Odoo 20 Sales and CRM: Commissions, Leads and Quotes

Sales and CRM changes in Odoo 20 are mostly about saving salespeople time and giving managers better control. Nothing here is likely to break your setup. A few things will change how your team works day to day.

CRM

Lead distribution modes

Leads can now be assigned using three modes:

• Always in rotation
• In rotation with a limit
• Out of rotation

This gives managers a simple way to take someone off new leads (holiday, full pipeline) without editing assignment rules.

Lead data from Dun & Bradstreet

Generate Leads now uses Dun & Bradstreet instead of Clearbit, and suggests more ways to generate leads. If your team relied on Clearbit enrichment, check that the results meet your needs.

Pipeline switcher

A dropdown lets users switch between team pipelines quickly. Useful for managers who look after several teams.

Upsells from leads

From a lead, you can now see the customer's existing subscriptions and create upsell or renewal quotes linked to the opportunity. For subscription businesses, that closes a gap between CRM and account management.

Address details hidden on leads

Address details are hidden to encourage creating proper contacts. Expect a few questions from salespeople used to filling in addresses on the lead.

Sales

Commissions

• Payment-based commissions, so commission follows money received rather than invoices issued
• Manager commissions

If you've been calculating commissions in a spreadsheet, test whether Odoo 20 covers your plan rules before replacing it.

Better quotations

• Quotation sections and improved quotation templates
• Sales order line numbering
• Description-only lines
• Stacked fields on order lines
• Product images on quotes
• A sales order email template and improved portal page

Line numbering sounds minor. It's one of the most requested features from B2B customers who refer to "line 14" on the phone.

Pricing

• Fixed price pricelists
• Price rules per packaging type
• Editable margins and editable variant prices
• Periodic pricing
• Tax-included or excluded switch on orders
• Pricelist report improvements

Discounts and loyalty

• Single-use discount codes
• Loyalty point expiration

Other useful changes

• Fixed prepayment amounts
• Mark orders as fully invoiced
• Charge overages
• Ship orders without Inventory, for businesses that don't use the Inventory app
• Sales order creation from purchase orders, useful in inter-company and drop-ship flows
• Services & Material lines
• A sales dashboard
• Marketplace connectors listed for Lazada and TikTok

What to test

1. Lead assignment with the new rotation modes
2. Commission calculations against a month of real data
3. Quotation templates and PDF layout
4. Pricelists, especially if you use complex rules
5. Any custom quote reports, since line layout options changed

See our Odoo CRM pipeline guide for setting CRM up well in the first place, or Odoo 20: what's new for the rest of the release.