Manage the Sales Pipeline

CRM → Pipeline shows every deal your team is working on. Use it to move deals forward, spot the ones that need attention and see what is likely to close.

Every figure on the page can be clicked. It opens a panel listing the exact deals behind the number, and clicking a deal in that panel opens the deal.

The stages

A deal moves through Prospecting, Qualification, Proposal and Negotiation, and ends as Closed Won or Closed Lost. Each stage sets a starting probability (10%, 25%, 50% and 75%), which you can change on the deal.

The summary cards

• Open pipeline is the total value of deals not yet won or lost.
• Weighted forecast is each open deal's value multiplied by its probability, added up.
• Won is the value of deals closed as won.
• Win rate is won deals as a share of all closed deals.
• Closing this month is open deals with an expected close date this month.
• Needs attention is open deals that are past their close date, stalled, or have no next step.

The attention panels

• Past Close Date: open deals whose expected close date has passed.
• Closing Soon: open deals expected to close in the next 14 days.
• Stalled: open deals with no stage change or activity for 3 weeks.
• Biggest Open Deals: the largest deals still in play.

Choose a view

Use the buttons in the toolbar to switch view.

• Kanban shows one column per stage. Drag a deal to another column to move it.
• Table lists deals in rows you can sort, and lets you change several at once.
• Cards shows each deal as a card.
• Forecast lays open deals out by the month they are expected to close.
• Insights shows how your sales are performing over a period you choose.

Find the deals you want

Type in the search box to find deals by name, company, contact or owner. The filters narrow the list by status, stage, owner, company and close date. You can also sort the list and group it by stage, company or owner.

Move a deal

In the Kanban view, drag the deal to its new stage. You can also open the deal and change the stage there.

When you move a deal to Closed Lost, you are asked why it was lost. Pick a reason and add a note if it helps. The reasons appear in the Insights view.

Every stage move is recorded with who made it and when.

Change several deals at once

1. Switch to the Table view.
2. Tick the deals you want to change, or tick the box in the header to select all the deals shown.
3. In the bar that appears, move them to a stage, assign an owner or set a close date.

People who are allowed to delete deals can also delete the selected deals from the same bar.

Forecast

The Forecast view groups open deals by expected close month. Each deal sits in a forecast category:

• Pipeline: early deals that may or may not close.
• Best case: deals that could close if things go well.
• Commit: deals you expect to close.
• Omitted: deals left out of the forecast.

Click a category or a month to see its deals. Deals with no close date are listed separately, because they cannot be forecast until they have one.

Insights

Choose a period at the top of the Insights view. It shows:

• deals won and lost, and the win rate
• average deal size and the length of the sales cycle, from created to closed
• sales velocity: the value won per day
• new deals created
• how many deals reached each stage
• how long open deals have been waiting in each stage
• the reasons deals were lost
• a table of each owner's open pipeline and results