9
.. i18n: A lead represents a potential customer or a possible future business or sales opportunity. They
10
.. i18n: aren't usually qualified yet and they aren't yet assigned to an individual person for following up.
11
.. i18n: When a lead needs to be followed up, it's converted to a partner and/or a sales opportunity.
14
A lead represents a potential customer or a possible future business or sales opportunity. They
15
aren't usually qualified yet and they aren't yet assigned to an individual person for following up.
16
When a lead needs to be followed up, it's converted to a partner and/or a sales opportunity.
18
.. i18n: For example, the following events could result in the creation of one or several leads:
21
For example, the following events could result in the creation of one or several leads:
23
.. i18n: * A business card from a prospective customer met briefly at an exhibition: you must contact him
24
.. i18n: again to qualify the lead and to know if there is any possibility of a key sales opportunity,
26
.. i18n: * A database of potential customers in a given sector and region. The potential customers must be
27
.. i18n: contacted again individually or using a mass mailing to determine which contacts need to be followed
30
.. i18n: * A contact that you've been given by a friend. You must then qualify it before starting to assign a
31
.. i18n: salesperson to the contact,
33
.. i18n: * A form completed on your website directly integrated into OpenERP. Before converting the form
34
.. i18n: into a sale proposition or opportunity, you should read and handle the person's request.
37
* A business card from a prospective customer met briefly at an exhibition: you must contact him
38
again to qualify the lead and to know if there is any possibility of a key sales opportunity,
40
* A database of potential customers in a given sector and region. The potential customers must be
41
contacted again individually or using a mass mailing to determine which contacts need to be followed
44
* A contact that you've been given by a friend. You must then qualify it before starting to assign a
45
salesperson to the contact,
47
* A form completed on your website directly integrated into OpenERP. Before converting the form
48
into a sale proposition or opportunity, you should read and handle the person's request.
50
.. i18n: .. note:: Separation of sales services
52
.. i18n: In companies of a certain type, you often distinguish between the sales department and the
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.. i18n: presales department.
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.. i18n: The role of the presales department is to acquire and qualify new leads,
55
.. i18n: and the role of the sales department is to crystallize the sales opportunities or work with
56
.. i18n: existing customers.
59
.. note:: Separation of sales services
61
In companies of a certain type, you often distinguish between the sales department and the
63
The role of the presales department is to acquire and qualify new leads,
64
and the role of the sales department is to crystallize the sales opportunities or work with
67
.. i18n: System users in the pre-sales department will usually work on leads. Once these leads are
68
.. i18n: converted into customers or sales opportunities the sales department pays individual attention to
69
.. i18n: each opportunity.
72
System users in the pre-sales department will usually work on leads. Once these leads are
73
converted into customers or sales opportunities the sales department pays individual attention to
76
.. i18n: Entering prospects into the system
77
.. i18n: ----------------------------------
80
Entering prospects into the system
81
----------------------------------
83
.. i18n: New prospects are usually entered as a lead in the system. This means that you don't create a
84
.. i18n: partner form or sales opportunity until you have qualified whether the lead is interesting or not.
85
.. i18n: If the new contact is indeed interesting you then enter the data on into a partner form and,
86
.. i18n: eventually, a sales opportunity.
89
New prospects are usually entered as a lead in the system. This means that you don't create a
90
partner form or sales opportunity until you have qualified whether the lead is interesting or not.
91
If the new contact is indeed interesting you then enter the data on into a partner form and,
92
eventually, a sales opportunity.
94
.. i18n: To enter a lead manually use the menu :menuselection:`CRM & SRM --> Sales --> Leads --> New Lead`. A
95
.. i18n: form opens to let you enter data about this new contact.
98
To enter a lead manually use the menu :menuselection:`CRM & SRM --> Sales --> Leads --> New Lead`. A
99
form opens to let you enter data about this new contact.
101
.. i18n: .. figure:: images/crm_lead_new.png
103
.. i18n: :align: center
105
.. i18n: *Creating a new lead*
108
.. figure:: images/crm_lead_new.png
112
*Creating a new lead*
114
.. i18n: Leads have a status that depends on the qualification work that's been carried out:
117
Leads have a status that depends on the qualification work that's been carried out:
119
.. i18n: * ``Draft`` : the lead data has been entered, any work has not yet been done and a salesperson has not
120
.. i18n: yet been assigned to the request,
122
.. i18n: * ``Open`` : the lead is being handled,
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.. i18n: * ``Closed`` : the lead has been converted into a partner and/or a sales opportunity,
126
.. i18n: * ``Waiting`` : the lead is waiting for a response from the customer,
128
.. i18n: * ``Cancelled`` : the lead has been cancelled because the salesperson has decided that it's not worth
129
.. i18n: following up.
132
* ``Draft`` : the lead data has been entered, any work has not yet been done and a salesperson has not
133
yet been assigned to the request,
135
* ``Open`` : the lead is being handled,
137
* ``Closed`` : the lead has been converted into a partner and/or a sales opportunity,
139
* ``Waiting`` : the lead is waiting for a response from the customer,
141
* ``Cancelled`` : the lead has been cancelled because the salesperson has decided that it's not worth
144
.. i18n: When a new lead has been created it's automatically put into the open state.
147
When a new lead has been created it's automatically put into the open state.
149
.. i18n: You can also import a huge list of leads. That's useful if you've bought a database of
150
.. i18n: potential prospects and you want to load them all into the system to handle them all at the same time.
153
You can also import a huge list of leads. That's useful if you've bought a database of
154
potential prospects and you want to load them all into the system to handle them all at the same time.
156
.. i18n: To do that you should start with a list of leads in CSV format. If your prospects are provided in
157
.. i18n: another format it's easy to convert them to the CSV format using Microsoft Excel or OpenOffice Calc.
158
.. i18n: Open the leads list using the menu :menuselection:`CRM & SRM --> Sales -> Leads -> My Leads`. At
159
.. i18n: the bottom of the list click on the :guilabel:`Import` link. OpenERP opens a form for importing the
163
To do that you should start with a list of leads in CSV format. If your prospects are provided in
164
another format it's easy to convert them to the CSV format using Microsoft Excel or OpenOffice Calc.
165
Open the leads list using the menu :menuselection:`CRM & SRM --> Sales -> Leads -> My Leads`. At
166
the bottom of the list click on the :guilabel:`Import` link. OpenERP opens a form for importing the
169
.. i18n: .. figure:: images/crm_lead_import.png
171
.. i18n: :align: center
173
.. i18n: *Importing leads into the system*
176
.. figure:: images/crm_lead_import.png
180
*Importing leads into the system*
182
.. i18n: You then define which columns are present in your CSV file in the correct order. Then select your file
183
.. i18n: and click on :guilabel:`Import`. Check in the chapter about system administration, :ref:`ch-config`, for more
184
.. i18n: information on import and export.
187
You then define which columns are present in your CSV file in the correct order. Then select your file
188
and click on :guilabel:`Import`. Check in the chapter about system administration, :ref:`ch-config`, for more
189
information on import and export.
191
.. i18n: .. tip:: Various Imports
193
.. i18n: Importing and Exporting data in OpenERP is a generic function available to all resources.
194
.. i18n: So you can import and export such lists as partners, sales opportunities, accounting entries,
195
.. i18n: products and pricelists.
198
.. tip:: Various Imports
200
Importing and Exporting data in OpenERP is a generic function available to all resources.
201
So you can import and export such lists as partners, sales opportunities, accounting entries,
202
products and pricelists.
204
.. i18n: There are other methods of importing leads automatically or semi-automatically:
207
There are other methods of importing leads automatically or semi-automatically:
209
.. i18n: * Using the Outlook or Thunderbird plugin to insert new leads directly from an email client after a
210
.. i18n: salesperson sees promising emails,
212
.. i18n: * Using the email gateway for each incoming email from a certain address (such as
213
.. i18n: info@mycompany.com) creating a lead automatically from the contents of the email,
215
.. i18n: * Using OpenERP's XML-RPC web-services to connect to a form on your website.
218
* Using the Outlook or Thunderbird plugin to insert new leads directly from an email client after a
219
salesperson sees promising emails,
221
* Using the email gateway for each incoming email from a certain address (such as
222
info@mycompany.com) creating a lead automatically from the contents of the email,
224
* Using OpenERP's XML-RPC web-services to connect to a form on your website.
226
.. i18n: These different methods are described in the next CRM chapter, :ref:`ch-crm`.
229
These different methods are described in the next CRM chapter, :ref:`ch-crm`.
231
.. i18n: Organizing leads
232
.. i18n: ----------------
238
.. i18n: To help the users organize and handle leads efficiently, OpenERP provides several menus in the CRM
239
.. i18n: system that can be used depending on the needs of each:
242
To help the users organize and handle leads efficiently, OpenERP provides several menus in the CRM
243
system that can be used depending on the needs of each:
245
.. i18n: * :menuselection:`CRM & SRM --> Sales --> Leads --> New Lead` opens an entry form directly onto a new lead. This menu can
246
.. i18n: usefully be put into your shortcuts,
248
.. i18n: * :menuselection:`CRM & SRM --> Sales --> Leads --> My Leads` gives a list of all the leads (both open and not) which you're
251
.. i18n: * :menuselection:`CRM & SRM --> Sales --> Leads --> My Leads --> My Current Leads` gives a list of all your leads that you
252
.. i18n: still need to handle (your open, draft and waiting leads),
254
.. i18n: * :menuselection:`CRM & SRM --> Sales --> Leads --> My Leads --> My Current Leads --> My Pending Leads` gives a list of all your
255
.. i18n: leads that are still waiting for a customer response. This enables you to check periodically on
256
.. i18n: your work to do,
258
.. i18n: * :menuselection:`CRM & SRM --> Sales --> Leads --> All Leads` is a list of all the leads assigned to different salespeople.
259
.. i18n: This menu as those beneath it are used by managers to check on each person's work.
262
* :menuselection:`CRM & SRM --> Sales --> Leads --> New Lead` opens an entry form directly onto a new lead. This menu can
263
usefully be put into your shortcuts,
265
* :menuselection:`CRM & SRM --> Sales --> Leads --> My Leads` gives a list of all the leads (both open and not) which you're
268
* :menuselection:`CRM & SRM --> Sales --> Leads --> My Leads --> My Current Leads` gives a list of all your leads that you
269
still need to handle (your open, draft and waiting leads),
271
* :menuselection:`CRM & SRM --> Sales --> Leads --> My Leads --> My Current Leads --> My Pending Leads` gives a list of all your
272
leads that are still waiting for a customer response. This enables you to check periodically on
275
* :menuselection:`CRM & SRM --> Sales --> Leads --> All Leads` is a list of all the leads assigned to different salespeople.
276
This menu as those beneath it are used by managers to check on each person's work.
278
.. i18n: .. figure:: images/crm_leads_list.png
280
.. i18n: :align: center
282
.. i18n: *List of leads to be handled*
285
.. figure:: images/crm_leads_list.png
289
*List of leads to be handled*
291
.. i18n: Leads are prioritized. Salespeople should ideally start at the top of the list. They then open a
292
.. i18n: form to describe the lead. At this stage they contact the suspected customer by email or phone and enter the
293
.. i18n: result of the contact on the lead form.
296
Leads are prioritized. Salespeople should ideally start at the top of the list. They then open a
297
form to describe the lead. At this stage they contact the suspected customer by email or phone and enter the
298
result of the contact on the lead form.
300
.. i18n: They can then change the status of the lead to a state that depends on the response from the
304
They can then change the status of the lead to a state that depends on the response from the
307
.. i18n: * ``Cancelled`` : not to be followed as a lead,
309
.. i18n: * ``Waiting`` : waiting for a response from the suspect.
312
* ``Cancelled`` : not to be followed as a lead,
314
* ``Waiting`` : waiting for a response from the suspect.
316
.. i18n: Converting leads into customers or opportunities
317
.. i18n: ------------------------------------------------
320
Converting leads into customers or opportunities
321
------------------------------------------------
323
.. i18n: If a lead is interesting you convert it into a partner in the system. To do that, push the button
324
.. i18n: :guilabel:`Convert to Partner`. OpenERP opens a partner form with the information from the lead entered
325
.. i18n: into it. At this stage you can add more information such as the exact partner address and the
326
.. i18n: contact details.
329
If a lead is interesting you convert it into a partner in the system. To do that, push the button
330
:guilabel:`Convert to Partner`. OpenERP opens a partner form with the information from the lead entered
331
into it. At this stage you can add more information such as the exact partner address and the
334
.. i18n: The created partner is automatically attached to the lead, which enables you to keep complete
335
.. i18n: traceability from the lead. To do that look at the second tab in the lead :guilabel:`History`.
338
The created partner is automatically attached to the lead, which enables you to keep complete
339
traceability from the lead. To do that look at the second tab in the lead :guilabel:`History`.
341
.. i18n: If the salesperson thinks that there is a real opportunity with the lead, following the contact, he
342
.. i18n: can convert it into a sales opportunity using the button :guilabel:`Convert to Opportunity`. OpenERP then
343
.. i18n: opens a window asking the title of the opportunity, the estimated revenue and the percentage success
344
.. i18n: of converting to a sale.
347
If the salesperson thinks that there is a real opportunity with the lead, following the contact, he
348
can convert it into a sales opportunity using the button :guilabel:`Convert to Opportunity`. OpenERP then
349
opens a window asking the title of the opportunity, the estimated revenue and the percentage success
350
of converting to a sale.
352
.. i18n: .. figure:: images/crm_lead_convert.png
354
.. i18n: :align: center
356
.. i18n: *Converting a lead into a sales opportunity*
359
.. figure:: images/crm_lead_convert.png
363
*Converting a lead into a sales opportunity*
365
.. i18n: Some companies have more advanced processes for the qualification of a lead. They pass through
366
.. i18n: several steps, such as first call, renewing contact, waiting for a verbal agreement. You can then
367
.. i18n: use the field :guilabel:`Step` that is found up to the right of the lead definition. To move it
368
.. i18n: automatically through the next step, you can use the button that looks like a right arrow.
371
Some companies have more advanced processes for the qualification of a lead. They pass through
372
several steps, such as first call, renewing contact, waiting for a verbal agreement. You can then
373
use the field :guilabel:`Step` that is found up to the right of the lead definition. To move it
374
automatically through the next step, you can use the button that looks like a right arrow.
376
.. i18n: .. Copyright © Open Object Press. All rights reserved.
379
.. Copyright © Open Object Press. All rights reserved.
381
.. i18n: .. You may take electronic copy of this publication and distribute it if you don't
382
.. i18n: .. change the content. You can also print a copy to be read by yourself only.
385
.. You may take electronic copy of this publication and distribute it if you don't
386
.. change the content. You can also print a copy to be read by yourself only.
388
.. i18n: .. We have contracts with different publishers in different countries to sell and
389
.. i18n: .. distribute paper or electronic based versions of this book (translated or not)
390
.. i18n: .. in bookstores. This helps to distribute and promote the OpenERP product. It
391
.. i18n: .. also helps us to create incentives to pay contributors and authors using author
392
.. i18n: .. rights of these sales.
395
.. We have contracts with different publishers in different countries to sell and
396
.. distribute paper or electronic based versions of this book (translated or not)
397
.. in bookstores. This helps to distribute and promote the OpenERP product. It
398
.. also helps us to create incentives to pay contributors and authors using author
399
.. rights of these sales.
401
.. i18n: .. Due to this, grants to translate, modify or sell this book are strictly
402
.. i18n: .. forbidden, unless Tiny SPRL (representing Open Object Press) gives you a
403
.. i18n: .. written authorisation for this.
406
.. Due to this, grants to translate, modify or sell this book are strictly
407
.. forbidden, unless Tiny SPRL (representing Open Object Press) gives you a
408
.. written authorisation for this.
410
.. i18n: .. Many of the designations used by manufacturers and suppliers to distinguish their
411
.. i18n: .. products are claimed as trademarks. Where those designations appear in this book,
412
.. i18n: .. and Open Object Press was aware of a trademark claim, the designations have been
413
.. i18n: .. printed in initial capitals.
416
.. Many of the designations used by manufacturers and suppliers to distinguish their
417
.. products are claimed as trademarks. Where those designations appear in this book,
418
.. and Open Object Press was aware of a trademark claim, the designations have been
419
.. printed in initial capitals.
421
.. i18n: .. While every precaution has been taken in the preparation of this book, the publisher
422
.. i18n: .. and the authors assume no responsibility for errors or omissions, or for damages
423
.. i18n: .. resulting from the use of the information contained herein.
426
.. While every precaution has been taken in the preparation of this book, the publisher
427
.. and the authors assume no responsibility for errors or omissions, or for damages
428
.. resulting from the use of the information contained herein.
430
.. i18n: .. Published by Open Object Press, Grand Rosière, Belgium
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.. Published by Open Object Press, Grand Rosière, Belgium
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i18n/ru/source/book/2/2_4_Leads/2_4_Leads.rst
