How to Manage Pipeline

Last reviewed: June 9, 2026

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On this page

Use this workflow to review, update, move, and close sales opportunities in the CRM pipeline.

When to use this workflow

Manage the pipeline during daily sales review, sales meetings, quote follow-up, or deal closeout. Pipeline updates should reflect real sales progress, not accounting or order fulfillment activity.

Steps

  1. Open Dashboard > CRM > Pipeline.
  2. Choose List View or Pipeline View.
  3. Set filters for stage, assigned user, or search text.
  4. Open the opportunity if details need review.
  5. Update stage, probability, estimated value, expected close date, assigned user, or description as needed.
  6. Add or complete activities when follow-up work changes.
  7. Use Mark Won or Mark Lost when the opportunity is closed.

Common pipeline actions

Action Use it for
Filter by assigned user Review one salesperson's pipeline.
Filter by stage Review open or closed opportunities by stage.
Search Find opportunities by text.
Drag in Pipeline View Move an active opportunity to another active stage.
Open detail Review or edit one opportunity.
Add Activity Log follow-up tied to the opportunity.
Mark Won Close the opportunity as won.
Mark Lost Close the opportunity as lost.

What happens behind the scenes

Stage changes update the opportunity record and set the matching default probability for that stage.

Marking an opportunity won sets stage to Closed Won and probability to 100%.

Marking an opportunity lost sets stage to Closed Lost and probability to 0%.

Pipeline changes do not create quotes, Sales Orders, invoices, shipments, inventory movements, or accounting entries. Use quote and order workflows separately when a deal turns into actual customer work.

Activities added from opportunity detail are stored in the CRM activity log and linked back to the opportunity.

Troubleshooting

Dragging does not show the stage I need

Likely cause: Pipeline View is focused on active stages.

Safe fix: Use List View for closed stages such as Closed Won and Closed Lost.

Contact support if: Active stages are missing from Pipeline View.

A deal was marked won too early

Likely cause: Mark Won closes the opportunity stage.

Safe fix: Review whether the opportunity should be edited back to an active stage. Avoid creating a duplicate opportunity unless the deal is truly separate.

Contact support if: The stage needs correction and cannot be edited.

The pipeline value looks wrong

Likely cause: Filters can change the value totals, and blank estimated values count as zero.

Safe fix: Clear filters and review opportunity estimated values.

Contact support if: Individual opportunity values are correct but totals are not.

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