Pipeline types
Your book has two pipelines:| Pipeline | Purpose | Linked to |
|---|---|---|
| Prospect pipeline | New client acquisition | Prospects |
| Client pipeline | Expansion with existing clients | Clients |
View pipelines
Default stages
Prospect pipeline defaults
| Stage | Purpose | Default probability |
|---|---|---|
| Identified | New lead, not yet contacted | 10% |
| Connected | Initial contact made | 20% |
| Meeting scheduled | Discovery meeting planned | 40% |
| Qualified | Good fit, actively pursuing | 60% |
| Closed won | Converted to client | 100% |
| Closed lost | Did not convert | 0% |
| Archived | Historical record | 0% |
Client pipeline defaults
| Stage | Purpose | Default probability |
|---|---|---|
| Identified | Potential expansion identified | 10% |
| In-progress | Actively working the opportunity | 40% |
| Reviewing | Client reviewing proposal | 60% |
| Closed won | Deal completed | 100% |
| Closed lost | Did not close | 0% |
| Archived | Historical record | 0% |
Customize stages
Access pipeline settings
Add a stage
Configure the stage
Set:
- Name — Stage label
- Color — Visual identification
- Default probability — Win likelihood at this stage
- Order — Position in the pipeline
Edit a stage
Reorder stages
Delete a stage
Hide a stage
Instead of deleting, you can hide stages:
Hidden stages don’t appear in the Kanban but opportunities in them are preserved.
Stage properties
Name
The label shown in the Kanban column header. Keep it short and descriptive.Color
Visual color for the stage column. Helps quickly identify stages.Default probability
The win probability assigned to opportunities in this stage if they don’t have their own probability set:- Identified — Typically 10%
- Qualified — Typically 60%
- Closed won — Always 100%
- Closed lost — Always 0%
Stage order
The position in the pipeline from left to right. Earlier stages appear on the left.Visibility
Whether the stage appears in the Kanban view. Hidden stages still exist for reporting.Pipeline metrics
Track performance across your pipeline:- Total pipeline value — Sum of all opportunity values
- Weighted pipeline — Value × probability for each opportunity
- Opportunities by stage — Count at each stage
- Conversion rates — How many move between stages
- Time in stage — How long opportunities stay at each stage
Best practices
- Keep it simple — 5-7 stages is usually enough
- Reflect your process — Stages should match how you actually sell
- Clear stage names — Anyone should understand what each stage means
- Set realistic probabilities — Based on historical conversion data
- Review periodically — Update stages as your process evolves
- Separate closed stages — Keep won/lost separate for reporting