Pipelines let you track opportunities through your sales process using stages. Each stage represents a step in the process, and opportunities move through them as deals progress. You can create multiple pipelines to track different revenue streams or business processes separately.
How to Access Pipelines
Click CRM in the left navigation bar
Click Opportunities.
This opens your pipeline board. If you have multiple pipelines, use the pipeline selector at the top to switch between them.
How to Create a Pipeline
Go to Settings and click Customize.
Expand Opportunity.
Scroll to the Pipelines section.
Enter a name in the New Pipeline Name field and click Add Pipeline.
How to Edit Pipeline Settings
Each pipeline has its own settings, including its name, rotting thresholds, and visibility. To access them:
From the Opportunities board, click Edit Pipeline.
This opens the Edit Pipeline page in Settings. The following settings are available:
Pipeline Name - the name displayed across the account for this pipeline
Hide pipeline stage percentages on opportunity card view - when checked, stage percentages are hidden on pipeline cards
Default warming threshold (days) - the number of days of inactivity before a card turns yellow; applies to all open stages that don't set their own threshold
Default rotting threshold (days) - the number of days of inactivity before a card turns red; must be equal to or greater than the warming threshold; applies to all open stages that don't set their own threshold
Pipeline Visibility - controls which users can see this pipeline and its opportunities; admins always see every pipeline regardless of this setting
Click Update Pipeline to save changes.
How to Control Who Sees a Pipeline
Pipeline Visibility lets you restrict which users can see a pipeline and its opportunities. This is useful for teams that run separate processes and shouldn't have visibility into each other's pipelines.
From the Opportunities board, click Edit Pipeline.
Scroll to the Pipeline Visibility section.
Select All Users to make the pipeline visible to everyone, or select Specific Teams to restrict access.
If you selected Specific Teams, use the Visible to teams dropdown to select one or more teams.
Click Update Pipeline to save.
Users who are not on a selected team will not see the pipeline or any of its opportunities. Admins always see every pipeline regardless of this setting.
How to Add or Edit a Stage
Stages are managed from the Pipeline Stages section at the bottom of the Edit Pipeline page.
To add a stage, click + Add New Stage. To edit an existing stage, click the edit icon next to it. Both open the Edit Stage panel with the following fields:
Stage Name - the label displayed on the pipeline board
Percentage - determines the order of the stage on the board; stages are sorted lowest to highest from left to right; also used in win-probability calculations and forecasting
Stage Type - Open, Won, or Lost; Won and Lost stages are excluded from rotting indicators and forecasting
Warming threshold (days) - stage-level override for the pipeline default; leave blank to inherit the pipeline default
Rotting threshold (days) - stage-level override for the pipeline default; leave blank to inherit the pipeline default; must be equal to or greater than the warming threshold
Click Save to apply changes.
How Rotting Indicators Work
Rotting indicators are visual cues on pipeline cards that flag opportunities with no recent activity.
Yellow card - the opportunity has had no activity for at least as many days as the warming threshold
Red card - the opportunity has had no activity for at least as many days as the rotting threshold
Thresholds set at the stage level override the pipeline defaults for that stage. Won and Lost stages are always excluded from rotting indicators.
How Stage Order Is Determined
Stages are ordered on the board from left to right based on their percentage value, lowest to highest. Closed - Lost is always placed at the far right regardless of its percentage.
If you want to insert a new stage between two existing ones, give it a percentage value between theirs. If ordering is all you care about, any increasing sequence of numbers works.
Key Notes
Admins always see every pipeline, regardless of the Pipeline Visibility setting.
Rotting thresholds only apply to open stages. Won and Lost stages are excluded.
Stage-level thresholds take priority over pipeline-level defaults. Leave a stage's thresholds blank to inherit the pipeline default.
The rotting threshold must always be equal to or greater than the warming threshold.
Pipeline percentages also appear in reporting and forecasting, so they should reflect a realistic probability of closing if that matters to your team.
If you're not seeing the opportunities you expect, check your active filter view first.