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CRM Lead Nurture

Purpose​

CRM Lead Nurture records a business disposition before a lead or opportunity leaves the active pipeline. It distinguishes native Lost outcomes from nurture, invalid contacts, duplicates, spam, territory issues, and other closure reasons. A nurture plan can bring a record back on a specified date, with a selected salesperson, stage, and follow-up activity.

This guide follows the Odoo 19.0 source. The workflow and fictional exercise are source-derived; no scheduled recycling or CRM mutation was executed during this review.

Before you start​

Install the package matching your Odoo major. Odoo 19.0 requires CRM (crm), with no mandatory Enterprise or other paid Corvus dependency. The 15.0 manifest additionally requires base_sparse_field.

Prepare the disposition vocabulary, native lost reasons, recycle stages, and follow-up activity types. Have an administrator assign sales access and the appropriate disposition-management role. If combining CRM Lead Nurture with CRM Lead Qualification on 19.0, obtain a combination-specific compatibility check first: their policy resolution overlaps in the reviewed source. Standalone source review does not establish that combined deployment.

Access and roles​

Sales users can read dispositions/policies and apply permitted dispositions to CRM records they can update. CRM Disposition Manager maintains configuration and the review queue and can apply dispositions marked manager-only. The native Sales Manager group implies this role in 19.0; the role also implies all-document sales access.

Disposition events follow allowed-company and lead-assignment access, with broader company visibility for all-document sales users. History is immutable. The Recycle Now control is displayed for disposition managers; ordinary users can use the permitted Postpone / Cancel workflow on records they can update.

Setup and menu​

  1. Open CRM → Configuration → Lead Dispositions. Set a company, name, semantic class, sequence, and whether a note or manager role is required.
  2. For Native Lost, choose an Odoo lost reason. This class invokes the native Lost action. Other closure classes archive the record without invoking that action.
  3. For Nurture, enable the mandatory recycle-date requirement. Choose default recycle days, optional recycle stage, and follow-up activity type. Review the owner and date again when applying the disposition.
  4. Open Disposition Policies. Select the company and optional team, then an archive mode: Allow, Recommend Disposition, Require Disposition, or Managers Only. The source blocks ordinary archiving for Require Disposition without a recorded disposition and for Managers Only without the role. Do not rely on Recommend Disposition as a hard stop or guaranteed warning dialog.

Workflow​

  1. Open a lead or opportunity and select Record Disposition. Choose the correct company disposition and read Effect Preview before proceeding.
  2. Enter the business note. For a nurture plan, review the recycle date, recycle salesperson, and recycle stage. The defaults are suggestions; ensure they fit the actual follow-up plan.
  3. Select Apply Disposition. Native Lost uses the configured lost reason. Nurture archives the record and sets its state to Nurture; other non-lost classes close it through archiving. Disposition History records the prior owner, team, stage, probability, and the reasoned outcome.
  4. Open CRM → Sales → Nurture & Recycle Queue to find archived nurture plans. Use Postpone / Cancel with a reason when the plan changes. Postponement requires a future date. Cancel Recycle closes the plan and clears its date; it does not automatically reactivate the lead.
  5. Allow the scheduled recycling action to process due nurture records, or have a disposition manager use Recycle Now for an appropriate manual return. If the original stage, owner, team, or probability has changed, the plan becomes Conflict instead of overwriting newer work.
  6. On successful recycling, the record becomes active and Open, receives the selected owner/stage, and can receive a “Recycled lead follow-up” activity. Review Disposition Review for conflicts and Disposition & Recovery Analysis or Disposition PDF / CSV for history and reporting.

Practice scenario​

In an authorized test database, create “Northbridge Textiles — autumn enquiry.” Use a Nurture disposition with a required note, future recycle date, and a call activity. Apply it with “Budget review next month,” then find the archived record in the nurture queue. Postpone the date and inspect the new history event. For a controlled manual-recycle exercise, keep owner, team, stage, and probability unchanged and inspect the expected reactivation and activity. This is not an executed test receipt.

Troubleshooting and limitations​

A missing note, missing required recycle date, wrong-company disposition, or manager-only outcome stops application. A bulk application may partially succeed: read the result notification, which reports completed records and those needing attention, before retrying anything.

Conflict means material CRM values differ from the saved snapshot. Simply postponing does not erase that difference. A manager should review the actual lead and establish an appropriate disposition/plan. Recycle Now expects an active Nurture state; it is not a force-overwrite operation for conflicts.

Nurture is scheduled CRM reactivation, not a marketing-email campaign. The Future Contact setting is not a substitute for channel consent or a system-wide contact block. No outbound nurture sequence is created by the recycle operation described here.

The catalogue lists 15.0–20.0. Odoo 15.0 has the additional sparse-field dependency; 15.0–17.0 have older native view definitions, and 20.0 uses the newer access-definition format. Only the 19.0 workflow is described in full; other branches received targeted comparisons.