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Create a pipeline that reflects decisions in your sales process, not every small activity your team performs. Time: 5 minutes Before you begin: Write down the major states a deal moves through from first conversation to closed.

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Create the pipeline

1

Open pipeline settings

Go to Settings → Pipelines and create a new pipeline.
2

Name the sales motion

Use a name your team already understands, such as New business, Partnerships, or Expansion.
3

Add five to seven stages

Start with a small set such as Discovery, Qualified, Evaluation, Proposal, Closed won, and Closed lost.
4

Set probabilities and criteria

Give each open stage a probability and describe what must be true for a deal to enter or leave it.
5

Create the pipeline and add one opportunity

Move a real or test opportunity through the stages to confirm the flow is clear.
If two stages do not change what your team does next, combine them. A shorter pipeline is easier to maintain and forecast.

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Check your work

Every stage should answer two questions: Why is this deal here? and What must happen next?

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Up next

Set up the meeting recorder so calls update the same opportunity context.