Odoo 18 CRM

Odoo CRM is the customer relationship management (CRM) module designed to helps businesses to manage leads, opportunities, sales pipelines and customer interactions efficiently throughout the sales process.

Workflow

Odoo CRM Key Features

Lead Management

• Capture leads from emails, website visit, or manual entry keeping your database up-to-date with potential customers ensuring a steady flow of prospects into your pipeline.
• Automatically generate Lead/opportunities when prospects fill out contact forms on Odoo website, ensuring no lead is missed.
• Automatic lead assignment based on rules or sales teams.

Opportunity Management

• Seamlessly transition qualified leads into active sales opportunities to focus your efforts on prospects with the highest potential.
• Track potential Leads in a Kanban-style pipeline
• Manage your sales opportunities visually through a customizable pipeline. 
• Easily drag and drop deals across stages to track progress and identify bottlenecks in real-time
• Assign stages like New, Qualified, Proposal Sent, Won, or Lost
• Add expected revenue, probability of success, and deadlines.
• Predictive lead scoring helps to rank leads based on their likelihood to convert, helping sales teams prioritize high-value prospects
• Lost opportunities Keep track of lost deals to analyze the reasons behind missed sales. Use this data to improve your sales strategies and train your teams for better conversion

Sales Team & Their Activities

• Assign leads and opportunities to individual sales reps or teams. Track performance and workload to ensure balanced distribution and accountability.
• Manage Own Pipeline and Team Pipelines
• Schedule calls, meetings, and tasks within the CRM to ensure sales reps stay organized and follow through on all opportunities
• Distribute leads effectively among sales reps and monitor their progress to ensure timely follow-up and maximize conversion rates.
• Plan calls, meetings, follow-ups, and reminders
• Automate routine tasks, set reminders, and streamline workflows to increase productivity and focus on high-impact activities.
• Merge similar leads and opportunities to avoid confusion, reduce clutter, and keep your CRM data clean and reliable.

Communications

• Access Full customer history and schedule calls and Meetings
• Send/receive emails within Odoo
• Log calls and track communication
• Generate professional sales quotations directly within the CRM, customize them for each client, and send them quickly to accelerate the sales cycle.
• Email Marketing and Campaign for all active leads to get more prospects

Advanced Features

• Lead mining: Use advanced filters and search tools to identify and target new leads based on specific criteria such as industry, location, or behaviour.
• Lead enrichment: Enhance lead profiles with additional information like company size, industry, and social media data, enabling more personalized sales approaches.
• Enrich contacts with partner autocomplete: Auto-fill contact details with data from your partners or third-party sources, reducing manual entry and errors.

Quick Data Analysis & Reports

• Unattended leads: Identify leads that have not been contacted or followed up with, so company can take immediate action and reduce missed opportunities.
• Quality leads: Analyze the quality and potential of leads based on engagement, source, and other metrics to focus efforts on the most promising prospects.
• Marketing attribution reports: Track and analyze which marketing campaigns or channels generated specific leads or sales, enabling better marketing ROI measurement.
• Lead distributions: Monitor how leads are assigned across your team to ensure fair and efficient distribution and avoid overloading any sales rep.
• Forecast report: Project future sales figures using historical data and pipeline trends to help set realistic sales targets.
• Pipeline analysis: Gain insights into the health of your sales funnel by analyzing deal stages, conversion rates, and sales velocity.
• Expected revenue Tracking: Forecast potential revenue based on the current pipeline value and deal probabilities, aiding in financial planning.
• Analyze performance: Review detailed reports on sales activities, team performance, and pipeline status to identify strengths and areas for improvement.

Odoo CRM Key Benefits

• Work smoothly with Odoo apps such as Sales, Marketing Automation and with rest of the Odoo Apps
• Highly Customizable according to the business needs 
• User Friendly Interface which helps drag and drop capabilities to manage pipeline easily
• Enrichment feature enables users to get the more details about the customer
• Lead Mining feature to get more contacts from specific country, specific Industries

CRM Master Management

• Sales Teams
• Teams Members
• Activity Types
• Activity Plans
• Stages
• Tags
• Lost Reasons
• Partner Levels
• Partner Activations
• Commission Plans
• Lead Mining Requests
• Visits to Leads Rules

CRM Management

• Leads
• My Pipeline
• Team wise Pipelines
• My Activities
• My Quotations
• Mange Customers / Contacts

CRM Reporting Management

• Forecast Report
• Pipeline Report
• Lead Report
• Activities

CRM Master Management

Sales Team

Overview

In Odoo, a Sales Team is a group of salespeople organized around common objectives such as regions, product lines, or customer segments. Sales Teams enable structured management of leads, opportunities, and sales pipelines by grouping sales activities and data. They play a key role in assigning responsibility, controlling access, and providing focused reporting and forecasting for effective sales management.

Process Flow

Business Rules

• Each Sales Team has a unique name to identify it.
• A Team Leader (Manager) must be assigned to oversee team operations.
• Salespersons (team members) are added to define who belongs to the team.
• Optionally, a team email alias can be set for shared communication purposes.
• Sales Teams can have customized sales pipelines and stages to fit specific workflows.
• Opportunities and leads can be assigned to a Sales Team; unassigned records default to the user’s team.
• Sales Teams control visibility and access — only members and managers see their team’s opportunities.
• Sales team data is reflected in CRM reports, forecasts, and dashboards scoped by team.
• Only users with the required permissions can create, modify, or delete sales teams.
• Teams can be archived or deactivated without losing historical data.
• Multiple Sales Teams can coexist, supporting complex organizational structures.
• Sales Teams aid in segmenting customers, leads, and opportunities for targeted sales strategies.
• Integration with other Odoo modules allows linking of related activities and records to Sales Teams.

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Sales Team

Team Members

Overview

Team Members are individual users assigned to a Sales Team who carry out sales activities such as managing leads, opportunities, and customer communications. They work collaboratively within their sales team and have access to the team’s pipeline and CRM data based on their assigned roles and permissions.

Process flow

Business Rules

• Team Members are internal users assigned to one or more Sales Teams.
• Each member has a defined role (e.g., Salesperson, Team Leader) influencing access rights.
• Members see and manage leads and opportunities assigned to their team or directly to them.
• Members can only access sales data for teams they belong to, respecting record rules and permissions.
• Sales activities such as calls, meetings, and follow-ups are scheduled and tracked by Team Members.
• Members contribute to team-wide pipeline, forecast, and activity reports.
• Only users with proper access can be added as Team Members.
• Team Leaders have elevated permissions to view and manage all team members’ activities and records.
• A user can belong to multiple Sales Teams, managing different pipelines concurrently.
• Team membership affects email routing, notifications, and assignment rules within CRM workflows.
• Removal of a team member does not delete historic records they owned or participated in.
• Team Members can update opportunity stages and add notes within their permissions.

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Activity Types

Overview

Activity Types in Odoo CRM define the kinds of scheduled tasks or actions sales teams perform to engage leads and opportunities. Examples include calls, meetings, emails, follow-ups, and other custom activities. These types help standardize sales processes, improve tracking, and ensure timely follow-up.

Activity Types are used to schedule reminders, automate workflows, and track sales team productivity.

Process Flow

Business Rules

• Each Activity Type has:
  • A name (e.g., Call, Meeting, Email)
  • A default summary/Note template for ease of logging.
• Activity Types can be linked to specific models such as Leads, Opportunities, or Customers.
• Sales reps schedule activities of a specific type against leads/opportunities to plan follow-ups.
• Activities have statuses like Meeting, Planned, Done, or Overdue tracked in reports and dashboards.
• Automated workflows can trigger Activity creation of a certain type (e.g., send a follow-up email 3 days after a proposal).
• Notifications and reminders are generated based on activity deadlines and types.
• Activity Types support customization to fit various sales team processes and industries.
• Reports can filter or group activities by type to analyze team workload and effectiveness.
• Activity Types influence the kinds of actions users see in their CRM “My Activities” view.
• Only users with proper access can create or modify Activity Types.

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Activity Plan

Overview

An Activity Plan in Odoo CRM is a predefined and scheduled sequence of activities linked to a model like Leads or Opportunities. It helps automate follow-up actions such as calls, meetings, and emails based on configurable delays, improving consistency and reducing missed tasks in the sales cycle. The plan is applied to a record, and Odoo automatically schedules the defined activities based on the selected start (or plan) date.

Process Flow

Business Rules

• An Activity Plan must have a unique Plan Name for identification.
• It must be assigned to a specific model, typically Lead/Opportunity.
• Each plan can be scoped to a specific company (multi-company support).
• A plan includes one or more predefined activities.
• Each activity entry must include:
  • An Activity Type (e.g., call, meeting, follow-up).
  • A Summary/Description to guide the user.
  • An assigned default responsible user (can be left blank to default to record owner).
  • A time delay value indicating when the activity should be triggered (e.g., 3 days before/after the plan date).
• The delay direction (before or after) defines scheduling relative to the plan date.
• The plan date can be manually set when the plan is assigned to a lead/opportunity.
• When a plan is applied, Odoo schedules all defined activities automatically based on the timing rules.
• Users can manually complete, reschedule, or cancel planned activities if needed.
• If the user is unavailable or reassigned, the default user in the plan becomes the fallback assignee.
• Activity Plans improve workflow consistency by ensuring all sales reps follow the same sequence.
• Managers can monitor execution and compliance with activity plans via the CRM reporting tools.
• Only users with sufficient permissions can create, edit, or assign activity plans.
• Activity Plans can be reused across multiple leads or opportunities, supporting scalable on boarding or follow-up strategies.
• Completed activities do not regenerate unless manually re-planned.

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Stages

Overview

Stages represent the distinct steps or phases an opportunity passes through within the sales pipeline, such as New, Qualified, Proposal, Won, or Lost. They help sales teams track progress and prioritize deals.

Business Rules

• Each stage must have a unique name (e.g., New, Proposal).
• The Is Won Stage? flag marks if this stage represents a successful deal closure (e.g., Won).
• The Folded in Pipeline? option allows the stage column to be collapsed or hidden by default in Kanban views for better visual management.
• The Sales Team field can restrict the stage’s availability to a specific sales team (optional).
• Requirements can be defined for the stage, specifying what conditions or criteria must be met before an opportunity can move into this stage (e.g., mandatory fields, completed activities).
• Opportunities can be moved between stages via drag-and-drop on the pipeline Kanban board, but only if the defined requirements are fulfilled.
• Moving an opportunity to a Won stage triggers finalization logic, closing the deal and affecting revenue recognition and reporting.
• Stages have a sequence order (not shown here but generally used) that controls their display order in the pipeline.
• Only users with appropriate access rights can create, edit, or delete stages.
• Stages impact forecasts, reporting, and workflow automation (e.g., scheduling follow-ups).

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Tags

Overview
Tags are customizable labels used to categorize and organize CRM records like opportunities and partners. Colors assigned to tags help users quickly identify and differentiate categories visually in the CRM interface.

Process Flow

Business Rules

• Each tag has a unique name used for categorization (e.g., Product, Software, Spam).
• Tags can be assigned a color via a color picker during creation or editing.
• Assigned colors appear consistently in Kanban, list views, and forms to improve visual clarity.
• Color assignment is optional but enhances user experience and data organization.
• Multiple tags can be assigned to a single record.
• Tags and their colors do not affect CRM business logic or workflows.
• Only users with proper permissions (CRM managers/admins) can create, edit, or delete tags and assign colors.

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Lost Reasons

Overview

Lost Reasons are used to record why a deal was marked as “Lost.” This helps in analyzing sales performance and improving future strategies.

Process Flow

Business Rules

• Each reason includes a name (e.g., “Too Expensive,” “No Response,” “Competitor Won”).
• When marking an opportunity as Lost, the user selects one reason from the list.
• Only one Lost Reason can be assigned per lost opportunity.
• Lost Reason data is used in CRM reports to analyze:
  • Why deals fail.
  • Patterns in lost opportunities.
• Helps sales managers identify improvement areas.
• Users with the right access can manage the Lost Reasons list.

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Partner Levels

Overview

Partner Levels categorize resellers or partners into tiers such as Gold, Silver, or Bronze based on performance, status, or contractual terms. These levels help manage partner benefits, commissions, and reporting.

Process Flow

Business Rules

• Each Partner Level must have a unique name (e.g., Gold, Silver).
• A Level Weight (numeric value) is assigned to define priority or rank among levels (lower number can mean higher rank).
• A Sequence number controls the order in which levels appear in dropdowns or lists.
• The Active flag determines if the level is currently in use and selectable.
• Each level can be linked to a Default Commission Plan that applies automatically to partners assigned this level.
• Partner Levels are assigned to partners (resellers) via their contact record.
• Partner Levels affect business logic such as commission calculations and access rights.
• Only users with appropriate permissions can create, modify, activate, or deactivate Partner Levels.
• Changes in Partner Levels reflect immediately in all related partner records and reports.

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Partner Activation

Overview

Partner Activation track the current status or stage of a reseller’s onboarding and operational readiness. Typical activation statuses might include stages like First Contact, Ramp-up, and Fully Operational, helping monitor and manage partner readiness.

Process Flow

Business Rules

• Each Partner Activation status has a unique name representing a stage in the partner lifecycle (e.g., First Contact, Ramp-up, and Fully Operational).
• Partner Activation statuses are configured in the system and can be assigned to partner records.
• Only one activation status is assigned to a partner at any given time, representing their current state.
• The activation status influences partner eligibility for commissions, deal registrations, and access to partner programs.
• Changes to a partner’s activation status can trigger notifications or workflow actions (e.g., send welcome materials when moving to Fully Operational).
• Activation statuses are used in reporting to monitor partner onboarding progress and performance.
• Only users with proper permissions can create, edit, or assign activation statuses.
• The activation status field is typically editable on partner/contact forms.
• The system can enforce business logic restricting partners in early activation stages from certain CRM activities.

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Commission Plans

Overview

Commission Plans define how commissions are calculated and awarded to partners or salespeople based on their sales activities. These plans can be customized with rules and linked to products, companies, or partner levels to automate incentive management.

Process Flow

Business Rules

• Each Commission Plan must have a unique name for identification.
• The plan can specify a default product (usually a placeholder or reference product related to commissions).
• A company field assigns the commission plan to a specific company in multi-company environments.
• Commission calculations are defined by one or more rules, which include:
  • Criteria such as product category, sales volume, partner level, or deal stage.
  • Commission type (percentage or fixed amount).
  • Conditions that trigger commission eligibility (e.g., when opportunity is marked Won).
• Multiple rules can be added to a plan to handle complex commission structures (tiered rates, different products, etc.).
• Commission Plans can be assigned directly to partners or inherited from their Partner Level.
• Commission amounts are automatically calculated based on opportunity data and associated rules.
• Commission payouts can be tracked and reported separately for transparency and accounting.
• Only users with sufficient access rights can create, modify, or delete Commission Plans and rules.
• Changes in commission rules immediately affect future commission calculations but do not retroactively alter past commissions unless recalculated manually.

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Lead Mining Requests

Overview
Lead Mining Requests enable sales teams to efficiently generate new leads by defining specific criteria such as company size, industry, and location. This automated process helps populate the CRM with targeted prospects, aligning with the company’s sales strategy and optimizing lead acquisition.

Process Flow

Business Rules

• Users must have sufficient credits or quota before submitting a lead mining request; otherwise, submission is blocked.
• Each lead mining request must specify the exact number of leads to generate.
• Lead mining allows filtering leads by company size within a defined range.
• Geographic filters such as countries and states must be applied to focus lead selection.
• Industry filters must be applied to target leads relevant to specific business sectors.
• Users must select the type of leads to mine (e.g., companies or contacts).
• Mined leads are automatically assigned to a predefined sales team and salesperson.
• Default tags can be assigned to all leads created by the mining request for categorization.
• Each lead mining request is uniquely identified and tracked for auditing and management.
• Only authorized users can create or submit lead mining requests.
• The system must prevent importing duplicate leads already existing in the CRM.
  

Visits to Leads Rules

Overview

Visits to Leads Rules automate the creation of leads based on website visitor behavior. By defining criteria like visitor location, website pages visited, and company attributes, the system identifies potential prospects and generates leads linked to sales teams, enabling a proactive sales approach.

Process Flow

Business Rules

• Rules track website visitors whose company can be identified and match defined website traffic conditions such as country, state, specific website, or URL patterns.
• Each qualifying visitor consumes one credit upon matching the rule criteria.
• Lead generation is conditioned on additional filters like company industry and size to ensure lead relevance.
• Leads generated from visits are created as unqualified and assigned to specified sales teams, salespersons, and can have default tags and priority set.
• Rules have a configurable sequence to determine processing order when multiple rules apply.
• Only authorized users can create and activate these rules to ensure proper governance.
• The system tracks visitor data and conditions to avoid duplicate lead creation from the same visitor.
• The generated lead includes relevant details automatically derived from visitor data to streamline follow-up.

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CRM Sales Management

Leads

Overview

In Odoo CRM, a Lead represents a potential sales opportunity—an unqualified contact or inquiry that may convert into a paying customer. Leads are the earliest stage in the sales funnel and can be created manually, through forms, email aliases, marketing campaigns, or API integrations.

Leads help sales teams capture and organize incoming interest before deciding whether to qualify them into full opportunities. This separation (Leads vs. Opportunities) is especially useful for companies with large sales volumes, B2B processes, or dedicated pre-sales teams.

Process Flow

Business Rules

• Leads are typically created from website forms, emails, manual entry, or third-party integrations (e.g., marketing campaigns).
• Each lead must have basic contact info such as name, email, company, or phone.
• Leads can be assigned automatically to a salesperson or sales team based on defined routing rules.
• Leads exist in a pre-opportunity stage—allowing qualification before entering the pipeline.
• Leads can be manually or automatically converted into opportunities when deemed qualified.
• During conversion, users can link the lead to an existing customer or create a new one.
• Converted leads move into the pipeline as opportunities with predefined stages (e.g., Qualified, Proposal).
• Odoo allows enabling or disabling Lead/Opportunity separation (if disabled, leads are created directly as opportunities).
• Duplicate detection checks for existing customers or leads using email/phone before creating a new lead.
• Leads can be scored using lead scoring rules based on geography, industry, or custom criteria.
• Lead records track the full interaction history, including emails, calls, meetings, and internal notes.
• Users can schedule activities (calls, follow-ups, meetings) directly from the lead form.
• Leads can be merged, lost, archived, or reassigned to different users or teams.
• Leads are filterable by fields such as source, creation date, salesperson, team, or tags.
• CRM reports and dashboards include lead-related KPIs like lead volume, conversion rates, and lead aging.

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My pipeline

Overview

The Odoo CRM Pipeline is a dynamic and customizable sales funnel tool designed to help sales teams efficiently manage their leads and opportunities. It offers a visual Kanban board for tracking deals through various stages, supports detailed activity and communication management, and integrates seamlessly with other Odoo modules to streamline the entire sales process from lead to invoice. The pipeline’s logic is built around helping teams prioritize efforts, automate workflows, and gain actionable insights through real-time updates and reporting.

Process Flow

Business Rules

• Opportunities are organized into customizable stages such as New, Qualified, Proposal, Negotiation, and Won/Lost, allowing sales teams to precisely model their unique sales process.
• Users can update opportunity stages using a drag-and-drop interface on the Kanban board, providing an intuitive and fast way to reflect deal progress.
• Each opportunity record includes essential details like contact information, expected revenue, probability of closing, next planned activities, and internal notes, giving sales reps comprehensive context.
• Communication history for each opportunity including emails, calls, and meetings—is fully tracked and accessible, providing a complete timeline of sales interactions.
• Sales reps can schedule follow-up activities (calls, meetings, emails) linked directly to opportunities, with automated reminders ensuring timely action.
• The system supports priority settings and lead scoring based on custom criteria, enabling teams to focus on the most promising opportunities.
• Built-in dashboards and reports provide real-time insights into pipeline health, conversion rates, expected revenue, and individual or team performance metrics.
• The CRM pipeline integrates seamlessly with other Odoo applications such as Contacts, Sales, Email Marketing, and Invoicing, allowing smooth transitions from lead generation to quotation and invoicing.
• Pipeline stages can be customized per sales team or product line, and stage transitions can be automated based on predefined triggers or conditions to optimize workflow efficiency.
• Each pipeline stage is assigned a probability percentage indicating the likelihood of closing deals at that stage; this probability is used to calculate expected revenue by multiplying it with the opportunity value.
• The system promotes a proactive sales approach by linking scheduled activities and automated reminders directly to opportunities, minimizing missed follow-ups.
• Notifications and real-time updates alert sales reps to important changes, such as deal stage movements or upcoming scheduled activities.
• Filtering and grouping options allow sales managers to sort and prioritize opportunities by various criteria, including sales team, customer, expected closing date, and priority.
• When an opportunity is dragged to a new stage, the backend automatically updates the opportunity’s status and recalculates related metrics, ensuring data consistency.
• The pipeline offers a comprehensive overview of all active deals in one place, empowering sales teams to manage their workflow efficiently and increase their chances of closing deals.

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My Activities

Overview
My Activities in Odoo CRM is a personalized task management feature that consolidates all scheduled sales-related tasks—such as calls, meetings, emails, and follow-ups—assigned to a sales user. It helps reps stay organized by providing a clear list of actionable next steps linked directly to leads, opportunities, or customers. Activities are automatically generated based on CRM workflows or created manually, and users receive reminders to ensure timely completion. This feature integrates seamlessly with the CRM pipeline, calendar, and communication tools to improve sales efficiency and pipeline progression.

Process Flow

Business Rules

• Activities must be assigned to a single sales user responsible for completion.
• Every activity must be linked to a CRM record (lead, opportunity, or customer) to provide context.
• Activities have defined types (Call, Meeting, Email, To-Do) and require scheduled due dates/times.
• The system can automatically create activities triggered by pipeline stage changes or lead qualification.
• Activities have statuses like Scheduled, Done, or postponed to track progress.
• Users must complete or reschedule activities promptly to maintain pipeline momentum.
• Automated reminders notify users of upcoming or overdue activities.
• Users can postpone/snooze activities to adjust follow-up timing without losing track.
• Users only see their own assigned activities; managers can view team activities for monitoring.
• Activities sync with Odoo calendar and email tools for seamless scheduling and communication.
• Activities can be filtered and prioritized by type, due date, related record, or priority level.
• Completion and timeliness of activities directly affect sales reporting and pipeline health metrics.
• Regular updating of activities is required to ensure accurate forecasting and avoid stalled deals.

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My Quotations

Overview

My Quotations in Odoo CRM shows all sales quotations (also known as proposals or offers) created or managed by the current user, typically a salesperson. This feature allows users to quickly view, track, and manage the commercial offers they’ve sent to potential customers directly from the CRM or Sales module.

When a lead or opportunity reaches a certain pipeline stage (like “Proposal” or “Negotiation”), a quotation can be generated. These quotations contain product details, pricing, payment terms, and can be sent to customers directly via email or printed as PDF documents. Users can follow the status of each quotation (e.g., sent, signed, expired, or cancelled), enabling better control of the sales cycle.

Process Flow

Business Rules

• Quotations are linked to specific leads or opportunities in the CRM.
• Only the user who created the quotation (or is assigned to the opportunity) sees it under My Quotations.
• A quotation includes key details: customer, products, pricing, discounts, taxes, and terms.
• Quotations can be created manually or triggered automatically from the CRM pipeline.
• Each quotation has a status: Draft, Sent, Signed, Cancelled, or Expired.
• Once a quotation is accepted by the customer, it can be converted into a Sales Order with one click.
• Users receive notifications if customers open, sign, or respond to the quotation (especially when using the online signature feature).
• Expired quotations can be revised and re-sent; the system can automatically mark them as expired based on expiration dates.
• Quotations can be emailed directly from Odoo, using templates and dynamic fields for personalization.
• Sales managers can view quotations from their team; users can only see their own quotations unless permissions are expanded.
• Quotations are stored historically under each opportunity’s communication log for traceability.
• Quotations influence the forecasted revenue in CRM if linked properly with the opportunity.
• Templates can be used to quickly generate standardized quotations for repeat products or services.
• Online payment and e-signature options can be embedded into quotations if those features are enabled.

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Customers

Overview

In Odoo CRM, Customers are the core contact records linked to leads and opportunities. They represent companies or individuals with whom the sales team is actively engaged or planning to engage. Within the CRM module, customers are used to centralize all sales-related interactions—such as opportunities, communications, meetings, and quotations ensuring that sales reps have full visibility into the relationship history and current status of each account.

Process Flow

Business Rules

• Every opportunity in the CRM must be linked to a customer (contact or company).
• When a lead is converted into an opportunity, a customer is either selected or created automatically.
• The same customer can be linked to multiple opportunities to track repeat or ongoing business.
• Salespeople are assigned to customers and can only view/manage opportunities for customers assigned to them (unless broader rights are given).
• All communications (emails, meetings, calls) logged in CRM are automatically visible in the customer’s record.
• Activities planned in opportunities are shown under the linked customer as part of the history.
• Quotations generated from opportunities are associated with the linked customer record.
• The customer’s name and contact information are pulled automatically when creating a quotation or sales order from CRM.
• Tags and custom fields on the customer record can be used to segment or filter CRM opportunities (e.g., by industry or region).
• Sales teams can access only the customers related to their team’s leads or opportunities unless granted extra access.
• Deleting a customer is blocked if CRM records (opportunities, quotations) are linked, ensuring sales data integrity.

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CRM Reporting

Forecast Report

Overview

The Forecast Report in Odoo CRM provides a visual, time-based view of expected revenue from upcoming opportunities. Opportunities are grouped by their Expected Closing Date, and shown in a Kanban-style monthly layout. Users can drag and drop opportunities between months to adjust deadlines directly, while the system automatically recalculates the prorated revenue using probability values assigned to each opportunity.

This report helps salespeople and managers monitor future sales pipeline, adjust timelines, and track how close they are to targets based on real-time data.

Business Rules

• Opportunities are grouped by the Expected Closing Date field and displayed in monthly columns.
• The default view shows opportunities assigned to the current user, expected to close within the next four months, plus any without a closing date.
• Each Kanban card represents one opportunity and displays key data like customer, revenue, and probability.
• Dragging a card to another month updates the Expected Closing Date to the last day of the target month.
• Users can also manually edit the Expected Closing Date by clicking into the opportunity card.
• The prorated revenue per month is calculated using:
  Opportunity Amount × Probability (%)
• The total prorated revenue for each month is displayed at the top of its column.
• Moving an opportunity to a new month automatically updates the forecast totals and column values.
• The forecast time grouping can be changed from month to other options (e.g., quarter, year) using the Group By > Expected Closing filter.
• Views can be switched between:
  • Graph view (bar, line, pie)
  • Pivot view (for deep analysis by stage, user, month, etc.)
  • List view (for detailed tabular data)
• Only open opportunities (not won or lost) are included in the forecast.
• Probabilities are defined per pipeline stage, but can be overridden per opportunity.
• Forecast accuracy depends on users keeping opportunity data (amount, probability, close date) up to date.
• Permissions apply: users only see opportunities assigned to them unless they are managers.

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Kanban View

Pivot View

Pipeline Report

Overview

The Pipeline Report feature in Odoo CRM gives real-time insights into the health, performance, and status of the sales pipeline. It allows sales teams and managers to analyze opportunities by stage, salesperson, team, expected revenue, and more. This reporting is vital for monitoring conversions, identifying bottlenecks, and forecasting future sales trends.

Business Rules

• Only opportunities (not leads) appear in the pipeline report.
• Each opportunity is grouped by its pipeline stage (e.g., New, Qualified, Proposition, Won, Lost).
• Opportunities must have an assigned salesperson, team, and expected closing date to be fully reportable.
• Opportunities are categorized as Open, Won, or Lost, and this status directly affects reporting totals.
• The report can be filtered by criteria like:
  • Salesperson
  • Sales team
  • Customer
  • Stage
  • Tags
  • Expected closing date
  • Creation date
• Data in the pivot view can be grouped by any field (e.g., Stage by Salesperson) and measured by:
  • Count (number of opportunities)
  • Expected revenue
  • Probability-weighted revenue
• Won and Lost opportunities are included in historical analysis but excluded from future projections.
• The conversion rate (leads → opportunities → wins) can be monitored using stage filters or measures.
• Users with the right access can compare team vs. individual performance side by side.
• Changes in pipeline stage, value, or closing date update the report instantly.
• Stalled or overdue opportunities can be easily identified using filters or conditional formatting (in pivot view).
• Managers can use this report to evaluate pipeline coverage, spot drop-offs, or track against monthly/quarterly sales targets.
• Opportunity stages are customizable per team, and this affects how the pipeline is structured in reports.
• Pipeline reports are available in multiple formats:
  • Graph View (bar, line, pie)
  • Pivot View (custom grouping and measures)
  • List View (detailed data table)
  • Kanban View (pipeline stage tracking, optional)

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Leads Reporting

Overview

The Lead Reporting feature in Odoo CRM allows users to analyze how leads are being captured, assigned, and converted. It provides visibility into lead volumes, sources, assignment performance, and conversion effectiveness.

This report is available when the Lead/Opportunity separation is enabled and helps managers evaluate lead generation efforts and optimize pre-sales processes.

Business Rules

• The Leads report is only available if Lead/Opportunity separation is enabled in CRM settings.
• Only records in the lead stage (not yet converted to opportunities) are shown by default.
• Reports can be filtered or grouped by:
  • Lead Source
  • Salesperson
  • Sales Team
  • Creation Date
  • Country, State
  • Tags or Custom Fields
• Standard measures available:
  • Number of leads
  • Conversion Rate (Leads → Opportunities)
  • Average Days to Convert
• Converted leads are excluded by default but can be included using filters.
• Lost leads can be analyzed separately by using the “Status = Lost” filter.
• Unassigned leads (no salesperson/team) can be identified and reassigned from the report.
• The data updates in real time as leads are modified or converted.
• Report views include:
  • Pivot Table (customizable by dimension and measure)
  • Graph View (Bar, Line, Pie)
  • List View (tabular format for exports and filtering)
• Lead performance by source (e.g., Website, Email, Campaigns) can be tracked to find the most effective channels.
• Managers use this report to monitor lead handling speed, volume, and team activity on raw leads.
• Lead age (time since creation) can be tracked to prevent delays in lead follow-up.

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Activities Reporting

Overview

The Activities Report in Odoo CRM provides insights into all scheduled, completed, and pending sales activities such as calls, meetings, emails, and tasks related to leads and opportunities. It helps sales managers track team productivity, follow-up efficiency, and pipeline engagement by summarizing activities by user, type, stage, and date.

Business Rules

• Reports cover all CRM-related activities linked to leads and opportunities.
• Activities are categorized by type (call, email, meeting, task) and status (planned, done, overdue).
• Users can filter and group activities by:
  • Salesperson or team
  • Activity type
  • Date range (due date, completion date)
  • Opportunity or lead stage
• Metrics include:
  • Number of activities scheduled vs completed
  • Overdue activities
  • Activity completion rate
• Activities linked to Won or Lost opportunities are excluded from active follow-up reports but can be included for historical analysis.
• The report updates dynamically as activities are created, completed, or rescheduled.
• Managers use the report to identify reps with overdue tasks or low activity levels, enabling coaching and workload balancing.
• Activity deadlines can be adjusted directly in the calendar or activity views, impacting report data.
• Reports can be viewed as pivot tables, graphs, or lists, allowing detailed and visual analysis.
• Notifications and reminders in CRM encourage timely completion of activities, improving report accuracy.
• The report integrates with calendar and email modules, ensuring comprehensive tracking of all sales touchpoints.

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Teams Report

Overview

In Odoo, Sales Teams (or CRM Teams) are used to organize and manage sales operations across different business units, regions, or product lines. Each team groups users (salespeople) under a shared sales goal, pipeline, and reporting structure. Teams help divide responsibilities, control access to opportunities, and measure performance separately.

Each team can have its own custom sales stages, email alias for lead creation, and reporting dashboard. Managers can track their team’s performance, while salespeople focus only on the leads and opportunities assigned to their team.

Business Rules

• Each opportunity or lead must be assigned to a specific sales team.
• A sales team consists of a team leader (manager) and salespeople (team members).
• Users can be assigned to one or multiple sales teams.
• Sales reps only see leads/opportunities related to their assigned teams (unless extra access rights are granted).
• Teams can have custom sales pipelines with their own stages (e.g., New, Qualified, Demo, Closed).
• Each team can be configured with its own email alias, so incoming emails create leads directly in that team.
• Team managers can view reports and dashboards for their team’s performance (e.g., revenue, win rate, activity logs).
• Teams can have custom lead scoring rules and auto-assignment of leads based on rules or round-robin distribution.
• Leads/opportunities not assigned to a team or user may stay in a general/unassigned pool and can be claimed or assigned manually.
• Team configuration affects visibility and filters across the CRM views like Kanban, List, and Reporting dashboards.
• Sales quotas and targets can be set per team for performance tracking.
• Activity tracking (calls, meetings, emails) within a team is monitored by the team leader.
• Pipelines and reports are filtered by team, allowing separate performance tracking for each group.

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