Driving sales should never be based on guesswork
Sales is a fast-moving business. Between incoming opportunities, ongoing negotiations, forgotten follow-ups and customers disappearing off the radar, feeling is no longer enough. You need data. Not indigestible tables or unreadable reports, no. Just simple, visual, actionable indicators.
With Odoo CRMA wealth of information on your sales performance is just a click away. You just need to know what to look for - and, above all, how to interpret it.
1. Opportunity conversion rate: your barometer of success
This KPI is one of the most telling. It tells you, in black and white: out of 10 opportunities, how many became sales?
A good conversion rate shows that :
- Your leads are well qualified
- Your offers are clear
- Your sales reps follow the right prospects
But if this rate stagnates or drops, it's often a warning sign. Poor targeting? Customer journey too long? Lack of follow-ups? Odoo CRM allows you to break down the conversion rate by source of acquisition, by channel, or by phase of the customer journey. And that's where it gets interesting: you can adjust where it's really stuck, and not blindly.
2. The average value of an opportunity: an indicator of potential
You could have a good conversion rate... but on low-value opportunities. Wouldn't that be a shame?
This indicator tells you clearly :
- What's the average return on a completed sale?
- Are your salespeople targeting the right customers?
- Where is your pipeline's true potential?
With Odoo, you can track this data in real time. It enables you to assess the quality of the portfolio of opportunities, and redirect efforts if necessary. You can also identify "time-intensive but low return" files. Because steering also means learning to say no, or to prioritize intelligently.
3. Average transformation time: the silent enemy of your margin
We don't always think about it, but the time between first contact and signature can make all the difference. Too long a cycle means :
- Lower profitability
- Frustrated sales teams
- Prospects losing patience... or interest
Odoo lets you calculate this time precisely, by customer segment, by sales rep or by product. And here again, the analysis may surprise you: sometimes, just a small adjustment is all that's needed to make the whole process run more smoothly. A better sales pitch. A clearer follow-up e-mail. A faster quotation.
This is the kind of micro-optimization that, on the scale of a quarter, changes everything.
4. Business volume: measuring effort, not just results
A salesperson who doesn't sign isn't necessarily a bad salesperson. Perhaps he simply lacks interaction with his prospects.
Calls, appointments, emails, reminders... Odoo CRM enables you to track all your sales actions. And what you see is often revealing.
Some salespeople work hard but don't convert. Others convert well but lack rhythm. By observing the volume of activity, you can :
- Identify sticking points
- Customize your coaching actions
- Giving a boost to those who need it
It's an invaluable tool for managing with kindness, but also with precision.
Why these 4 indicators are enough (and how to use them)
You could track 25 KPIs. But what's the point if nobody reads them, or if they don't help you decide?
These 4 simple indicators - conversion rate, average value, time-to-signature, business volume - are more than enough to give you a clear, usable view of your sales performance.
Their strength? They complement each other. They tell you the "what", the "how much", the "when" and the "how". And best of all, they're directly visible and usable in Odoo CRM, without the need for tweaks or external spreadsheets.
Turn data into concrete decisions with TSC Experts
At TSC Expertswe don't deliver raw CRM.
We'll help you configure it intelligently and get the most out of it.
- We work with you to define the right indicators
- Customize your dashboards
- We train your teams to read them... and understand them
- We help you analyze data for better management
Because a good CRM isn't just a customer database.
It's a dashboard for making the right decisions at the right time.
