The Pipeline module is your visual sales pipeline for tracking deals and analyzing performance. It provides a Kanban-style view of your opportunities by stage, with drag-and-drop, stage totals, and basic revenue and conversion metrics. Use it to see pipeline value, move deals between stages, and review key stats such as win rate and average deal size.
Introduction
What is the Pipeline Module?
The Pipeline module is a visual sales pipeline that shows your opportunities organized by stage. It works with the Opportunities module to provide a Kanban-style view with drag-and-drop, stage columns, and basic analytics (pipeline value, conversion and win rates, average deal size).
The system transforms traditional list-based opportunity management into an intuitive visual experience where sales teams can see their entire pipeline at a glance. By organizing opportunities by stage and providing drag-and-drop functionality, the module makes it easy to see pipeline state, identify bottlenecks, and move deals forward efficiently.
Why It's Essential for Sales Management
Effective pipeline management is crucial for sales success. Without a visual representation of the sales pipeline, sales teams often struggle to understand where deals stand, identify which stages need attention, and forecast revenue accurately. The Pipeline module addresses these challenges by providing a visual, interactive interface that makes it easy to see the entire sales process at once.
The module enables sales teams to visualize their entire pipeline, making it immediately clear which deals are in which stages and which need attention. By tracking deal progression visually, teams can identify bottlenecks where deals get stuck and take action to move them forward. The visual format also makes it easier to analyze performance and key metrics.
Key Capabilities:
- Visualize all deals organized by stage in an intuitive format
- Monitor deal progression through the sales stages
- Review pipeline value and performance metrics
- Predict revenue based on comprehensive pipeline data
- Identify bottlenecks where deals get stuck
- Optimize sales processes to improve efficiency and conversion rates
Key Benefits Overview
The Pipeline module delivers significant value through its visual representation and analytics capabilities. The visual pipeline layout makes it easy to see all opportunities at once, organized by stage, providing immediate insight into deal distribution and stage totals. Drag-and-drop functionality simplifies the process of moving deals between stages, making it easy to update deal status as opportunities progress.
Revenue analytics provide deep insights into pipeline value, weighted value based on probabilities, and conversion rates between stages. Performance metrics help teams understand win rates, average deal size, and sales cycle length, enabling data-driven decisions about sales strategy and resource allocation.
Primary Benefits:
- Visual pipeline with all opportunities in a stage-based layout
- Drag-and-drop functionality for easy deal management
- Pipeline value and weighted value by stage
- Basic metrics: conversion rate, win rate, average deal size
- Revenue forecasting for 30-, 60-, and 90-day (and custom) periods
Who Should Use This Module?
The Pipeline module is essential for any organization with a sales function. Sales teams use the module to manage and track sales opportunities, benefiting from the visual representation that makes it easy to see where each deal stands. Sales managers monitor team performance using the analytics to identify coaching opportunities and optimize team performance.
Business owners gain valuable insights into the sales pipeline and revenue projections, enabling data-driven decisions about growth strategies and resource allocation. Sales operations teams analyze sales processes and optimize workflows, using the module's metrics to identify best practices and areas for improvement. Revenue teams forecast revenue and plan resources, leveraging the advanced forecasting capabilities to make accurate predictions.
Core Features
Visual Pipeline Representation
The Pipeline module provides a visual, stage-based representation of your sales pipeline:
- Stage Columns: Opportunities organized in stage columns (Lead, Qualification, Proposal, Negotiation, Closed-Won, Closed-Lost)
- Deal Cards: Each opportunity displayed as a card with key information
- Drag-and-Drop: Move deals between stages with simple drag-and-drop
- Stage Totals: See total value and count for each stage
- Color Coding: Visual indicators for different stages and deal statuses
- Expandable Stages: Expand stages to see all deals in detail
Pipeline Stages
The module uses six standard pipeline stages:
Active Stages:
- Lead: Initial contact or inquiry (Blue)
- Qualification: Assessing fit and interest (Amber)
- Proposal: Presenting solution and pricing (Purple)
- Negotiation: Finalizing terms and conditions (Red)
Closed Stages:
- Closed-Won: Deal successfully closed (Green)
- Closed-Lost: Deal did not close (Gray)
Revenue Analytics
Pipeline Metrics:
- Total Pipeline Value: Sum of all opportunity values
- Weighted Pipeline Value: Sum of (Value × Probability) for all opportunities
- Active Opportunities: Count of opportunities in active stages
- Conversion Rate: Percentage of opportunities that close as won
- Win Rate: Percentage of closed opportunities that are won
- Average Deal Size: Average value of opportunities
Stage Breakdown:
- Count of opportunities per stage
- Total value per stage
- Average probability per stage
- Stage conversion rates
Performance Analytics
Sales Velocity:
- Average days in each stage
- Fastest deal progression
- Slowest deal progression
- Current opportunities in stage
Revenue Forecasting
Forecast Periods:
- 30-day, 60-day, and 90-day revenue forecasts
- Custom period forecasts based on pipeline value and probability
Getting Started
Accessing the Pipeline Module
- Navigate to the Pipeline module from the main navigation
- The module opens showing the visual pipeline view
- Opportunities are organized by stage in columns
- Use the analytics panel for detailed metrics
Understanding the Pipeline View
Pipeline Layout:
- Active Stages: Lead, Qualification, Proposal, Negotiation (left to right)
- Closed Stages: Closed-Won, Closed-Lost (bottom or separate section)
- Deal Cards: Each opportunity shown as a card with key information
- Stage Totals: Total value and count displayed for each stage
Deal Card Information:
- Opportunity title
- Customer name (individual or organization)
- Deal value and currency
- Close probability
- Expected close date
- Assigned team member
- Stage indicator
Moving Deals Between Stages
Drag-and-Drop:
- Click and hold on an opportunity card
- Drag to the target stage column
- Release to move the opportunity
- Stage and probability update automatically
Stage Dropdown:
- Click on opportunity to view details
- Use stage dropdown to change stage
- Update probability as needed
- Save changes
Viewing Pipeline Analytics
Analytics Panel:
- Click analytics button to view metrics
- See pipeline overview statistics
- Review stage breakdown
- Analyze sales velocity
- View revenue forecasts
Key Metrics:
- Total pipeline value and weighted pipeline value
- Active opportunities count
- Conversion and win rates
- Average deal size
Core Functionality
Visual Pipeline Management
Pipeline View:
- See all opportunities organized by stage
- Visual representation of sales pipeline
- Quick access to deal information
Stage Organization:
- Opportunities grouped by current stage
- Stage totals for value and count
- Visual indicators for stage status
- Expandable/collapsible stages
Drag-and-Drop Functionality
Moving Deals:
- Click and drag opportunity cards
- Drop in target stage column
- Automatic stage update
- Probability adjustment if configured
Drag-and-Drop Benefits:
- Intuitive deal progression
- Quick stage updates
- Visual workflow management
- Efficient pipeline management
Stage Management
Stage Transitions:
- Lead → Qualification: Prospect shows interest
- Qualification → Proposal: Qualified and ready for proposal
- Proposal → Negotiation: Proposal accepted, negotiating
- Negotiation → Closed-Won: Deal closed successfully
- Any Stage → Closed-Lost: Deal lost or cancelled
Stage Best Practices:
- Move deals forward as they progress
- Don't skip stages (maintain process)
- Update probability with stage changes
- Use Closed-Lost for learning
Revenue Analytics
Pipeline Value Calculation:
- Total Value: Sum of all opportunity values
- Weighted Value: Sum of (Value × Probability)
- Stage Value: Sum of values in each stage
- Average Deal Size: Total value / opportunity count
Conversion Metrics:
- Conversion Rate: (Closed-Won / Total) × 100
- Win Rate: (Closed-Won / (Closed-Won + Closed-Lost)) × 100
- Stage Conversion: Opportunities moving to next stage
- Loss Rate: (Closed-Lost / Total) × 100
Performance Analytics
Sales Velocity:
- Average days in each stage
- Fastest deal progression time
- Slowest deal progression time
- Current opportunities in stage
Revenue Forecasting
Forecast Periods:
- 30-day, 60-day, and 90-day revenue forecasts
- Custom period forecasts based on pipeline value and probability
Forecast Accuracy:
- Historical accuracy tracking
- Model performance comparison
- Forecast adjustment recommendations
- Continuous improvement
Best Practices
Pipeline Management Best Practices
Keep Pipeline Updated:
- Move deals forward as they progress
- Update stages promptly
- Maintain accurate probabilities
- Review pipeline regularly
Maintain Pipeline Health:
- Ensure opportunities in each stage
- Avoid pipeline gaps
- Balance pipeline across stages
- Monitor conversion rates
Stage Management Best Practices
Move Deals Forward:
- Update stage as deal progresses
- Don't let deals stagnate
- Use stages to drive sales process
- Track stage progression time
Use Closed-Lost Appropriately:
- Mark lost deals promptly
- Add notes about loss reasons
- Use for learning and analysis
- Track loss patterns
Probability Management Best Practices
Keep Probabilities Accurate:
- Update probability with stage changes
- Use historical data to inform probabilities
- Be realistic about close likelihood
- Review probabilities regularly
Probability Guidelines:
- Lead: 10-20%
- Qualification: 20-40%
- Proposal: 40-60%
- Negotiation: 60-80%
- Closed-Won: 100%
Analytics Best Practices
Review Metrics Regularly:
- Weekly pipeline reviews
- Monthly performance analysis
- Quarterly forecast reviews
- Annual trend analysis
Use Analytics for Improvement:
- Identify bottlenecks
- Optimize sales process
- Improve conversion rates
- Forecast accurately
Forecasting Best Practices
Maintain Historical Data:
- Keep accurate opportunity records
- Track actual vs. forecasted revenue
- Analyze forecast accuracy
- Improve forecast accuracy
Use Forecasts for Planning:
- Resource planning
- Budget allocation
- Sales target setting
- Business planning
Integration with Other Modules
Opportunities Module Integration
The Pipeline module works seamlessly with the Opportunities Module:
- Shared Data: Uses opportunities data for pipeline visualization
- Stage Management: Changes in Pipeline update Opportunities module
- Deal Tracking: Track deals in both modules
- Unified View: Complete sales management solution
Individuals Module Integration
Link pipeline deals to customer contacts:
- Customer Linking: Connect opportunities to individuals
- Customer History: View all deals for a customer
- Relationship Tracking: Track customer buying patterns
- 360-Degree View: Complete customer interaction history
Organizations Module Integration
Connect pipeline deals to companies:
- B2B Sales: Link opportunities to organizations
- Account Management: Track all deals for a company
- Company History: View complete sales history
- Account-Based Sales: Manage B2B account pipelines
Services Module Integration
Use services in pipeline deals:
- Service Selection: Add services to opportunity billables
- Pricing: Use catalog prices for consistent quoting
- Service History: Track which services are sold most
- Revenue Tracking: Track revenue by service type
Finance Module Integration
Add billable items to pipeline deals:
- Service Billing: Add services from catalog
- Custom Line Items: Add custom products or services
- Invoice Generation: Create invoices from opportunity billables (when Stripe is set up)
- Revenue Tracking: Track billable revenue from sales
Tasks Module Integration
Create tasks for pipeline deals:
- Follow-Up Tasks: Schedule follow-up activities
- Task Assignment: Assign opportunity-related tasks
- Task Tracking: Monitor task completion
- Workflow Management: Organize sales activities
Notes Module Integration
Add notes to pipeline deals:
- Internal Notes: Document internal discussions
- Customer Notes: Record customer conversations
- Meeting Notes: Document sales meetings
- Knowledge Sharing: Share information with team
Use Cases
Use Case 1: Sales Team Pipeline Review
Scenario: Weekly sales team pipeline review
Steps:
- Open Pipeline module
- Review pipeline overview metrics
- Identify deals stuck in stages
- Discuss stage progression for each deal
- Update stages and probabilities
- Plan follow-up activities
- Set goals for next week
Benefits:
- Team alignment
- Deal progression tracking
- Performance visibility
- Goal setting
Use Case 2: Revenue Forecasting
Scenario: Monthly revenue forecasting
Steps:
- Review current pipeline
- Generate revenue forecast (30-, 60-, or 90-day or custom)
- Adjust probabilities if needed
- Compare forecast to targets
- Plan resource allocation and communicate to stakeholders
Benefits:
- Accurate revenue predictions
- Resource planning
- Business planning
- Stakeholder communication
Use Case 3: Deal Progression Management
Scenario: Managing deal progression through pipeline
Steps:
- Create opportunity in Lead stage
- Move to Qualification after initial contact
- Progress to Proposal after qualification
- Move to Negotiation when proposal accepted
- Update probability at each stage
- Close as Won when deal closes
- Track time in each stage
- Analyze progression patterns
Benefits:
- Deal tracking
- Process adherence
- Performance analysis
- Sales optimization
Use Case 4: Sales Performance Analysis
Scenario: Analyzing sales team performance
Steps:
- Review pipeline by team member
- Analyze win rates per person
- Compare average deal sizes
- Review sales cycle lengths
- Identify top performers
- Find improvement opportunities
- Provide coaching
- Set performance goals
Benefits:
- Performance visibility
- Coaching opportunities
- Goal setting
- Team improvement
Conclusion
The Pipeline module is a powerful tool for visualizing, managing, and optimizing your sales pipeline. By following best practices, maintaining accurate data, and leveraging the module's analytics and forecasting capabilities, you can improve sales performance and close more deals.
Key Takeaways:
- Visualization: See your sales pipeline in a Kanban-style view
- Management: Move deals through stages with drag-and-drop
- Analytics: Review pipeline value, conversion and win rates, average deal size
- Forecasting: Use 30-, 60-, and 90-day (and custom) revenue forecasts
- Integration: Works with the Opportunities module and other CRM modules
Next Steps:
- Review your current pipeline in the Pipeline module
- Familiarize yourself with the visual interface
- Move deals between stages using drag-and-drop
- Review pipeline analytics regularly
- Use revenue forecasts for planning
- Train your team on pipeline management best practices
Start by exploring the pipeline view and moving a few deals between stages. As you become more familiar with the module, you'll discover how it can help you optimize your sales process and improve your sales performance.
Frequently Asked Questions
What is the Pipeline module used for?
The Pipeline module is used for visualizing and managing your sales pipeline. It provides a visual, stage-based representation of your sales opportunities with drag-and-drop functionality, revenue analytics, and advanced forecasting capabilities.
How is the Pipeline module different from the Opportunities module?
The Pipeline module provides a visual, interactive representation of opportunities organized by stage, while the Opportunities module provides detailed opportunity management. They work together - Pipeline shows the visual overview, Opportunities provides detailed management.
How do I move deals between stages?
You can move deals in two ways:
- Drag-and-Drop: Click and drag an opportunity card to the target stage column
- Stage Dropdown: Click on an opportunity and use the stage dropdown to change stage
What are the pipeline stages?
There are six pipeline stages:
- Lead: Initial contact or inquiry
- Qualification: Assessing fit and interest
- Proposal: Presenting solution and pricing
- Negotiation: Finalizing terms and conditions
- Closed-Won: Deal successfully closed
- Closed-Lost: Deal did not close
How is pipeline value calculated?
Pipeline value is calculated in two ways:
- Total Pipeline Value: Sum of all opportunity values
- Weighted Pipeline Value: Sum of (Opportunity Value × Probability) for all opportunities
What is revenue forecasting?
Revenue forecasting predicts future revenue based on current pipeline data, historical trends, and stage probabilities. The module uses advanced forecasting models to provide accurate revenue predictions.
How do I view pipeline analytics?
Click the analytics button in the Pipeline module to view detailed metrics including pipeline overview, stage breakdown, sales velocity, and revenue forecasts.
Can I customize pipeline stages?
Pipeline stages are standardized to ensure consistency. However, you can customize how opportunities are displayed and organized within the Pipeline view.
How does the Pipeline module integrate with Opportunities?
The Pipeline module uses data from the Opportunities module. Changes made in Pipeline (stage updates, probability changes) are reflected in the Opportunities module, and vice versa.
Can I forecast revenue for different time periods?
Yes! The Pipeline module supports revenue forecasting for 30-day, 60-day, and 90-day periods, as well as custom time periods.
How do I improve pipeline conversion rates?
Review pipeline analytics to see conversion rates by stage, total and weighted value, and win rates. Use this to spot bottlenecks and improve your sales process.
Does the Pipeline module work with all opportunity data?
Yes! The Pipeline module works with all opportunities in your CRM, providing a complete view of your sales pipeline regardless of how opportunities were created.