Opportunities and your pipeline

Track deals through your pipeline's stages, work each deal from its record, and close it as won or lost.

This article is being updated.

Opportunities is your sales pipeline - the deals you're working, from first touch to won. The board shows one pipeline at a time. To switch, pick another under Pipeline at the top.

Create an opportunity

1. Go to Opportunities and select New opportunity.
2. Type a Name, or leave it blank to use the pipeline's name template.
3. Pick the Organisation, the Primary contact, or both. A deal needs at least one.
4. Choose the Pipeline and Stage. A deal starts in the first stage unless you pick another.
5. Add the Value, Expected close, Owner, Source and tags if you know them. The value is ex tax.
6. Select Create opportunity. The new deal's record opens.

Creating a deal needs a role that can edit opportunities.

The board and the list

Use Pipeline and List to switch views.

Pipeline shows a column for each stage, then columns for recent closes: Won, Lost, and Disqualified if your pipeline shows it. Above the board, the tiles show Open pipeline, Weighted, Open opportunities and Stalled.

• If your role allows it, drag a card to another stage to move it. Closed deals don't move this way.
• Search the board, or use the filter button beside the search to narrow it by owner, stage and tags. Clear filters resets them.

List shows the deals as a table you can search, sort and filter. From a row's menu, or with several rows ticked, choose Move to stage… or Delete. Deleting asks you to type the word delete to confirm.

If your role can't see deal values, they show as Restricted.

The opportunity record

Select a card or row to open its record. Click a field to edit it.

• Contact & roles - the organisation and primary contact. Select Add role to name others, as a Decision maker, Influencer, Billing contact or Other.
• Opportunity details - the name, pipeline, stage, Value, Win probability, Owner, Source, Next action and Expected close. Win probability comes from the stage and shows stage default. Type your own figure to override it, or save it empty to go back.
• Tags, custom fields and Attachments.
• Appointment - the next booking for the deal. Select Book appointment to book another, if your role allows it.
• Quotes - the quotes on this deal. Set primary makes a quote drive the deal's value, which then shows from quote. Clear primary, then Apply, goes back to the typed value.

On the right, Activity is the deal's timeline. Select Log interaction to record a call, meeting or site visit, just as in Contacts. Notes holds comments. Select Add note to write one.

Close a deal

If your role allows it, you can close and reopen deals from the record.

1. Select Won or Lost beside the stages at the top of the deal. If your pipeline shows the Disqualified column, Disqualify is in the deal's menu. You can also pick the outcome in the Stage field.
2. Pick a Reason. Your pipeline may require one.
3. On a win, confirm the customer. The organisation, or the contact if there's no organisation, is set as an Active Customer.
4. Select Mark won, Mark lost or Mark disqualified to confirm. If your pipeline creates a job on a win, the New job form opens next.

To undo a close, choose Reopen from the deal's menu.

Settings

If your role allows it, select Settings at the right of the toolbar. Pick a pipeline on the left, or select Add pipeline. For each pipeline you can:

• rename it, Archive it or Delete it
• add, reorder and colour its Stages, and set each one's probability
• switch on what an appointment does to its deals under Pipeline automation. Appointment booked moves the deal to the stage you choose. Appointment no-show can move it and gives its owner a Follow-up task. Appointment attended gives the owner a Next-booking task and, with Review request on, asks the contact for a review at the Review link you enter. Those three start off. Quote sent moves a deal forward to the stage you choose when one of its quotes is sent, never back; it starts on at the pipeline's Quote Sent stage, or off with no stage where the pipeline has none. Open in Automation opens it there.
• choose whether Disqualified shows, and which outcomes need a reason
• set the Stale opportunity flag and the Closed-column window
• set the Auto-name template and the Outcome reasons offered at close
• choose what else a win creates, under On win, create

Under Global, Lead scoring holds the rules that score your deals, with its own on and off switch.