Leads toewijzen met voorspellende leadscoring

The Odoo CRM app can automatically assign leads/opportunities to sales teams and salespeople. A standard practice is to assign leads based on the probability of winning each lead. Companies can prioritize the leads that are more likely to result in successful deals by quickly assigning them to the appropriate salespeople.

Odoo automatically calculates the probability of winning each lead using a method called predictive lead scoring.

Voorspellend scoren van leads

Predictive lead scoring is a machine-learning model that uses historical data from Odoo CRM to score open leads/opportunities.

Terwijl een bedrijf opportunities door de CRM-pijplijn verwerkt, verzamelt Odoo gegevens over welke opportunities worden gewonnen en verloren. Predictive lead scoring gebruikt deze gegevens om de kans te voorspellen dat elke nieuwe lead of kans wordt gewonnen.

Hoe meer kansen er door de CRM-pijplijn worden gestuurd, hoe meer gegevens Odoo verzamelt, wat resulteert in nauwkeurigere waarschijnlijkheden.

Specifically, Odoo’s predictive lead scoring uses the naive Bayes probability model:

\[\begin{equation} P(A | B) = \frac{P(A) \times P(B | A)}{P(B)} \end{equation}\]

De vergelijking openbreken:

• \(P(A|B)\) = probability of a successful lead in this case

• \(P(A)\) = overall probability of a lead being successful, regardless of the conditions

• \(P(B|A)\) = probability of this being the case, given a lead is successful

• \(P(B)\) = probability of this being the case

The term case refers to the variables that can affect a lead being successful in Odoo. This can include variables, such as the assigned salesperson, the source of the lead, the language of the lead, and other historical and demographic data.

The variables considered in this calculation can be configured to tailor the calculation to each business’s needs.

The probability of success for each opportunity is displayed on the opportunity form, and updates automatically, as the opportunity progresses through the CRM pipeline.

When an opportunity moves to the next stage, its probability of success automatically increases, according to the predictive lead scoring algorithm.

Configuratie

Predictive lead scoring is always active in Odoo CRM. However, the variables used to calculate the probability of success can be customized in the settings.

To customize the variables used by predictive lead scoring, go to CRM app ‣ Configuration ‣ Settings. Under Predictive Lead Scoring, click the Update Probabilities button.

Klik vervolgens op het vervolgkeuzemenu om te kiezen met welke variabelen de functie voor voorspellend scoren van leads rekening moet houden.

Elk aantal van de volgende variabelen kan worden geactiveerd:

• State: de geografische staat waar de kans vandaan komt

• Country: the geographical country from which the opportunity originates

• Phone Quality: whether or not a phone number is listed for the opportunity

• Email Quality: of er al dan niet een e-mailadres wordt vermeld voor de gelegenheid

• Source: the source of an opportunity (e.g. search engine, social media)

• Language: the spoken language specified on the opportunity

• Tags: the tags placed on the opportunity

Notitie

De variabelen Stage en Team zijn altijd van kracht. Stage verwijst naar het CRM-pijplijnstadium waarin een opportunity zich bevindt. team` verwijst naar het verkoopteam dat is toegewezen aan een opportunity. Predictive lead scoring houdt altijd rekening met deze twee variabelen, ongeacht welke optionele variabelen zijn geselecteerd.

Klik vervolgens op het datumveld naast de optie Consider leads created as of the: om de datum te selecteren vanaf wanneer predictive lead scoring begint met de berekeningen.

Klik ten slotte op Confirm om de wijzigingen op te slaan.

Change the probability manually

De kans op succes van een opportunity kan handmatig worden gewijzigd op het opportunityformulier. Klik op het kansnummer om het te bewerken.

Belangrijk

Manually changing the probability removes the automatic probability updates for that opportunity. The probability no longer updates automatically, as the opportunity moves through each stage of the pipeline.

To reactivate automatic probability, click on the (gear) icon next to the :guilabel:`Probability percentage.

Leads toewijzen op basis van waarschijnlijkheid

Odoo CRM can assign leads/opportunities to sales teams and salespeople, based on specified rules. Create assignment rules, based on the leads’ probability of success, to prioritize those that are more likely to result in deals.

Op regels gebaseerde toewijzing configureren

To activate Rule-Based Assignment, navigate to CRM app ‣ Configuration ‣ Settings, and tick the Rule-Based Assignment checkbox. Then, click Save.

The Rule-Based Assignment` feature can be set to run Manually, meaning an Odoo user must manually trigger the assignment, or Repeatedly, meaning Odoo will automatically trigger the assignment according to the chosen time period.

To set up automatic lead assignment, select Repeatedly for the Running section. Then, customize how often Odoo will trigger the automatic assignment in the Repeat every section.

If Rule-Based Assignment is set to run Repeatedly, the assignment can still be triggered manually using the circular arrow icon in the Rule-Based Assignment settings (or using the Assign Leads button on the sales team configuration page).

Toewijzingsregels configureren

Next, configure the assignment rules for each sales team and/or salesperson. These rules determine which leads Odoo assigns to which people. To get started, navigate to CRM app ‣ Configuration ‣ Sales Teams, and select a sales team.

On the sales team configuration form, under Assignment Rules, click Edit Domain to configure the rules that Odoo uses to determine lead assignment for this sales team. The rules can include anything that may be relevant for this company or team, and any number of rules can be added.

Click Add Filter to start creating assignment rules. Click on the + sign on the right of the assignment rule to add another line. Click on the x symbol to remove the line.

To create an assignment rule based on an opportunity’s probability of success, click on the far left drop-down menu of an assignment rule line, and select Probability.

Selecteer in het middelste uitklapmenu het gewenste vergelijkingssymbool - waarschijnlijk het symbool voor groter dan, minder dan, groter dan of gelijk aan, of minder dan of gelijk aan.

Voer in de uiterst rechtse ruimte de gewenste getalswaarde van de waarschijnlijkheid in. Klik ten slotte op Opslaan om de wijzigingen op te slaan.

Example

To configure an assignment rule such that a sales team receives leads that have a probability of success of 20% or greater, create a Domain line that reads: Probability >= 20.

Er kunnen ook aparte toewijzingsregels worden geconfigureerd voor individuele teamleden. Klik op de configuratiepagina van het verkoopteam op een teamlid op het tabblad Leden en bewerk vervolgens de sectie Domein. Klik op Opslaan om de wijzigingen op te slaan.

If automatic lead assignment is configured in the settings, both the sales team and individual team members have the option to Skip auto assignment. Check this box to omit a particular sales team or salesperson from being assigned leads automatically by Odoo’s Rule-Based Assignment feature. If Skip auto assignment is activated, the sales team or salesperson can still be assigned leads manually.

Om handmatig leads aan dit verkoopteam toe te wijzen, klik je op de knop Leads toewijzen boven aan de configuratiepagina van het verkoopteam. Hierdoor worden alle leads toegewezen die momenteel niet zijn toegewezen en die overeenkomen met het opgegeven domein van dit team.