Pipelines

A pipeline is a collection of stages that represents your sales process. Opportunities move through a pipeline’s stages as deals progress toward close.

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Pipeline types

When creating a pipeline, you choose a household type that determines which households can be linked to its opportunities:

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Pipeline scope

Pipelines can be scoped in two ways:

• Book-specific — Available only within a single book
• Company-wide — Available across all books in your company

Admins can choose the scope when creating a pipeline.

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Default stages

Each new pipeline is created with default stages based on its household type: Prospect pipelines:

• Identified, Connected, Meeting scheduled, Qualified, Closed won, Closed lost, Archived

Client pipelines:

• Identified, In-progress, Reviewing, Closed won, Closed lost, Archived

General pipelines (both):

• Identified, Qualified, Reviewing, Closed won, Closed lost, Archived

You can rename, reorder, add, remove, and customize stages after the pipeline is created.

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Create a pipeline

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From the Opportunities page

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From settings

• Navigate to Settings > Pipelines and click New pipeline
• Enter a name, choose scope and household type, then click Create pipeline

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Edit a pipeline

Open the pipeline editor by clicking the gear icon in the top-right corner of the Opportunities page, or by clicking the pencil icon next to the pipeline in Settings > Pipelines. From the editor, you can:

• Rename the pipeline — Update the Pipeline name field
• Rename a stage — Edit its text field
• Change stage color — Click the colored dot next to the stage name
• Toggle visibility — Click the eye icon (hidden stages do not appear as columns but still hold opportunities)
• Reorder stages — Drag the grip handle
• Add a stage — Click Add new stage

Click Save changes to apply your edits.

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Stage properties

Each stage has the following properties:

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Configure stages from the column header

Click a stage column header on the kanban board to open the stage menu. From here you can:

• Rename the stage
• Change color by clicking the colored dot
• Enable time tracking by toggling Track time in stage and setting a target number of days
• Set default probability by entering a percentage (0—100%)
• Move left or right to reorder the stage
• Hide the stage so it does not appear as a column
• Delete the stage (only available when the stage has no opportunities)

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Add a stage from the kanban board

• Click the + button at the far-right end of the pipeline columns
• Type a name for the new stage
• Click the colored dot to pick a stage color
• Click the submit button (or press Enter) to create the stage

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Stage visibility

Visible stages appear as columns on the kanban board. Hidden stages do not appear as columns, but their opportunities are preserved. When you drag an opportunity card, hidden stages appear as drop targets at the bottom of the board. Use hidden stages for terminal states like Closed won, Closed lost, or Archived to keep the board focused on active deals.

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Default probability

Each stage can have a default probability representing the win likelihood for deals at that stage. When an opportunity does not have its own probability set, the stage default is used for weighted pipeline calculations. Weighted value = Opportunity value x Probability For example, an opportunity worth $500,000 in a stage with a 40$200,000.

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Target time in stage

Enable time tracking to set a target number of days for opportunities to stay in a stage. This helps identify deals that may be stalling.

• Click the stage column header
• Toggle Track time in stage
• Enter a target number of days

The opportunity card shows how long the deal has been in its current stage.

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Delete a pipeline

You can delete a pipeline only if it meets both conditions:

• It is not a default pipeline
• It has no opportunities

To delete, open the pipeline editor and click the trash icon in the bottom-left corner.

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Delete a stage

You can delete a stage from the column header menu, but only if the stage has no opportunities. Move all opportunities out of the stage before deleting.

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Pipeline view

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Totals

The top-right corner of the Opportunities page shows:

• Total — The sum of all opportunity values in the current pipeline
• Weighted — The sum of each opportunity’s value multiplied by its probability

Use the Sum by dropdown to switch between summing by opportunity value (AUM) or any summable custom field.

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Filtering

Use the filter bar below the pipeline tabs to narrow the board by:

• Household
• Owner
• Label
• Value range
• Close date range
• Custom fields

Filters apply to the current pipeline view. Switching pipelines preserves your filters if the household type matches.

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View modes

Toggle between two card display modes using the icons in the filter bar:

• Compact — Shows name, value, household, and target close date
• Full — Shows all editable fields on each card

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Best practices

• Keep it simple — 5—7 stages is usually enough
• Reflect your process — Stages should match how you actually work
• Clear stage names — Anyone on your team should understand each stage
• Use hidden stages — Keep the board focused on active opportunities
• Review periodically — Update stages as your process evolves

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Next steps