Step 1: Configure Your Stages
Stages are defined in the Opportunities object’s Stage field.- Go to Settings → Data Model
- Select Opportunities
- Find and click the Stage field
- Add, remove, or rename stages to match your process
Recommended Stages
| Stage | Purpose |
|---|---|
| New | Fresh opportunities just identified |
| Qualified | Confirmed as a good fit |
| Meeting | Engaged in discussions |
| Proposal | Proposal sent |
| Negotiation | Working on terms |
| Closed Won | Deal successful |
| Closed Lost | Deal unsuccessful |
5-7 stages is optimal. Too many stages makes the pipeline hard to scan; too few loses visibility into deal progress.
Step 2: Create a Pipeline View
- Go to Opportunities
- Click the view dropdown → + Add view
- Name it “Sales Pipeline”
- Click Create
- Open Options and select Kanban as the layout
Step 3: Configure Your View
Show Key Fields
- Click Options → Fields
- Look for fields in the “Hidden Fields” section
- Click the eye icon to display: Company, Amount, Close Date, Owner
Enable Aggregations
Show totals at the top of each column:- Click the number displayed next to a Stage name at the top of a column
- Select the aggregation type (Count, Sum, Average, etc.)
- Choose the field to aggregate (e.g., Amount)
Use Compact View (Optional)
For a high-level overview with minimal card content:- Click Options
- Turn on the toggle for Compact view
Step 4: Create Personal and Team Views
”My Pipeline”
- Filter: Owner = Me
- Visibility: Unlisted (personal view)
“Team Pipeline”
- Filter: None (show all)
- Visibility: Workspace (shared view)
“Closing This Month”
- Type: Table
- Filter: Close Date = This month, Stage ≠ Closed Won, Stage ≠ Closed Lost
- Sort: Close Date ascending
Working with Opportunities
Creating Opportunities
- Click + New in the Opportunities view
- Or click + in a specific stage column
Moving Through Stages
Drag and drop opportunity cards between columns to update their stage.Best Practices
Pipeline Hygiene
- Update deals daily as they progress
- Move or close stale deals promptly
- Keep close dates realistic
Stage Discipline
- Define clear criteria for each stage
- Move deals promptly when criteria are met
- Don’t let deals sit in stages too long
Related
- Kanban Views — aggregations and compact view
- Filters and Sorting — creating filtered views