Customizing Pipeline Stages

Pipeline Stage Configuration

Classify pipeline stages so sales reporting stays separate from delivery work. Existing stages remain unclassified until you choose their meaning.

1. Go to Pipeline Settings

   Navigate to the Projects page and click the settings gear icon to open Pipeline Settings.

2. Choose the work type

   Use Sales for opportunities before a buying decision, Delivery for work after a win, or leave a legacy stage Unclassified until you are ready to define it.

3. Set the sales outcome

   Open stages stay in the active pipeline. Closed Won records a win, while Closed Lost records a loss and requires a reason when a project enters that stage.

4. Set the forecast default

   Choose Pipeline, Best Case, Commit, Closed, or Omitted. These are explicit categories at full value, not probability-weighted estimates.

5. Add checks and timing

   Add observable entry and exit checks, plus the expected number of days in the stage. Required checks are confirmed during a manual stage move.

6. Edit or delete safely

   Edit current stages without rebuilding the pipeline. A stage with projects cannot be deleted until those projects are moved.

Tips

• Keep sales stages tied to buyer evidence, such as a completed discovery meeting or a sent proposal.
• Use project tasks for next actions instead of creating a second follow-up field.
• Keep production, review, and delivery stages out of sales conversion metrics.