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CRM Pipeline Stages
Pipeline Stages
Define the stages that opportunities move through in the sales pipeline. Each stage has a probability percentage that represents the likelihood of closing.
Fields
- Stage Name (required) — Stage identifier (e.g., Qualification, Proposal, Negotiation)
- Sequence (required) — Display order (numeric; lower numbers appear first)
- Probability % (required) — Win probability from 0–100. Used in weighted revenue calculations across reports.
- Description — Brief description of this stage
- Active — Enable or disable
Default Pipeline Stages
| Stage | Sequence | Probability |
|---|---|---|
| New | 1 | 10% |
| Qualification | 2 | 20% |
| Needs Analysis | 3 | 40% |
| Value Proposition | 4 | 60% |
| Decision Makers | 5 | 70% |
| Proposal | 6 | 80% |
| Negotiation | 7 | 90% |
| Won | 8 | 100% |
| Lost | 9 | 0% |
Impact on Reports
Stage probabilities are used to calculate weighted revenue across all CRM reports:
- Weighted Revenue = Expected Revenue × Probability ÷ 100
- The Pipeline View, Expected Revenue, and Forecast Report all use these probabilities
Validation
- Stage name is required
- Sequence must be numeric
- Probability must be between 0 and 100
- Cannot delete a stage that has opportunities assigned to it
See Also
- Pipeline View — Visual pipeline
- Opportunity Entry — Stage selection
- Pipeline Analysis — Stage analytics