You can track your deals through the various stages of your pipeline. These deal stages are different steps in your pipeline that show exactly where each lead is in your sales process and how likely they are to close as a customer.

During the onboarding, you can choose the default sales pipeline with 7 deal stages or one of our templates tailored to your industry. But you don't have to stick to these! The deal stages in your pipeline should be tailored to your business industry and sales process. 

Good to know

• Won and Lost are default stages in every pipeline; they cannot be moved or deleted, only renamed.
• The number of stages is capped at 20. But, at least a minimum of 3 stages is mandatory (including Won and Lost).
• Each stage in a pipeline must have a unique name.

What deal stages should I use?

When creating your own deal stages, you need to start by clearly identifying:

• the different steps of your sales process,
• the sales activities that your sales reps will perform in each stage to move deals forward.

Then, you'll need to translate these into corresponding stages in your pipeline. Make sure you define your deal stages using clear labels, so there’s no ambiguity about whether someone has reached a particular deal stage or not.

For example, if your sales process involves sending contracts to your clients, you can have deal stages such as Contract drafted, Contract sent, Contract signed, etc. You could also want to have a more detailed process and include deal stages such as Call scheduled, Meeting Agreed, Demo done, Proposal sent, etc.

Finally, you can also decide to turn your pipeline into a weighted pipeline by specifying a win probability percentage for each stage based on how likely a deal is to close at a specific stage. This will help you forecast your estimated revenue for each deal stage.

Edit the deal stages of your pipeline

To edit the deal stages of a pipeline: 

1. Click the account dropdown and select Settings > Deals > Pipelines settings.
2. Click the pen icon next to a pipeline.
   
3. Under the Stages section, you can: 
   • Edit each deal stage name or win probability if you've activated it. To learn more, check our dedicated article Forecast your expected sales using a weighted pipeline.
   • Add a new deal stage by clicking + Add a new stage.
   • Reorder the deal stages by dragging and dropping them.
   • Delete a deal stage by clicking the bin icon.
     
4. To save your changes, click Save.

All changes are reflected in your pipeline from the Deals page.

Add stage rules

You can define which attributes should be filled to move a deal from one stage to another:

1. Click the account dropdown and select Settings > Deals > Pipelines settings.
2. Go to the Stage rules tab.
3. Select your pipeline.
4. Click Add stage rule:
   
   1. Select the deal stage for which you want to make some attributes important or required to fill.
   2. Click Select attributes and select the desired attributes you want to make important or required.
   3. Toggle Required for attributes you want to make mandatory. It will not be possible to move the deal to the selected stage unless the required attributes are filled.
      ✅ Plan availability

      Making an attribute mandatory is only available with a Sales Advanced package. For more information, check our pricing page.
   4. Click the minus icon to remove an attribute.
   5. Drag and drop the attributes to rearrange the order in which they will appear.
5. Click Save rules.

If any of the attributes defined are empty and you try to move a deal to the selected stage, a modal will open to prompt you to fill in the important and required attributes.

⏭️ What's next?

• Forecast your expected sales using a weighted pipeline
• Create and manage multiple pipelines

🤔 Have a question?

If you have a question, feel free to contact our support team by creating a ticket from your account. If you don't have an account yet, you can contact us here.

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