What is the Sales Pipeline?
The sales pipeline is a visual representation of your sales process, showing deals at different stages from initial contact to completion. It helps you track progress, identify bottlenecks, and manage your sales team’s activities effectively.Key Features
Visual Pipeline Management
- Drag-and-drop interface for moving deals between stages
- Kanban board layout with columns for each stage
- Deal cards showing key information at a glance
- Stage-based organization for clear progress tracking
Deal Tracking
- Deal value and probability tracking
- Contact information and deal details
- Deal history and activity logs
- Stage progression over time
Pipeline Analytics
- Total pipeline value across all stages
- Deal count per stage
- Conversion rates between stages
- Revenue forecasting based on pipeline
Pipeline Stages
Lead Generation
- New leads entering the pipeline
- Initial contact and qualification
- Lead scoring and prioritization
- First meeting or consultation
Qualification
- Needs assessment and requirements gathering
- Budget verification and decision-making process
- Timeline confirmation and urgency
- Stakeholder identification
Proposal
- Solution design and customization
- Pricing presentation and negotiation
- Proposal delivery and follow-up
- Objection handling and clarification
Negotiation
- Terms discussion and contract review
- Pricing adjustments and concessions
- Legal review and approval process
- Final negotiations and closing
Closed-Won
- Deal completion and contract signing
- Payment processing and invoicing
- Onboarding and implementation
- Success celebration and follow-up
Closed-Lost
- Lost deal documentation
- Reason tracking for analysis
- Follow-up opportunities for future
- Lessons learned and improvement
Managing Deals
Creating New Deals
- Go to Marketing → Pipeline
- Click Add Deal
- Enter deal details and contact information
- Set deal value and probability
- Choose initial stage for the deal
- Save the deal
Moving Deals Between Stages
- Drag the deal card to the new stage
- Confirm the move in the dialog
- Update deal details if needed
- Add notes about the stage change
Editing Deal Details
- Click on any deal in the pipeline
- Edit deal information as needed
- Update contact details or value
- Save changes to update the deal
Deal Information
Basic Deal Details
- Deal Name - Clear, descriptive title
- Contact - Associated contact or company
- Value - Deal amount in your currency
- Probability - Likelihood of closing (0-100%)
- Expected Close Date - When you expect to close
- Stage - Current pipeline stage
Additional Information
- Description - Detailed deal notes
- Source - How the lead was acquired
- Priority - High, medium, or low priority
- Tags - Custom labels for organization
- Assigned To - Team member responsible
Pipeline Management
Stage Configuration
- Add new stages to customize your pipeline
- Reorder stages to match your process
- Set stage probabilities for forecasting
- Configure stage colors for visual organization
Deal Filtering
- Filter by stage to focus on specific areas
- Filter by assigned user to see individual pipelines
- Filter by date range for time-based analysis
- Search by deal name or contact
Bulk Actions
- Select multiple deals for batch operations
- Move multiple deals to the same stage
- Assign multiple deals to a team member
- Delete multiple deals at once
Pipeline Analytics
Pipeline Value
- Total pipeline value across all stages
- Weighted pipeline value based on probabilities
- Stage-by-stage breakdown of values
- Trend analysis over time
Conversion Metrics
- Stage conversion rates between stages
- Average deal size per stage
- Time in stage analysis
- Win/loss ratios by stage
Forecasting
- Revenue forecasting based on pipeline
- Probability-weighted revenue projections
- Stage-based revenue predictions
- Trend analysis for future planning
Best Practices
Pipeline Organization
- Keep stages simple and clear
- Use consistent naming conventions
- Regularly review and clean up deals
- Update deal information frequently
Deal Management
- Enter deals promptly when leads come in
- Update deal status regularly
- Add detailed notes for context
- Follow up consistently on active deals
Team Collaboration
- Assign deals to appropriate team members
- Use tags for easy organization
- Share pipeline updates with the team
- Regular pipeline reviews for alignment
Advanced Features
Deal Automation
- Auto-move deals based on criteria
- Send notifications for stage changes
- Create follow-up tasks automatically
- Generate reports on schedule
Integration Features
- CRM integration for contact management
- Email integration for communication tracking
- Calendar integration for meeting scheduling
- Document integration for proposal management
Custom Fields
- Add custom fields for specific information
- Create dropdown options for consistency
- Set field requirements for data quality
- Use custom fields in reports and filters
Troubleshooting
Common Issues
- Deals not moving - Check permissions and stage settings
- Missing deal information - Verify required fields are filled
- Pipeline not updating - Refresh the page or check connectivity
- Deal assignments - Verify user permissions and availability
Pipeline Problems
- Stages not showing - Check stage configuration
- Deal values incorrect - Verify currency and calculation settings
- Missing contacts - Ensure contact information is complete
- Duplicate deals - Check for existing deals before creating new ones
Getting Started
- Set up your pipeline stages to match your sales process
- Create your first deal with complete information
- Move deals through stages as they progress
- Review pipeline regularly to stay on track
- Use analytics to improve your sales process