Calculating the sales commissions in Odoo 20 becomes significantly simpler, even as the team grows. Salespeople change teams, managers are compensated based on collective performance, a sale is attributed to the wrong person: all situations where a mistake costs money or trust.
With Odoo 20, the commission engine of the Sales application takes a leap forward. Presented by Odoo during the talk "Advanced Sales Commission Plans", these developments add to the new features of Odoo 20 that will truly make a difference. They touch on four points: what you commission, how teams are modeled, control before payroll, and error correction.
If you are discovering the module, start with our article on the automated sales commissions with Odoo V18, which presents the basic functioning of the plans.
01Commissioning on cash receipts and on sales at the register
Odoo 20 adds three new commission metrics. They determine on what basis the commission amount is calculated.
| New metric | What it allows |
|---|---|
| Amount paid in full | Calculate the commission at the time when the invoice is fully paid by the customer, and not at its issuance. |
| Amount sold at Point of Sale | Commission sellers on the revenue generated at the cash register. |
| Quantity sold at Point of Sale | Commission sellers on the number of items sold at the cash register. |
1 · The commission on payment, aligned with your cash flow
The commission on full payment is the most anticipated novelty. Let's take an invoice issued in January, paid halfway in February and then settled in March: the commission is calculated in March, the month when the money is actually received.
This way, you align the compensation of your teams with your cash flow. A salesperson is no longer compensated for a sale that the customer has not yet paid.
2 · Store sellers finally covered
Businesses with physical points of sale can now directly commission their sellers on the sales at Point of Sale, both in amount and in quantity. For brands that combine cash register, inventory, and online store, it's another building block in a unified retail ERP.
Other developments of the cash register are detailed in our article on the new features of Odoo 20 POS for restaurants.
The three new measures of V20: the amount paid in full and sales at Point of Sale, in amount as well as in quantity.
02Team leader plans that follow the real life of your teams
In a team leader plan, the manager is compensated based on the cumulative performance of their team. Until now, the composition of this team was fixed in the plan. However, in reality, a salesperson leaves during the year and another arrives in the following quarter.
1 · A team composition by period
In V20, the same team leader can appear multiple times in the plan, with different team members depending on the periods. For example, they manage one salesperson in the first quarter, then two starting in July. Odoo automatically takes into account the correct team composition for each period.
2 · A dynamically calculated objective
The team leader's objective now corresponds to the sum of the objectives of their team members, period by period. If the team grows, their objective automatically increases. You also choose from which plans these objectives are added.
3 · The contribution of each salesperson at a glance
The manager can group their achievements by salesperson. They can immediately see what each member of their team contributes to their results.
The same team leader appears twice, with a different team depending on the period. Their objective is calculated dynamically from the objectives of their team members.
03Detect team conflicts before launching payroll
The more salespeople, plans, and teams you have, the higher the risk of error. Two cases arise:
- The forgotten salesperson : attached to no team during a period, their commission is not paid.
- The salesperson counted twice : present in two teams at the same time, their commission is paid twice by the company.
Odoo 20 introduces the function Detect user conflicts, accessible from the Action menu. It analyzes one or more plans and reports gaps and overlaps in team composition.
This is a warning, not a blockage: the situation may be normal. But you are alerted and can check before launching payroll.
Conflict detection indicates a gap: Marc Demo is not attached to any team between March 31 and July 1.
A forgotten commission costs the trust of a salesperson, a commission paid twice costs money. Conflict detection addresses both before payroll.
04Correct a commission without touching your invoices
A sale has been assigned to the wrong salesperson, and the invoice has already been accounted for? No need to cancel anything. The commission adjustments have been enhanced in V20:
- Transfer between salespeople : you move a performance from one salesperson to another, specifying which plan it is removed from and which plan it is added to. This detail matters, as the same amount does not generate the same commission depending on the relevant plan.
- Traceability : the adjustment can be linked to the original order or invoice, to keep a clear record of the correction.
- Locking : administrators can lock an adjustment. Once the payroll has passed, no one can modify it.
This locking ensures consistency between your payroll records and the commissions displayed in Odoo, even several months after the closure of a period.
An adjustment transfers €100 of result from Marc Demo to Mitchell Admin, specifying the original plan and the destination plan. It can be linked to the relevant order or invoice, and then locked once the payroll has passed.
05A commission engine sized for large teams
Odoo itself uses its commission module. According to the figures presented during the talk, it manages over 3,000 salespeople, more than 700 plans, and 426,000 performances grouped into 28,000 commission lines.
All of this is calculated in real-time and loads in less than a second. The commission engine has been fully optimized to handle this load: volume is no longer a hindrance, even for a large sales organization.
06The rules to know before setting up your commission plans
Some useful clarifications for designing your Odoo commission plans without unpleasant surprises:
- Credit notes : they are considered as negative invoices and reduce the commission, whether the plan is based on amounts or on quantities.
- Mandatory internal user : the salesperson must be an internal user of Odoo, to be counted in your number of users.
- One salesperson per invoice : an invoice carries only one salesperson, but the team leader plan mechanism allows two people to be compensated on the same sale.
If you are still on an earlier version, these new features become available with the migration of your Odoo database to V20.
💡 The Nalios perspective
The commission on full payment is the new feature that has the most impact on the organization, as it ties the compensation of salespeople to the tracking of collections. It is only reliable if payments are regularly reconciled in the Odoo accounting : an invoice settled but not reconciled remains open and delays the commission.
Our recommendation: before switching your plans to this measure, validate with accounting the pace of bank reconciliation, and add conflict detection to your end-of-period checklist, just before payroll.
What to remember
Commercial commissions in Odoo 20, in four points.
Commission plans tailored to your organization
Our consultants assist you in designing and implementing your commission plans in Odoo, from team structure to control before payroll.
Discover Odoo CRM and SalesSources: Odoo talk "Advanced Sales Commission Plans," official Odoo documentation on commissions.
Key questions
Answers to the most frequently asked questions about commercial commissions in Odoo 20.
Choose the measure "Amount paid in full" in your commission plan. The commission is then calculated over the period when the invoice is fully settled, and not at its issuance. An invoice paid in installments is commissioned in the month of the last payment.
Yes, since Odoo 20. Two new measures allow commissioning sellers on the amount or on the quantity sold at the register. Businesses with physical points of sale no longer need a separate calculation.
With a team leader plan, which compensates the manager based on the cumulative performance of their team. In V20, the composition of the team can vary over periods, and the manager's objective is automatically calculated from the objectives of their team members.
By a commission adjustment, without canceling the invoice. You transfer the achievement of one salesperson to another by specifying the original plan and the destination plan, then you link the adjustment to the order or invoice. An administrator can then lock it once the payroll has passed.
Yes. Odoo treats credit notes as negative invoices, which reduce the commission. This is the case whether the plan is based on amounts or on quantities.