Leads and opportunities
Manage deals on the opportunities pipeline
See open deals as cards by stage with the pipeline totals above them, drag a deal forward, and reopen closed deals the right way.
3 min readLast updated
In this article
The opportunities pipeline shows every deal you can see as a card in the column of its stage. Above the board, the totals tell you how much business is in play and how much of it is likely to close. It is the screen most sales managers open first in the morning.
Open the board
Open CRM › Sales › Opportunities Pipeline.
The Pipeline board shows:
the totals: Total pipeline, Open, Won, Lost, Conversion rate and Open weighted;
one column per opportunity stage, with the number of deals in it;
a card per deal with its name, customer, amount and probability.
You see the deals you are responsible for and those of your team; users with the permission to view all records see every deal. When there are many deals, a line above the board tells you how many of the total are shown.
Move a deal
Drag the card to the next stage, or use Move to stage… on the card.
If the move needs a reason, type it in Reason required and select Confirm.
The system shows Stage updated, records the move in the deal's stage history, and updates the probability if the new stage carries one.
Moves that are refused
Moves outside the pipeline rules. Your administrator decides which stage can follow which in pipelines. Other moves are refused with "That stage move isn't allowed by the pipeline rules."
Closed deals. A won or lost deal cannot be dragged. The board tells you to open the deal and use Reopen. See close an opportunity.
Bid decision. A stage that needs a bid decision can be left forward only after the bid decision on the deal is set to go.
Use the board for forecasting
Open weighted is the sum of each open deal's amount times its probability. It is a realistic view of what will close, unlike Total pipeline, which counts every deal at full value.
The Conversion rate compares won deals with all closed deals, so it shows how often your team wins once a deal is decided.
A column that keeps growing marks a bottleneck: deals arrive at that stage faster than they leave it.
Common questions
Why is a deal missing from the board? It may belong to another team, or it may have no stage. Check the opportunities list and filter by stage.
Can I change the columns? The columns are the opportunity stages. An administrator manages them in pipelines.