> ## Documentation Index > Fetch the complete documentation index at: https://docs.1club.ai/llms.txt > Use this file to discover all available pages before exploring further. # Leads and pipeline > Work your sales pipeline on the Leads tab of Members - a board with a column per stage or a list, sources and assignees, Add lead, bulk moves, and the stages and sources you set under Settings > Members > Pipeline. Your sales pipeline is the people you are working to turn into customers. It lives on the **Leads** tab of **Members**: each lead is a contact with a stage, a source, and a staff member assigned to follow up. You see them as a board with a column per stage, or as a list. Owners, managers, and front desk staff use it to follow up on enquiries and trials until people buy. ## When to use it * **Turn trial enquiries into members** - a padel gym adds everyone who asks about a trial as a lead in **New lead**, moves them to **Trial booked** when they book, and lets them leave the board on their own when they buy a membership. * **Let forms and the website fill the pipeline** - an open-day signup form adds every submitter to **New lead** under the **Event** source, and enquiries from your website's contact form arrive under **Website**. * **Share out follow-ups** - a manager selects ten new leads on the list, assigns them to a coach, and an automation notifies that coach. * **Keep quiet leads from cluttering the board** - leads with no activity for 30 days move to **Cold** overnight, and can warm up again later. ## How it works The pipeline is part of the contact record, not a separate record. A contact is in the pipeline when they have a stage. The same stage, source, and assignee show on the board, the list, the contact's profile, and in automations. * **A lead is a contact in the pipeline who has never been a customer.** Being in the pipeline is what makes a contact's type **Lead**. You don't set the type by hand. * **Only someone who is not a customer right now can enter.** A plain contact, a lead, a lapsed member, or a drop-in can be added. A drop-in or lapsed member you are selling a membership to stays in their own type, and their card shows it. * **Leads convert by themselves.** On their first paid purchase after entering the pipeline (a membership or a pass), a lead becomes a customer and leaves the board. A free or unpaid plan does not convert anyone. There is nothing to close by hand. * **There is no won or lost.** The one **Cold** stage is for leads who went quiet. It is reversible and asks for no reason, because a "not now" in March can be a member in May. A Cold lead is still a lead. * **A source is first-touch.** The source records where a contact first came from, and entering the pipeline again does not overwrite it. Pipeline used to be a separate **Deals** feature under **Marketing**, with deal values, win probabilities, close dates, and custom deal fields. Deals were replaced by the pipeline on the contact. Each contact's latest open deal became their stage, source, and assignee (a lost deal became **Cold**), and deal notes became contact notes. Old **Pipeline** and **Deals** links open the Leads tab. ## The Leads tab Go to **Members** and open the **Leads** tab. The tab is always shown, even when the pipeline is empty, because an empty board is where you add your first lead. Its badge counts everyone in the pipeline. Use the icons in the toolbar to switch between **Board** and **List**. The page remembers your choice in this browser. ### Board The board has one column per stage: your open stages in order, then **Cold** last. Each column header shows the stage name and the number of leads in it. Each card shows: * the contact's name, * their source, as a colored chip, * their type, when they are not a lead (for example **Drop-in** or **Lapsed**), * their next booking, when they have one, * who they are assigned to, or **Unassigned**. To move a lead, drag the card to another column. The three-dot menu on a card offers **View profile**, **Mark as cold**, and **Remove from pipeline**. Removing a contact from the pipeline keeps the contact and takes them off the board. Click a card to open the lead: their contact details, their stage, source, and assignee under **Pipeline**, and their notes, which you can add to on the spot. **View profile** opens their full [profile](/members/member-profiles). When a column holds more leads than it shows, click **Show more** at its foot. The list opens, filtered to that stage. ### List The list shows the same leads as rows, with **Stage**, **Source**, and **Assigned to** right after the name. Columns a lead does not have yet, such as type, memberships, and levels, are left out. Click a row to open the contact's profile. ### Filters Besides the usual member filters, the Leads tab filters by **Source** and **Assigned to**. The list also filters by stage. Filters stay in the URL, so you can bookmark "my leads from Instagram" or share it. ## Adding leads * **Add lead** - on the Leads tab, the outlined button at the top right is **Add Lead**. It is also in the **+** menu on every Members tab. Fill in the contact details and, under **Pipeline**, the stage, source, and assignee. The stage starts at your default stage. * **From a board column** - click **+** on a column header to add a lead that starts in that stage. * **From a contact's profile** - the **Pipeline** block on the contact card has **Add to pipeline** for anyone who is not a customer. For someone already in it, change the stage, source, or assignee in place. * **From a form** - turn on **Add submitters to the pipeline** on a [form](/marketing/forms) and choose a stage and a source. People who submit it become leads, unless they are already customers. A signup form can't do this, because whoever signs up becomes a customer. * **From your website** - enquiries from the contact form on your [website](/marketing/website) arrive under the **Website** source. * **From an automation or the API** - the **Move to pipeline stage** automation step and the platform API add and move contacts too. ## Bulk moves and assignment Select leads on the list with the checkboxes. The bulk action bar adds **Move to stage** and **Assign to** to the usual member actions. The result tells you how many contacts were updated. ## Automations [Automations](/marketing/automations) can work the pipeline for you: * **Trigger** - "When a contact's pipeline stage changes", narrowed with **From stage (any of)** and **To stage (any of)**. A lead moved to **Cold** by the inactivity rule fires it too. * **Steps** - **Move to pipeline stage** and **Assign to staff member**. * **Entry conditions** - **In pipeline stage** and **Came from source**. * **Recipient** - **Assigned staff member** notifies whoever the contact is assigned to. ## Pipeline settings Stages and sources are set under **Settings** > **Members** > **Pipeline**. The page has two sections, **Stages** and **Sources**. Changing them needs organization settings manage access. ### Stages Every organization starts with four stages: **New lead** (the default), **Contacted**, **Trial booked**, and **Cold**. Click **Add stage** to add one, or click a stage to edit it. Drag the handle to reorder stages. The board shows the open stages in this order from left to right, with **Cold** always last. Each stage shows chips for its kind (**Open** or **Cold**), **Default** on the default stage, and how many contacts are in it. A stage has: * **Name** and **Color** - the column label and its accent color. * **Default stage** (open stages only) - new leads from **Add lead** and from forms start here. Exactly one open stage is the default. To move the default, turn it on for another stage. * **Move leads here after this many days without activity** (Cold only) - leads with no activity for that many days (1 to 365) move to Cold overnight. Leave it empty to move leads to Cold only by hand. Activity means a stage move, a booking, a form submission, or a message exchanged with the person. Campaign blasts and automated messages don't count, so they don't keep a lead warm. You can't delete the **Cold** stage, the default stage, or a stage that still has contacts in it. Move its contacts to another stage first. ### Sources Sources record where a contact came from. Every organization starts with **Walk-in**, **Website**, **Referral**, **Social media**, **Advertising**, **Event**, and **Other**. Click **Add source** to add one. Each source has a **Name**, a **Color** (used for the chip on the board), and an **Active** switch. Drag the handle to reorder. Deleting a source leaves the contacts filed under it with no source. To keep their history, switch the source off instead. ## Reporting The **Marketing Dashboard** in Analytics shows new leads, how many converted, cohort conversion within 30, 60, and 90 days, the median days to convert, and conversion by source, so you can see which sources bring people who buy. See [Marketing analytics](/analytics/marketing). ## Who can do what | Action | Permission | | - | - | | See the Leads tab, the board, and the list | Members read | | Move, assign, add, or remove leads | Members update | | Add a lead | Members create | | Change stages and sources | Organization settings manage | Members permissions apply to the whole organization, not to a single **Club**. See [Roles and permissions](/reference/roles-permissions). ## Troubleshooting | Symptom | Cause | Fix | | - | - | - | | **Add to pipeline** is missing on a contact | The contact is a customer right now (a member with a live plan) | Only non-customers can enter the pipeline | | A lead disappeared from the board | They made their first paid purchase and converted, or someone removed them | Open the contact. A converted lead is now a member or drop-in | | You can't drag cards | Your role lacks members update access | Ask an admin to grant it | | You can't delete a stage | It is the Cold stage, the default stage, or still has contacts | Move its contacts to another stage, or make another stage the default | | A form doesn't add leads | **Add submitters to the pipeline** is off, or it is a signup form | Turn it on in the form's settings. Signup forms can't add leads | | Leads never go Cold on their own | The Cold stage has no inactivity rule | Set **Move leads here after this many days without activity** on the Cold stage | ## Related * [Member list](/members/member-list) - the other tabs of Members * [Member profile](/members/member-profiles) - the **Pipeline** block on a contact * [Forms](/marketing/forms) - add form submitters to the pipeline * [Automations](/marketing/automations) - pipeline triggers and steps * [Marketing analytics](/analytics/marketing) - lead conversion reporting This documentation is built and hosted on [Mintlify](https://mintlify.com), a developer documentation platform.