Sales Pipeline
Visual sales funnel with deal values, stage conversion rates, and revenue forecasting.
Overview
The Sales Pipeline screen provides analytics and management for the deals tracked in your CRM. While the CRM's Kanban view is for day-to-day deal management, the Sales Pipeline screen is for understanding funnel health at a glance — how many deals are in each stage, what their total value is, and how much revenue you can realistically forecast this quarter.
Related Screen
For cumulative stage conversion rates, win rate by pipeline, and lead source breakdown, see the Funnel Analytics screen. Sales Pipeline focuses on forecasting and per-rep performance; Funnel Analytics focuses on conversion efficiency and source quality.
Relationship to Contacts & Deals
The Sales Pipeline screen reads from the same deal data as the Contacts & Deals Kanban view. Moves you make in the Kanban (dragging a deal to a new stage) are immediately reflected in the Pipeline funnel metrics here. Think of the Kanban as the operational view and the Pipeline as the analytical view of the same dataset.
Deal ↔ Contact Link & Closed-Won Automation
Every deal can be linked to a real contact from the unified CRM Accounts directory via the Contact field in the Add / Edit Deal modal — a dropdown of everyone in that directory (customers, leads, vendors, companies). Selecting a contact auto-fills the Company field and remembers the link for the lifetime of the deal.
Dragging a deal to Closed Won promotes its contact automatically
The moment a linked deal is dragged into a Closed Won column, its contact is automatically promoted: the Customer role flag is set, the Lead flag is cleared, and the contact's lifecycle stage advances to Customer. No manual re-entry in Customers is needed — the promoted contact appears immediately under the Customers role filter on that screen. Dropping the same deal into any other stage, or re-dropping an already-won deal, does not repeat the conversion.
Deals with no contact selected behave exactly as before — the automation only runs when a Contact is linked.
Stale Deal Indicator
Red Badge on Inactive Open Deals
Any open deal with no logged activity in 15 or more days shows a red stale badge on its Kanban card. Log and complete a call, meeting, or email against the deal's contact — with the deal attached — from Activities & Tasks to refresh its lastActivityDate and clear the flag.
For a table view of the same deals with inline stage editing, see Deals & Quotes — including quotes, which carry a one-click Convert Quote to Deal action that drops a converted quote into the pipeline's first stage.
Pipeline Metrics
The summary bar at the top of the screen shows four headline metrics:
- Total Pipeline — sum of all active deal values (excludes Won and Lost).
- Weighted Forecast — each deal's value × its probability percentage, summed across all active deals. A more realistic revenue estimate than the raw total.
- Won This Month — total closed-won deal value in the current calendar month.
- Lost This Month — total closed-lost deal value in the current calendar month.
Stage Conversion
The funnel visualisation shows deal count and total value at each pipeline stage. Between each pair of adjacent stages, a conversion rate percentage shows what fraction of deals from the previous stage advance to the next.
Low conversion rates between specific stages signal bottlenecks in your sales process. For example, a low Proposal Sent → Negotiation rate suggests that proposals are not compelling enough to generate negotiations — a coaching or content problem, not a lead generation one.
Multiple Pipelines
If you have created multiple pipelines in Contacts & Deals (e.g. New Business, Renewals, Partnerships), use the pipeline selector at the top of the Sales Pipeline screen to switch between them. Each pipeline has its own funnel, conversion rates, and forecast — metrics are never mixed across pipelines.
Deal Management
The deal table below the funnel lists all active deals with their stage, value, probability, owner, and expected close date. From this table you can:
- Edit a deal's stage, value, or probability inline by clicking the row.
- Bulk update — check multiple deals and use the bulk action bar to move them to a new stage or assign a new owner.
- Filter by stage, owner, or close date range using the filter bar above the table.
Revenue Forecast
The forecast section projects monthly and quarterly revenue based on deal close dates and probability scores. Deals with close dates in the current month that have high probability scores contribute most to the monthly forecast. Deals with close dates in the next quarter shape the quarterly view.
Keep Probabilities Calibrated
The forecast is only as accurate as your probability scores. Review and update deal probabilities weekly — a deal that has been in Negotiation for 6 weeks without progress should have its probability reduced, which will lower its forecast contribution and give you a more honest picture of your pipeline.
Rep Performance
The Rep Performance section breaks down pipeline metrics by deal owner. For each team member you see: number of active deals, total pipeline value, weighted forecast, deals won this month, and win/loss ratio. Use this to identify top performers and team members who may need support.
Deal Fields
Each deal in the pipeline has the following fields, all of which can be set in the Add / Edit Deal modal:
| Field | Description | Notes |
|---|---|---|
| Title | Name of the deal | Required. Shown on Kanban cards. |
| Contact | The contact this deal is with, picked from the unified directory | Optional dropdown of every contact in Customers. Selecting one auto-fills Company from the contact's record and links the deal for the Closed-Won conversion described below. |
| Company | Free-text company name shown on the deal card | Auto-filled when a Contact is selected; editable independently. |
| Value | Deal face value in the selected currency | Used in total pipeline and weighted calculations. |
| Currency | USD, TRY, or EUR | Displayed on the deal card and in pipeline totals. |
| Probability | 0–100% slider indicating confidence in closing | Drives the weighted value calculation: value × probability / 100. |
| Priority | High / Medium / Low | Visual indicator; does not affect funnel calculations. |
| Source | How the lead originated (Inbound, Outbound, Referral, Event, Cold Outreach, Unknown) | Used in the Funnel Analytics source breakdown. |
| Expected Close Date | Target close date | Used in revenue forecast projections. |
| Lost Reason | Why the deal was lost (price, competition, timing, no budget, no decision, other) | Only relevant when stage is Closed Lost. Helps identify patterns in lost deals. |
Weighted Value
The weighted value of a deal is calculated as:
Formula
Weighted Value = Deal Value × Probability / 100
Example: a $50,000 deal at 60% probability contributes $30,000 to the weighted pipeline total. This weighted total is the most realistic single-number revenue forecast for your pipeline.
Stage-by-stage Conversion in the Footer
The pipeline footer row (beneath the Kanban columns) shows two figures per stage: the total deal value in that stage, and the stage's conversion rate. The conversion rate is the percentage of all deals that have reached this stage or further — a cumulative measure calculated from the top of the funnel down. For a full breakdown with bar charts and source analysis, use the Funnel Analytics screen.
Probability and Stage
A good practice is to align default probabilities to stages: Lead = 10%, Qualified = 30%, Proposal Sent = 50%, Negotiation = 75%, Closed Won = 100%, Closed Lost = 0%. You can always override a deal's probability individually in the modal to reflect deal-specific intelligence.
Export
Click Export in the top toolbar to download the current pipeline as an Excel-compatible CSV. The export includes all deal fields (name, stage, value, currency, probability, priority, source, expected close date, lost reason, contact name, company) and can be imported into any spreadsheet tool for further analysis.
AI Assistant
Select one or more opportunities and open the AI Assistant panel to analyze pipeline health, forecast revenue, flag at-risk deals, and get stage-progression recommendations grounded in your actual deal data.
Click Attach Knowledge in the assistant's bottom dock to ground its answers in your My Knowledge library — your own sources, or anything a colleague has shared tenant-wide (a sales playbook or pricing guide, for example).