Control Center - Sales Management - Opportunity Pipeline

Purpose

The Opportunity Pipeline feature allows organizations to define and manage the sales lifecycle used to track opportunities from their initial qualification through to closure.

Each pipeline consists of one or more stages that represent the progression of a sales opportunity. Every stage can be configured with its own probability, expected duration, visual color, and hierarchical structure, providing a standardized framework for sales execution and forecasting.

The pipeline configuration determines how opportunities progress through the sales lifecycle. The probability assigned to each stage contributes to expected revenue calculations, while the maximum duration helps identify opportunities that remain in a stage longer than expected. These values are displayed throughout the Sales Management workspace and support forecasting and sales performance analysis.

Access Path

Control Center → Sales Management → Opportunity → Opportunity Pipeline

Overview

Opportunity Pipelines define the sequence of stages that opportunities follow during the sales process.

Each pipeline:

• Represents a complete sales workflow.
• Is associated with a specific company.
• Contains one or more configurable stages.
• Assigns a probability of success to each stage.
• Defines the expected maximum duration for each stage.
• Can be used by opportunities to monitor progression and forecast expected revenue.

Organizations may create multiple pipelines to support different sales processes, business units, or product lines.

Opportunity Pipeline Landing Page

The landing page displays all configured Opportunity Pipelines.

Typical information includes:

Available actions include:

• Add Opportunity Pipeline
• Refresh
• Include Deleted
• Export
• Column Selection

Selecting a pipeline opens its detail page.

Creating an Opportunity Pipeline

Select Add Opportunity Pipeline.

The creation dialog contains the following fields.

Available actions:

• Save
• Save and New
• Cancel

Managing an Opportunity Pipeline

After creating a pipeline, additional information can be configured.

General Information

Pipeline Stages

A pipeline is composed of one or more stages representing the progression of an opportunity.

The visual board provides an overview of all configured stages, displaying:

• Stage name
• Probability
• Maximum expected duration
• Stage hierarchy

Use Add Stage to create additional stages.

Stages can be arranged to match the organization's sales methodology.

Managing Pipeline Stages

Selecting the edit icon on a stage opens the Stage Details dialog.

Stage Information

Each stage can contain one or more statuses.

For every status, the following information can be configured:

Additional actions include:

• Add New – Creates another status within the stage.
• Add Child – Creates a child status beneath the selected status, allowing hierarchical status structures.
• Expand All / Collapse All – Expands or collapses the hierarchy for easier navigation.

Pipeline Structure

Opportunity Pipelines are composed of sequential stages that model an organization's sales process.

Typical examples include:

The configured probability values are used throughout the Sales Management module to support sales forecasting and opportunity reporting.

Best Practices

• Design pipelines that reflect your organization's actual sales process.
• Keep the number of stages manageable and easy to understand.
• Assign realistic probability values to improve forecast accuracy.
• Define maximum durations to help identify stalled opportunities.
• Use meaningful colors to improve visual recognition of pipeline statuses.
• Review pipelines periodically as sales processes evolve.

Related Articles

Sales Management – Opportunity Type
Sales Management – Opportunity Source
Sales Management – Sales Exercise