A sales pipeline shows which stage each open opportunity is in, from first contact to close. Each stage has a win probability; multiplying deal amounts by that probability gives a weighted revenue forecast.
Typical stages
| Stage | Probability (example) |
|---|---|
| Prospecting | 10% |
| Qualification | 25% |
| Needs analysis | 40% |
| Proposal | 60% |
| Negotiation | 80% |
| Closed won / lost | 100% / 0% |
Why it matters
- It shows where deals pile up — your bottleneck.
- It makes month-end revenue easier to forecast.
- It tells the team which deals to discuss in pipeline reviews.
In CRModular
Opportunities are tracked in table, Kanban and calendar views. Sales path settings add guidance and required steps to each stage, and a loss reason is mandatory when a deal is lost.