Sales Pipeline

The Sales Pipeline provides a visual Kanban board for tracking opportunities through the sales cycle. It includes pipeline metrics, drag-and-drop stage management, and integration with scoping sessions.

Pipeline Overview

The pipeline displays opportunities organized by stage in a Kanban-style board.

🖥️ Kanban Pipeline Board with All Stages Screenshot

Opportunity Stages

Opportunities progress through defined stages:

Stage	Code	Description
Lead	new	Initial opportunity, not yet qualified
Qualified	qualified	Client interest confirmed, requirements understood
Proposal	proposal	Proposal/SOW in development or sent
Negotiation	negotiation	Active discussions, terms being finalized
Won	closed_won	Deal closed successfully
Lost	closed_lost	Deal lost or client declined

Stage Flow

Lead → Qualified → Proposal → Negotiation → Won
                                          ↘ Lost

Opportunities can move forward, backward, or skip stages based on deal progression.

Pipeline Metrics

The pipeline header displays key performance indicators:

🖥️ Pipeline Metrics Header Display Screenshot

Total Pipeline Value

Sum of estimated values for all open opportunities (Lead through Negotiation stages).

Won This Month

Total revenue from opportunities closed as Won in the current calendar month.

Lost This Month

Count and value of opportunities closed as Lost in the current calendar month.

Win Rate

Percentage calculated as:

Win Rate = Won Deals / (Won Deals + Lost Deals) × 100

Metrics update in real-time as opportunities change.

Opportunity Management

Creating an Opportunity

1. Click New Opportunity button
2. Complete the opportunity form:

Required Fields

Field	Description
Name	Opportunity name/title
Client	Link to existing client record
Status	Initial stage (defaults to Lead)

Optional Fields

Field	Description
Description	Detailed opportunity notes
Estimated Budget	Client’s stated budget
Expected Close Date	Anticipated decision date
Deal Value	Estimated contract value
Follow-up Date	Next action date

Opportunity Form Tabs

The opportunity modal includes multiple tabs:

Details Tab

• Name and description
• Client selection
• Status/stage selection

Financials Tab

• Estimated budget
• Deal value
• Won value (for closed-won)

Timeline Tab

• Expected close date
• Follow-up date
• Closed date (auto-set)

Outcome Tab (for closed opportunities)

• Lost reason selection
• Competitor name
• Lessons learned

Editing Opportunities

1. Click on an opportunity card, or
2. Click the edit icon on the card
3. Modify fields in the modal
4. Click Save

Deleting Opportunities

1. Open the opportunity modal
2. Click Delete
3. Confirm deletion

Deletion is permanent and removes all opportunity data.

Drag-and-Drop Pipeline

Moving Opportunities

Drag opportunities between columns to change their stage:

1. Click and hold an opportunity card
2. Drag to the target stage column
3. Release to drop

On drop:

• Status automatically updates
• Timestamp recorded
• Metrics refresh

Visual Feedback

During drag operations:

• Source card shows drag state
• Target column highlights
• Drop zone indicates placement
• Invalid drops prevented

Auto-Set Fields

When moving to closed stages:

Won Stage:

• closed_at set to current timestamp
• Won value prompt (if not set)

Lost Stage:

• closed_at set to current timestamp
• Lost reason prompt appears

Opportunity Cards

Each opportunity displays as a card in its stage column.

🖥️ Opportunity Card with All Information Elements Screenshot

Card Information

Element	Description
Client Logo	Client organization logo
Client Name	Organization name
Opportunity Name	Deal name/title
Deal Value	Formatted currency amount
Expected Close	Target date
Stage Indicator	Visual stage badge

Card Actions

Hover over a card to reveal:

• Edit - Open opportunity modal
• Quick Move - Move to adjacent stage
• Delete - Remove opportunity

Card Styling

Cards are styled based on status:

• Standard cards: Neutral styling
• Overdue follow-ups: Warning indicator
• High-value deals: Highlight border
• Stale opportunities: Dimmed appearance

Search and Filtering

Search

The search box filters opportunities:

• Searches opportunity name
• Searches client name
• Results filter across all columns
• Real-time filtering as you type

Refresh

Click the refresh button to:

• Reload all opportunity data
• Update metrics
• Sync any external changes

Integration with Scoping

Opportunities can link to scoping sessions.

🎨 Scoping Session Integration Flow Illustration

Linking Scoping Sessions

1. Create or edit opportunity
2. Select Linked Scoping field
3. Choose from available scoping sessions
4. Save opportunity

Auto-Population

When linked to a scoping session:

• Deal value auto-populates from final_price
• Client syncs from scoping client
• Status can sync with scoping workflow

Opportunity Number

Each scoping session generates an opportunity number:

• Format: OPP-YYYY-NNNN
• Auto-increments per year
• Links scoping to opportunity tracking

Lost Opportunity Tracking

When opportunities are lost, capture details for analysis.

Lost Reasons

Reason	Description
Budget	Client budget constraints
Timing	Timeline didn’t align
Competition	Lost to competitor
No Decision	Client chose not to proceed
Other	Other reasons (specify)

Competitor Tracking

If lost to competition:

• Competitor name field
• Free-form text entry
• Enables competitor analysis

Lessons Learned

Document takeaways:

• What went well
• What could improve
• Client feedback
• Process improvements

Pipeline Views

Kanban View (Default)

Columns for each stage:

• Drag-and-drop enabled
• Cards stack vertically
• Column totals displayed
• Scrollable columns

Card Details

Click any card to view:

• Full opportunity details
• Activity history
• Related scoping session
• Client information

Best Practices

Pipeline Hygiene

Regular Review

• Review pipeline weekly
• Update stale opportunities
• Move or close inactive deals

Accurate Values

• Keep deal values current
• Update expected close dates
• Record actual won values

Complete Data

• Fill all relevant fields
• Document lost reasons
• Capture lessons learned

Stage Discipline

Lead Stage

• New inquiries and referrals
• Unqualified contacts
• Initial outreach

Qualified Stage

• Budget confirmed
• Timeline established
• Decision maker identified

Proposal Stage

• SOW in development
• SOW sent for review
• Awaiting client feedback

Negotiation Stage

• Terms being discussed
• Pricing negotiations
• Contract review

Win/Loss Analysis

Review closed opportunities:

• Identify winning patterns
• Understand loss reasons
• Track competitor wins
• Improve sales process

Keyboard Shortcuts

Shortcut	Action
N	New opportunity
R	Refresh pipeline
/	Focus search
Esc	Close modal

Troubleshooting

Cards Not Moving

1. Check user permissions
2. Verify opportunity isn’t locked
3. Refresh the page
4. Check for validation errors

Metrics Not Updating

1. Refresh the pipeline
2. Check date filters
3. Verify opportunity values
4. Clear browser cache

Scoping Link Issues

1. Verify scoping session exists
2. Check client match
3. Ensure proper permissions
4. Try unlinking and relinking

Search Not Working

1. Clear search and retry
2. Check for special characters
3. Verify data loaded
4. Refresh the page