Deals and pipelines
Model opportunity stages, move deals consistently, and keep forecasts tied to observable events.
A pipeline defines an ordered process. A deal is one opportunity moving through that process. Use multiple pipelines only when processes genuinely differ; do not create one pipeline per owner or campaign when a field or filter would work.
Create a pipeline
- Open CRM → Pipelines and choose the create action.
- Give the pipeline a name that describes the process.
- Add stages in the order work normally progresses.
- Define entry and exit criteria for every stage outside the UI.
- Set the default pipeline only if it should be used for most new deals.
- Save, open the board, and create test deals in several stages.
Stage names should describe evidence: “Discovery scheduled,” “Proposal sent,” or “Contract signed.” Avoid ambiguous labels such as “Warm” unless the team has a precise definition.
Manage deals
Open CRM → Deals to search, filter, create, and manage opportunities. A useful deal includes a recognizable name, linked customer context, owner, pipeline and stage, expected value when known, and a concrete next action.
On a pipeline board, dragging a deal changes its stage. Before moving it, confirm the defined exit condition is true and check whether a workflow watches that change. A stage move can notify teammates, enroll follow-up, update a score, or create tasks.
Change pipeline structure safely
Editing or deleting a stage with active deals can change reporting and automation behavior. Before modifying a live pipeline:
- Count deals in the affected stages.
- Identify workflows, sequences, reports, or saved views that reference them.
- Decide where existing deals should move.
- Test the new structure with non-production deals.
- Communicate the effective time to operators.
Operate a pipeline review
Review deals by owner, stage age, next activity, expected close window, and recent customer activity. Ask for evidence behind the stage and next step. Close or archive stale opportunities according to your reporting policy rather than leaving them indefinitely in an active stage.
Troubleshoot a wrong board or count
Confirm the selected pipeline, filters, active workspace, and date scope. Open an example deal and verify its current pipeline and stage. If a stage automation ran unexpectedly, inspect the workflow execution before moving the deal again.