CRM in Odoo 16: Leads, Opportunities and Pipeline

Sales prospecting and follow-up: from lead to opportunity, with scheduled activities, quotations created from the pipeline and closing forecasts. Here you’ll find 33 Binovo video tutorials (2 h 13 min) organized into 6 sections. Each video includes a summary and a step-by-step description of what it shows.

Odoo 16 · Updated on October 13, 2026 · See all areas

Configuration: teams, stages and tags 7 videos

What you need to know about the Odoo CRM module2:12

What the CRM module is, its general features and the value it brings to your company.

What the video shows
  • CRM as a tool to manage sales processes end to end and improve sales performance
  • Management profile: control of their own accounts and follow-up of the tasks, milestones and opportunities of the sales teams and salespeople under their responsibility
  • Sales profile: planning of work weeks and control of the tasks arising from leads and opportunities
  • Course content: configuration (sales teams, tags, stages), the difference between a lead and an opportunity, and criteria for creating leads

How to set up Sales Teams4:21

Creating one or more sales teams according to your sales organization and assigning salespeople to each team.

What the video shows
  • CRM, Configuration, Sales Teams, New: team name (North zone) and checkboxes for access to quotations, pipeline and leads
  • Team leader, who can be the same person for all teams or a different one for each
  • Email fields and the senders whose emails are accepted (everyone, registered contacts or employees) to generate the team’s leads
  • Commission plan associated with the team and monthly invoicing target, both optional
  • Adding team members, who can belong to more than one team, and repeating the process to create the South zone

How to view the members of a Sales Team2:01

A view showing the distribution of salespeople by sales team, from which you can also assign new members to each team.

What the video shows
  • CRM, Configuration, Team Members: salespeople grouped by sales team (North, South, East and West zones)
  • New button to link a salesperson: search for the user, their email and phone are loaded, and choose the sales team
  • Going back through the breadcrumbs to check that the salesperson appears in their team
  • Removing the assignment from the record itself with Action, Delete, which unlinks the salesperson from the team

Creating stages in Odoo CRM4:32

Creating and configuring the stages of the sales funnel, either shared by the whole sales team or specific to each sales team.

What the video shows
  • CRM > Configuration > Stages: list of existing stages, which can be renamed, edited or deleted from Action
  • New stage: name, closing stage (won) checkbox, folded in pipeline, sales team and explanatory text for salespeople
  • A stage with no team is shared by all sales teams, and when linked to a team it allows team-specific funnels
  • In Sales > My Pipeline, stages are reordered by dragging, and the gear icon on each column lets you fold, edit or delete it
  • Stages can also be created directly from the pipeline by typing the name and clicking Add, and then completed with Edit

How to create tags and assign them to leads and opportunities in Odoo4:58

Tags to qualify leads and opportunities and analyze the data afterwards: how to create them, how to assign them and usage recommendations.

What the video shows
  • CRM > Configuration > Tags: creating tags with a name and color (examples: Loyalty in green and Potential in orange)
  • Recommendation that one or two people in the sales department define and organize the tags before creating them
  • Opportunity Tags field, which accepts several tags and displays them in color in the kanban view of My Pipeline
  • Typing in the field creates tags on the fly, which is best avoided, and to delete a tag you must first remove it from the records that use it
  • Analysis in My Pipeline with custom filters by tag (contains, is equal to, not set) and custom grouping by tag

How to create lost reasons in Odoo4:07

Defining lost reasons so you can draw conclusions from the data and improve the sales process.

What the video shows
  • CRM > Configuration > Lost Reasons > New, with examples such as calling back in more or less than 6 months
  • Recommendation to create a reason for each competitor (Competitor company 1, company 2) to find out whom customers choose instead
  • On the opportunity, the Lost button opens a wizard that asks for the reason and a free-text field for the customer’s explanation, and the Lost ribbon appears
  • In My Pipeline, a filter for lost opportunities and a custom filter by lost reason (contains, is set or not)
  • Custom grouping by lost reason to see how many opportunities have been lost for each cause

Setting up Commission Plans in Odoo3:51

Creating and configuring different types of commission, which are then assigned to each salesperson or agent.

What the video shows
  • CRM > Configuration > Commission Plans > New: descriptive name, validity dates and active checkbox
  • Commission by product: percentage on an entire category or on specific products within the category, with a limit amount per line
  • Second type of commission: a fixed percentage on everything sold or a graduated one based on the amount sold per month
  • In graduated mode, lines are added with from and to ranges and their percentage (example: 10%, 12% and 15% by tier)
  • You can create as many commission plans as you need

Leads 11 videos

Differences between leads and opportunities in Odoo CRM2:16

The difference between a lead and an opportunity, which is worth understanding before you start using the CRM.

What the video shows
  • The first decision when using the CRM: start by recording leads or work directly with opportunities
  • Leads: all the contacts generated, either through the company’s own initiative (call center) or the customer’s (web form, business cards at a trade show)
  • Working with leads requires more discipline in data entry and gives you a larger database to work with
  • Opportunities: the deals that generate real sales work (visits, proposals, pre-sales) and move through the stages of the sales funnel

What are leads and how are they created in Odoo?6:05

What a lead is (the record of a first sales contact that can give rise to opportunities) and how to create a new one.

What the video shows
  • The concept of a lead: any contact generated by the company or received from the customer (call center, web form, business cards from a trade show)
  • CRM > Leads: list and kanban views of existing leads and the New button to create one
  • Descriptive name, probability of success and company or contact, which must exist in Contacts and automatically fills in email, phone numbers and job position
  • Assigned salesperson (the logged-in user by default), which brings along their sales team, plus priority, tags and internal notes
  • Extra Information tab with the marketing section and chatter with the traceability of messages, notes and activities

How to create, duplicate or edit leads in Odoo CRM1:41

Ways to work with a lead: creating, duplicating and editing leads.

What the video shows
  • Any field of a lead, such as probability or notes, can be edited at any time
  • Action > Duplicate creates a copy of the lead in which you can adjust the necessary fields
  • Action > Delete removes it, either from the record itself or from the list view by selecting one or several leads

How to merge two leads in Odoo CRM1:26

Merging two leads, for example when two salespeople have worked on the same record or when there are two leads from the same customer that you want to manage together.

What the video shows
  • In the lead list, select the duplicate records and use Action > Merge
  • The wizard asks for the salesperson and sales team that will handle the result and lets you add more leads
  • After merging, a single lead remains in the list

Converting leads into opportunities4:28

Two ways to convert leads into opportunities: one by one from the lead itself, or several at once from the Action button. You don’t need to create the customer until the opportunity moves to the quotation stage.

What the video shows
  • From the list view of CRM > Leads, by selecting one or several leads and using Action > Convert to Opportunity (not available in kanban)
  • From within the lead, using the highlighted “Convert to Opportunity” button
  • The wizard lets you convert it on its own or merge it with others, change the salesperson, and link an existing customer, create a new one or not link any
  • The customer is only essential when a quotation is going to be generated
  • The opportunity leaves the lead list and enters the pipeline, where the “My Pipeline” filter hides it if it belongs to another salesperson

How to schedule sales tasks from leads9:56

Planning, controlling and following up on the milestones and tasks related to managing a lead.

What the video shows
  • On the lead (CRM > Leads), the history offers three options: Send message, Log note and Activities
  • The note is internal: it supports attachments and emojis, reaches followers and is visible to any user with access to the lead
  • The message is sent by email to the customer and followers, and requires the outgoing mail server to be configured
  • A red envelope indicates the email has not been sent, and with an incoming mail server the customer’s replies are stored in the history
  • Activities opens a wizard with activity type, summary, due date, assigned user and notes
  • In meeting-type activities, the Schedule button is replaced by “Open Calendar” so you can set the day and time
  • Pending activities appear in the clock icon in the top bar and in the kanban clock: green for future, orange for today and red for overdue
  • When completed, they are marked as done with a comment, with the option to schedule the next one

Types of actions from leads3:12

An overview of the additional actions available from leads to interact and keep sales process information under control.

What the video shows
  • The lead’s followers icon shows who is following it, by default the person who created it
  • “Follow” button to become a follower and “Add Followers” to include colleagues, who receive an email or a notification
  • Followers receive incoming and outgoing emails and lead notes as notifications
  • A follower is removed with the X next to their name in the followers dropdown
  • Documents are attached with the paperclip icon or through an upload document activity, and are kept in the history

Different views to manage our leads2:24

Views available in the CRM for working with leads and the features each one offers.

What the video shows
  • Opportunities open in kanban by default and leads in list view, and you can switch views in both
  • The kanban card shows tags, customer, name, assigned salesperson and priority stars, which can be changed without opening the record
  • The activity clock is green for future activities, orange for today and red for overdue
  • The list shows email, phone, salesperson and sales team, and the Action button appears when you select records
  • Action lets you export, archive or unarchive, delete, convert to opportunity, merge and send emails

How to mark leads as lost1:40

Ways to mark a lead as lost.

What the video shows
  • From the CRM > Leads list, by selecting one or more leads and using Action > Mark as Lost
  • From within the lead using the “Lost” button, which displays the red lost ribbon
  • Lost leads disappear from the list of active leads and can be recovered with the lost filter

How to create tasks linked to lead management1:30

Creating tasks from a lead and linking them to a project, for example to track the hours spent on a sales process.

What the video shows
  • “Convert to Task” button on the lead (CRM > Leads), new in version 16 compared with version 12
  • Wizard where you choose the project the task is assigned to and the “Create Task” button
  • The task is recorded in the lead’s history and is visible in Projects, within the tasks of the chosen project

Bulk email to lead contacts2:34

Ways to send individual or bulk emails to the contacts linked to leads.

What the video shows
  • “Send Message” from the lead, logged in the history if an outgoing mail server is configured
  • Action > Send Email: recipients, subject, body, attachments and template
  • Bulk sending by selecting several leads in the list; the email is logged in the history of each one

Opportunities and pipeline 10 videos

What is an opportunity and how do you create one?5:49

Creating an opportunity. Unlike a lead, an opportunity is managed within the sales pipeline.

What the video shows
  • First way: convert a lead with the button on its form
  • Second way: New button in “My Pipeline”, with a quick wizard that asks for the contact and name
  • If a contact person is chosen instead of the company, that person’s details are loaded
  • Expected revenue, recurring revenue (monthly, yearly…) and probability
  • Assigned salesperson, expected closing date, priority and tags
  • Internal notes and additional contact information

How to assign an opportunity to a stage5:10

How to assign an opportunity to a stage of the sales pipeline and how to use the different display options.

What the video shows
  • List view: data in rows and an Action button to convert, merge or send bulk emails
  • Kanban view: pipeline stages, with drag and drop of opportunities between them
  • Expected revenues are totaled by stage and updated when an opportunity is moved
  • The “My Pipeline” filter shows only your own opportunities; when removed, those of all salespeople are shown
  • Activity colors: red if overdue, orange if due today and green if in the future
  • From the card you can schedule activities and change the priority

How to configure list view options1:24

Configuring the list view to see useful information at a glance without opening each record.

What the video shows
  • In kanban view, the data displayed is fixed
  • In list view, the optional columns button lets you show fields such as the salesperson or the stage

How to move an opportunity to another stage1:17

How to move an opportunity forward through the stages of the sales pipeline.

What the video shows
  • In the pipeline kanban view, by dragging the opportunity to the desired stage
  • From the opportunity form, by clicking the stage in the top bar; the change is logged in the history

How to combine or merge sales opportunities1:59

Merging duplicate opportunities, for example when two salespeople have worked in parallel, or to bring several services for the same customer together in a single record.

What the video shows
  • In list view, select the opportunities and use Action > Merge
  • You choose the salesperson and the sales team who will manage it from then on
  • The result is a single opportunity in the pipeline

Internal and external notifications from opportunities5:07

Communication and notification options from the opportunity, both individual and bulk.

What the video shows
  • “Send Message” reaches the customer by email; “Log Note” is internal
  • The note supports rich text and attachments, and is kept in the history
  • The envelope is gray if the email was sent successfully and red if it failed, for example when there is no outgoing mail server
  • Action > Send Email from the list view, for one or several opportunities
  • Example: filter opportunities by a tag and send them a bulk email, with a template if you use email marketing
  • The email is logged in the history of each opportunity

Managing followers linked to an opportunity3:14

Adding followers to a sales process and editing each one’s preferences so they receive only the notifications they care about.

What the video shows
  • The followers icon in the history shows how many there are; the person in charge follows the opportunity and remains a follower even if it is reassigned
  • When adding followers you choose the contacts and can customize the message; they receive a notification that they have been added
  • The pencil next to each follower opens their preferences: discussions, internal notes, activities, stage change, opportunity won or lost
  • Each follower receives only the notifications of the types selected, without having to open the record

Sales planning from the opportunity5:50

Sales planning and tracking of the pending actions for each opportunity.

What the video shows
  • In the kanban, the icon on each opportunity opens its scheduled activities, and the stage summarizes them by color: green for future, orange for today, red for overdue
  • The Activity view shows, by opportunity and activity type, the date on which each one is due
  • Within the opportunity, marking an activity as done adds a comment with the outcome, which is kept in the history
  • After changing stage, another activity is scheduled with type, summary, due date and assigned user, yourself or another colleague
  • The assigned user sees it in their activity notifications, grouped by module into overdue, due today and future

Managing quotations from opportunities6:11

Generating the quotation from the opportunity itself, rather than from Sales, so that the quotation and the opportunity are linked in the same record.

What the video shows
  • The New Quotation button on the opportunity creates the quotation linked to it, unlike one created directly in Sales
  • The quotation inherits the customer, payment terms and pricelist, and, under Other Info, the salesperson, the sales team and the tags
  • Invoice and delivery addresses are taken from the company’s billing and delivery contacts, and can be changed
  • After adding the product, it is sent by email from Odoo; the email is logged in the history, with the envelope in red if the email fails
  • The opportunity’s quotations button collects all linked quotations, which are also visible in the CRM’s Sales > My Quotations menu

How to mark an opportunity as lost in our sales pipeline3:58

How to mark an opportunity as lost, with tips for making use of that data afterwards and identifying improvements.

What the video shows
  • The opportunity’s Mark as Lost button opens a wizard to choose the lost reason and add an explanatory text
  • Lost reasons are created as needed in the CRM Configuration menu, for example one for each competitor
  • The opportunity is shown with the red lost ribbon and the history records who marked it, when and for what reason
  • From the list view, select one or more opportunities and use Action > Mark as Lost
  • With the lost filter and by grouping by lost reason in kanban, you can see the opportunities lost for each cause

Profiles and permissions 2 videos

Sales manager: what permissions should you give them in Odoo?10:01

Creating users and setting the basic permissions of a sales manager or director so they can use Sales and CRM without restrictions.

What you’ll see in the video
  • In Settings > Users, after creating the user, their contact details (company and email) are completed and an employee is linked to them
  • In Sales, the user is given the Administrator role, which grants access to both Sales and CRM
  • Accounting, Project, Timesheets, Inventory and Purchase are not needed; Email Marketing is usually granted
  • In Expenses, Team Approver if they approve their salespeople’s expenses; in Attendances, User so they can clock in
  • When logged in with that user, they see CRM, Sales, Email Marketing, the common modules and the human resources modules
  • The CRM appears empty because of the My Pipeline filter, and quotations because of the My Quotations filter; removing them shows all records
  • They don’t have the stages table in Configuration, but they can create, edit and reorder stages from the gear icon on each kanban column
  • Without Accounting permission, the Invoices button on an already invoiced order returns an access error

Sales Agent… What Permissions Should They Have in Odoo?7:45

Creating users for the sales team and the basic permissions a salesperson needs to use Sales and CRM, with the restrictions that fit their role.

What you’ll see in the video
  • In Settings > Users, after creating the user, their contact details (company and email) are completed and the employee is created with the Create Employee button
  • In Sales, you choose between seeing only their own documents or showing all documents; the latter is recommended to avoid duplicates
  • The remaining modules are not needed; Accounting or the marketing module are granted only if they fall within the user’s responsibilities
  • When logged in with that user, they see CRM, Sales, the common modules and the human resources modules; in CRM, the My Pipeline filter must be removed to see everything
  • They don’t have the Configuration menu and can’t modify stages or create products, pricelists or quotation templates: they only manage operations

Analysis and forecasts 2 videos

How to Analyze and Forecast the Closing of Sales Deals3:16

Revenue and closing forecasts based on each opportunity’s expected closing date, especially useful for short sales cycles, with several views to explore the data.

What you’ll see in the video
  • Accessed from CRM > Reporting > Forecast; the kanban view replaces stages with months and adds up the expected revenue for each one
  • Each opportunity is placed in the month of its Expected Closing field; those without a date fall into the None column
  • Graph view showing the expected amount per month, with the option to change measures and chart type
  • Pivot table with measures such as Expected Revenue and grouping by salesperson, sales team, country or campaign

How to Analyze the Status of Our Sales Pipeline2:56

Sales funnel analysis with different views, for both the salesperson and the sales manager or director who tracks their team’s progress.

What you’ll see in the video
  • Accessed from CRM > Reporting > Pipeline, which opens in graph view (bar, line or pie)
  • With the Expected Revenue measure, the chart shows the amount per stage and uses colors to distinguish the expected closing date
  • Pivot table with the stages and total revenue, to which you can add measures and groupings by sales team, salesperson or stage
  • Filters can be saved as favorites, and the report can be added to your personal dashboard or downloaded in Excel

Binovo developments and extras 1 video

AI in the CRM: Complete Leads and Instant Pipeline Insights6:13

Binovo’s AI agent completes the data of a new lead (address, tax ID, phone number, website) from the company name and answers pipeline questions in natural language from the Odoo chat: conversion rates by stage, closing probability and next actions.

What you’ll see in the video
  • Voice request for a company’s tax report: the dictated text can be corrected before sending it and the summary arrives in the chat
  • Creation, by instruction, of the contact and an opportunity in the CRM pipeline: the AI infers the amount and probability and assigns a salesperson and address
  • Changing the opportunity by instruction: three stars, move to the Qualified stage and a new amount, visible after refreshing the browser
  • Query of the opportunities with no customer assigned and navigation to the one the agent identified as most promising, without being told which one it is
  • Instruction to mark the opportunities without a customer as lost: the agent asks, creates a folded Lost stage and moves them to it

Frequently asked questions about CRM in Odoo

What is the difference between a lead and an opportunity in Odoo CRM?

A lead is a first sales contact that has not yet been qualified. An opportunity is one that is managed within the sales pipeline, moving through its stages until it is won or lost.

Can Odoo forecast sales closings?

Yes. Based on the expected revenue and the expected closing date of each opportunity, Odoo shows revenue and closing forecasts in different views and reports.

Can bulk emails be sent from the CRM?

Yes. By selecting several leads or opportunities in the list view, an email is sent to all their contacts, using a template if desired, and the message is logged on each one.

What does Binovo’s artificial intelligence bring to the CRM?

Binovo’s AI agent completes the data of a new lead (address, tax ID, phone number, website) from the company name and answers pipeline questions in natural language, such as the conversion rate by stage.

Want to see how Odoo would work in your company?

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