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Understanding Leads and Predictive Lead Scoring in Odoo 18 CRM

Understanding Leads and Predictive Lead Scoring in Odoo 18 CRM

đź“Ś What is a Lead?

In the sales and marketing world, a lead is essentially any contact or inquiry from a potential customer. It could be a phone number, email address, social media profile, or just a name—basically any piece of contact information your sales team collects.

Leads are your starting point. They might be curious prospects, potential long-term clients, or just one-time inquiries. But they all represent opportunities.

Businesses generate leads through a variety of channels—email campaigns, website forms, live chats, advertisements, events, and more. The challenge, however, is not just collecting leads—but identifying which ones are actually worth pursuing.

🎯 Not All Leads Are Created Equal

Some leads are just browsing. Others are seriously interested. That’s where lead scoring comes in.

Lead scoring is the process of ranking leads based on how likely they are to convert into customers. Instead of treating all leads equally, you give higher scores to those who match your ideal buyer profile or show high engagement levels.

đź’ˇ What is Lead Scoring?

Lead scoring assigns values (usually numbers or points) to leads based on factors like:

  • Demographics (age, location, job role)
  • Engagement (email opens, clicks, replies)
  • Company details (industry, size)

Behavior (website visits, downloads)

For example:

  • A university student might score lower for a B2B ERP system.
  • A business manager browsing your product page multiple times might score higher.

đź”® Enter Predictive Lead Scoring

Predictive lead scoring takes things to the next level by using machine learning and historical data to evaluate your leads.

Instead of assigning scores manually, the system analyzes patterns from past successful leads to predict how likely a new lead is to convert. It’s smarter, faster, and gets better over time.

Odoo 18 CRM has built-in support for predictive lead scoring, making it easier than ever to focus on leads that actually matter.

⚙️ How Predictive Lead Scoring Works in Odoo 18

Here’s how you can activate and configure predictive lead scoring inside Odoo 18 CRM:

Step 1: Enable Predictive Lead Scoring

  • Go to CRM > Configuration > Settings
  • Under the Leads & Opportunities section, enable Predictive Lead Scoring

This unlocks a new layer of automation within your CRM.

Step 2: Choose Fields for Scoring

  • You’ll see a list of fields used to calculate the score. Common ones include:

    • Phone Quality
    • Email Quality
    • Country
    • State
    • Source
    • Tags

    You can customize this list—add fields that matter to your business and remove the ones that don’t.

Step 3: Update Probabilities

  • Click on the Update Probabilities button to refresh scoring logic based on the selected fields. Odoo will re-calculate the scoring algorithm using historical data.

Step 4: Create a New Lead and See It in Action

    1. Go to CRM > Leads
    2. Click Create to add a new lead
    3. Enter basic info (name, phone, email)

    You’ll see the Probability field automatically showing a score (e.g., 7.92%). As you enter more details—like location, email, phone quality, etc.—the score will update in real time (e.g., it may jump to 26.19%).

Step 5: Customize Lead Scoring Further

Want to tweak your scoring formula?

  • Go back to Settings
  • Add or remove fields used in prediction (e.g., remove Phone Quality, add Language)
  • Click Update again

This flexibility allows you to refine the algorithm over time, based on what actually drives conversions in your business.

🚀 The Power of Predictive Scoring in Sales

By automating the lead scoring process, Odoo 18 CRM helps your sales team:

  • Prioritize the right leads
  • Save time chasing cold prospects
  • Increase conversion rates
  • Focus efforts where they’ll have the most impact

This data-driven strategy improves sales performance and boosts revenue by helping you invest energy in the most promising opportunities.

âś… Final Thoughts

In today’s fast-paced, competitive landscape, it’s not about how many leads you collect—it’s about identifying the ones that count.

With predictive lead scoring in Odoo 18, your CRM becomes smarter and more efficient. You don’t just manage leads—you understand them, rank them, and convert them faster.

Perfect for any business ready to scale smarter and sell better.

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