Customize sales pipeline stages, probabilities, fold states, and automated milestone triggers
What this does
Tailors Kanban workflow columns to reflect your company's fenestration lifecycle (e.g. Qualification -> Site Measurement -> Elevation Drafting -> Quotation Sent -> Contract Awarded -> Won).
Before you start
- CRM Administrator privileges.
Steps
Important
Setting appropriate default probabilities ensures weighted sales forecast reports accurately reflect reality.
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01
Open CRM › Configuration › Stages.
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02
Click New or edit existing stages to adjust sequence and default Probability (%).
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03
Enable Folded in Pipeline for completed or dormant stages (e.g. Won, On Hold).
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04
Set Requirements to display guidance tooltips to sales reps (e.g. Requires signed laser survey before advancing to Drafting).
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05
Assign stages to specific Sales Teams if residential and commercial divisions follow separate lifecycles.
Common mistakes
- Creating too many redundant stages (e.g. more than 7 stages), causing sales rep pipeline fatigue.
- Setting Won stage probability to anything other than 100%.
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