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Your sales pipeline is ready the moment your workspace is created. Here are the stages you start with, what the probabilities do, and how to change them.
You do not set a pipeline up. Every new workspace is created with a default opportunity pipeline called Sales Pipeline, already carrying the six stages listed below, so you can create a deal the first minute you are in the app. Setup never asks you to confirm it.
That pipeline is your default. Every new deal lands in its first stage unless you pick a different one, and the Deal Board draws its columns from it. The six stages are Discovery, Qualification, Proposal, Negotiation, Closed Won and Closed Lost, carrying 10%, 25%, 50%, 75%, 100% and 0% in that order.
Change any of it whenever you like from Admin → Pipelines, under Customization in the admin panel. Nothing about the stages you start with is fixed.
| Stage | Probability | What it means |
|---|---|---|
| Discovery | 10% | Brand-new contact or inbound interest. Not yet qualified. |
| Qualification | 25% | Real budget, real authority, real need, real timeline. |
| Proposal | 50% | Proposal or quote sent and being reviewed. |
| Negotiation | 75% | Pricing or scope under active discussion. Close is in sight. |
| Closed Won | 100% | Contract signed. Revenue booked. |
| Closed Lost | 0% | Decision against; opportunity is over. |
Each stage carries a probability percentage, the chance a deal in that stage will actually close. Probabilities power your weighted pipeline on the dashboard: a $50,000 deal at 50% counts as $25,000 toward your forecast.
Tune them to your team's actual close rates from Admin → Pipelines. Some teams go 10% / 25% / 50% / 80% / 100% / 0%; others use 20% / 40% / 60% / 80% / 100% / 0%. Pick what reflects your reality.
Keep them if you are new to CRM, have a short sales cycle, or just want to start tracking deals. The default stages are a normal business-to-business sales motion and they work without a single edit.
Change them if your team already has a defined sales process with its own stage names, for example Discovery, Demo scheduled, Proof of concept, Legal review, or if your close rates differ materially from the defaults. The editor supports adding, removing, renaming, and reordering stages, and stage names must be unique, stages must number between 2 and 20, and probabilities run from 0 to 100.
Everything above is editable from Admin → Pipelines. Add stages, rename them, reorder them, change probabilities, or archive stages you no longer use. When you rename or reorder stages, deals stay in their assigned stage rather than moving automatically.
Editing pipelines is an admin permission. If you do not hold it, you still see and use the pipeline your team has; you just cannot change its stages. The full guide is Pipeline Configuration.