How do I set up a sales pipeline in a CRM?
Define your stages
A pipeline should match how your team actually sells. Start with four to six stages that describe a clear step, such as first contact, proposal, and closed won. Avoid stages that overlap or that no one can define in one sentence.
Give each stage a short description and a clear exit rule. For example, a lead moves to contacted once someone has replied. Clear rules keep the data useful when you review the pipeline later.
- Use four to six stages
- Write one line for each stage
- Set an exit rule for each stage
- Remove stages nobody uses
Add the details that matter
Add fields for deal value, expected close date, and next step. These fields let you forecast and spot stalled deals quickly. Keep the required fields few so people actually fill them in every time.
Set up reminders for follow-ups so deals do not sit untouched. Many CRMs can notify the owner when a task is due. Review the pipeline together once a week to keep it current and honest. Check the stages at the end of each quarter so the pipeline reflects how your team really sells. Remove anything that stopped being useful.
- Deal value and close date
- Next step and follow-up date
- Weekly pipeline review
Common mistakes
- Creating so many stages that the pipeline is hard to keep current.
- Letting deals sit in one stage without updates or a next step.
