process.
Here are some of the customizations available:
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:
We have special options for unlimited number of customizations !
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 quotation process.
What kind of proposals do you usually send to your customers ?
Standard quotation (products or services)
Quote template (packaged services)
Fixed price (ex: monthly subscription)
Time & material (ex: consulting mission)
Unless you are starting a new business, you probably have a list of Customers and Vendors you'd like to import.
One by one
From a CSV file
We can handle the whole importation process for you: simply send your Odoo Project Manager a CSV file containing all your data.
You have two options to import your products:
Best for less than 100 products
Create a product
By using CSV file
In Odoo, there are 3 different ways to manage your products prices.
Each product can only have one price.
Note: your product needs to be marked as 'Can be Sold' to have a Sale Price.
Your Products prices can vary based on:
Use this option if you need a Sale pricelist for customers and a Purchase pricelist for suppliers.
Prices can be calculated by advanced formulas.
Example: 15% discount when buying more than 3 t-shirts.
You can also combine several rules into a sequence.
Example: additional 10% discount during summer sales
If you don't want to use unique prices, activate the 'Use pricelists to adapt your price per customers' option in your Sales Settings.
You can change the Price options at anytime, so we recommend you to select the easiest option that suits your needs for now.
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
This email address has been preconfigured as the default
for your sales department.
(you can change it here)
Incoming email
Lead
Opportunity
Quotation
Contact Us
to setup your own domain
name(sales@yourcompany.com)
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
Leads Analysis (if leads are activated)
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
You're almost finished !
Once you’ve deployed your CRM, it’s time to grow your revenues. Start by setting up a continuous improvement approach.We recommend you to organize weekly sales meeting with the team during which you will do a pipeline review.
Organize weekly sales meetings
It's a great way to see where you can improve and keep track of the progress of your sales team. 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 by expected closing date will help your team efficiently forecast its future revenues. The pipeline review will allow you to identify sales inefficiencies or pick up on the best practices.
Review the top 5 opportunities
Once the big picture is clear, focus 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, review the next action, the expected closing, the pain points, the expected revenues, the buying process, etc.
Forecast future revenues
You can assess the maturity of a sales team by its ability to forecasts future revenues
for the coming months or quarters. Train the team to forecast efficiently by having
an up-to-date pipeline of opportunities.
After a few month, set the real success rate according to the stages, to have
accurate expected revenues by closing date.
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.
The three main practices to develop a sales force are methodical organization, trainings and good sales tools.
If you followed the preceeding steps, you already setup the foundations to a strong process leading to continuous improvements of your sales teams.
Trainings
To build a strong sales training program, you can use the following
apps of Odoo:
- Use survey to create tests and certifications.
- Use survey to create tests and certifications.
- Use Slides to organize all your documents like: customer presentations, product sheets, comparisons with competitors, pain points sheets, training materials, etc.
- Use Slides to organize all your documents like: customer presentations, product sheets, comparisons with competitors, pain points sheets, training materials, etc.
- Use Gamification to create internal challenge for your salesmen
- Use Gamification to create internal challenge for your salesmen
Sales tools
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.
Odoo is the world's only software to have a full integration of Marketing Apps 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 BuilderGamification
Encourage your salesmen to perform better through custom challenges.
Install GamificationCongratulations, 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
