Pipeline Management

Track sales opportunities from initial contact through deal closure with customizable pipeline stages.

Overview

Pipeline management is the core of your sales operation. It allows you to visualize all active opportunities, track their progress through defined sales stages, and forecast expected revenue.

Creating a Sales Flow

Before you can manage deals, you must define your sales flow with custom stages that match your sales methodology.

Steps to Create a Sales Flow

  1. Navigate to CRM Navigator and select Sales Flow
  2. Click "New Sales Flow"
  3. Define flow name and description
  4. Add pipeline stages in order (e.g., Lead, Qualification, Proposal, Negotiation, Closed)
  5. Configure stage properties and default duration
  6. Save and activate the flow

Managing Deals

Adding a New Deal

  • Select or create a customer
  • Set deal name and description
  • Define deal value and expected close date
  • Assign to sales representative
  • Set initial stage
  • Save deal

Moving Deals Through Stages

As deals progress, update their status by moving them through pipeline stages. This reflects the sales process and enables accurate forecasting.

  • Drag and drop deals between stages in pipeline view
  • Update deal status in the deal detail form
  • Add notes when changing stages

Pipeline Views

Interactive Pipeline Chart

Visualize your entire sales pipeline with interactive charts showing:

  • Deal count by stage
  • Total value by stage
  • Average deal size
  • Stage progression rates

Deal Health Assessment

The system evaluates each deal's health based on:

  • Time in current stage
  • Customer engagement level
  • Activity frequency
  • Deal age and historical patterns

Green indicators show healthy deals, yellow indicates caution, and red signals at-risk opportunities.

Forecasting

Sales Forecast Widget

Forecast expected revenue based on pipeline data:

  • Stage-weighted forecasts
  • Best-case and worst-case scenarios
  • Monthly/quarterly projections
  • Historical accuracy tracking

AI Projections

Leverage machine learning to predict deal outcomes and timeline based on historical data and current trends.

Analytics

Key Metrics

  • Win Rate: Percentage of deals closed successfully
  • Sales Velocity: Average time from lead to close
  • Deal Size: Average and median opportunity value
  • Pipeline Coverage: Total pipeline value vs. target
  • Stage Duration: Average time in each stage

Pipeline Trends

Monitor how your pipeline changes over time to identify patterns and bottlenecks.

Best Practices

  • Keep Stages Realistic: Define stages that match your actual sales process
  • Update Regularly: Move deals promptly to maintain accurate forecasting
  • Document Changes: Add notes when moving deals between stages
  • Monitor Deal Health: Address red-flagged opportunities immediately
  • Review Forecasts: Compare actual results to projections and adjust methodology
  • Avoid Stuck Deals: Set expectations for maximum stage duration
  • Use Historical Data: Let AI recommendations inform deal timing predictions

Troubleshooting

Forecast Accuracy Issues

Problem: Forecasts don't match actual results.

Solution: Ensure all deals are properly classified by stage and that stage definitions are consistent.

Missing Deals

Problem: Some customer deals don't appear in pipeline.

Solution: Verify deals are associated with the correct sales flow and active customer records.