How to Configure CRM Pipeline in Odoo 19: Step-by-Step

CRM Pipeline Overview

The CRM pipeline in Odoo 19 is where your sales team manages leads and opportunities from first contact to closed deal. The pipeline is a kanban board where each column represents a stage in your sales process.

Step 1: Install the CRM App

Go to Apps → search for CRM → click Install. This also installs the Sales module as a dependency.

Step 2: Configure Pipeline Stages

Go to CRM → Configuration → Stages. Default stages are: New, Qualified, Proposition, Won. Customize them:

1. Click New to create a stage
2. Set the Stage Name (e.g., "Discovery", "Demo Scheduled", "Proposal Sent", "Negotiation")
3. Set the Sequence to control order
4. Optionally assign to a specific Sales Team
5. Set Requirements — text that appears when moving an opportunity to this stage

Recommended Pipeline for B2B Sales

Step 3: Configure Sales Teams

Go to CRM → Configuration → Sales Teams:

• Create teams (e.g., "Inside Sales", "Enterprise", "Channel")
• Assign a Team Leader
• Add Members
• Set Invoicing Target for revenue goals

Step 4: Configure Lead Assignment

In Odoo 19, lead assignment can be automatic:

1. Go to CRM → Configuration → Settings
2. Enable Rule-Based Assignment
3. Go to CRM → Configuration → Assignment Rules
4. Create rules based on: country, language, campaign, team, or custom domain filters
5. Set Running to activate the rule

Step 5: Configure Activities

Activities are scheduled follow-up tasks. Go to Settings → Technical → Activity Types:

• Email — Send follow-up email
• Call — Phone call reminder
• Meeting — Calendar meeting
• To-Do — Internal task

Set default Delay Days to auto-schedule the next activity when one is completed.

Step 6: Configure Lead Scoring (Predictive)

Odoo 19 includes predictive lead scoring:

1. Go to CRM → Configuration → Settings
2. Enable Predictive Lead Scoring
3. Select scoring variables: country, state, email, phone, language, team
4. The system learns from your won/lost history

Step 7: Customize the Pipeline View

In the pipeline kanban view:

• Click the gear icon on a column header to customize
• Use Search → Favorites → Save current search for filtered views
• Group by: Sales Team, Salesperson, Country, Tags

Common Mistakes

• Too many stages — Keep it to 5-7 stages max. More creates confusion.
• No activity scheduling — Without activities, leads go cold. Always schedule the next action.
• No lost reasons — Configure lost reasons (CRM → Configuration → Lost Reasons) to track why deals fail.