Lead Scoring and Qualification in Odoo CRM#
Not all leads are equal. Lead scoring helps sales teams focus effort on prospects most likely to buy - reducing wasted time on low-quality leads while ensuring high-potential opportunities get prompt attention.
Lead Scoring Approaches in Odoo#
Odoo supports two scoring models:
1. AI-Predictive Scoring (Odoo's built-in):
CRM → Configuration → Settings → Leads → Predictive Lead Scoring:
- Odoo's ML model analyzes historical won/lost deals
- Automatically assigns a probability score (0–100%) to each lead
- Factors: company size, industry, country, lead source, stage progression speed
2. Manual Scoring Rules (more control):
Create scoring rules based on specific criteria:
- Company size > 100 employees: +20 points
- Industry = Manufacturing: +15 points
- Downloaded whitepaper: +10 points
- Attended webinar: +15 points
- Responded to email within 24 hours: +10 points
- Budget confirmed: +25 points
Total score determines priority tier.
BANT Qualification Framework#
Before moving a lead to "Opportunity," qualify using BANT:
- Budget: does the prospect have budget for this purchase?
- Authority: is your contact the decision-maker?
- Need: do they have a genuine problem your product solves?
- Timeline: when do they need a solution?
Create custom fields on the Opportunity for each BANT factor:
CRM → Configuration → Fields → Add (Budget Confirmed, Decision Maker Confirmed, etc.)
Qualification Gate in the Pipeline#
Add a "Qualified" stage before "Proposal":
- Leads must pass BANT before entering Qualified
- Only Qualified opportunities get a proposal (saves proposal effort)
- Pipeline filter: view only Qualified opportunities for forecasting
Using Lead Scoring for Routing#
Route high-scoring leads to senior reps automatically:
CRM → Configuration → Assignment Rules → New:
- If Score > 70: assign to Senior Sales Rep Team
- If Score 30–70: assign to Mid-Level Rep
- If Score < 30: nurture sequence (email automation), no rep assigned yet
Lead Disqualification#
When a lead doesn't qualify:
CRM → [Lead] → Mark as Lost:
- Select Lost Reason: "Budget not confirmed", "No decision timeline", "Wrong ICP"
- Lead removed from pipeline
- Reporting on lost reasons guides lead quality improvements upstream (marketing targeting)