# 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.