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Pipeline Management

Pipelines are how you visualize and manage your sales process. Each pipeline defines a series of stages that deals move through from first contact to close.

Default Pipeline Stages​

CRM ships with a default pipeline. Each stage has:

  • Name — The stage label (e.g., "Qualification," "Proposal Sent")
  • Order — Position in the pipeline (left to right)
  • Probability — Percentage likelihood of closing (used for weighted forecasting)
  • Color — Visual indicator on the Kanban board
  • Won/Lost flags — Exactly one stage must be marked Won and one Lost

Customizing Stages​

  1. Go to Sales > Pipeline
  2. Click the gear icon to open pipeline settings
  3. Add new stages, rename existing ones, or reorder by dragging
  4. Set the probability percentage for each stage
  5. Click Save
⚠️Changing a stage name or removing a stage affects all deals currently in that stage. Deals in a removed stage will need to be reassigned.

Creating Multiple Pipelines​

Different sales motions need different pipelines. Common examples:

PipelineUse CaseTypical Stages
New BusinessNet-new client acquisitionLead → Qualification → Discovery → Proposal → Negotiation → Won/Lost
RenewalsExisting contract renewalsRenewal Due → Review → Proposal → Approved → Won/Lost
UpsellsExpanding services for current clientsOpportunity → Scoping → Proposal → Won/Lost

To create a new pipeline:

  1. Go to Sales > Pipeline
  2. Click New Pipeline
  3. Name the pipeline and set a default currency
  4. Define the stages with probabilities
  5. Click Create

Each pipeline has its own Kanban board, conversion metrics, and forecast.

Kanban Board View​

The default pipeline view is a Kanban board where each column is a stage:

  • Drag and drop deals between stages
  • Deal cards show the deal name, value, company, owner, and days in stage
  • Stage totals at the top of each column show count and total value
  • Color coding indicates deal health (on track, stale, at risk)

Click any deal card to open the full deal detail page.

List View​

Switch to list view for sorting and bulk operations:

  • Sort by deal name, value, weighted value, close date, days in stage, or owner
  • Filter by stage, owner, company, date range, or tags
  • Select multiple deals for bulk stage changes or owner reassignment
  • Export the filtered list as CSV

Pipeline Conversion Rates​

CRM tracks stage-to-stage conversion rates:

  • Stage conversion — What percentage of deals move from one stage to the next
  • Overall win rate — Percentage of deals that reach the Won stage
  • Average deal cycle — How long deals take from creation to close
  • Stage velocity — Average days spent in each stage

Access conversion metrics from the pipeline settings or the Reports section.

💡Low conversion between specific stages reveals where deals get stuck. Use this data to improve your sales process — for example, if 60% of deals stall at "Proposal Sent," your proposals may need work.

Pipeline Revenue Forecast​

The forecast combines deal values with stage probabilities:

  • Pipeline total — Sum of all open deal values
  • Weighted total — Sum of (deal value × stage probability) for all open deals
  • Commit — Deals your reps have marked as committed to close this period
  • Best case — Committed plus likely deals
  • Closed won — Already closed this period
  • Target — Your revenue target for comparison

Access the forecast at Sales > Forecasting. Filter by pipeline, time period, and owner.

Pipeline Snapshots​

CRM automatically captures daily pipeline snapshots for historical analysis. These snapshots record:

  • Total pipeline value by stage
  • Deal count by stage
  • Weighted forecast totals

Use snapshots to track how your pipeline changes over time and spot trends.

Next Steps​