The Sales Pipeline is your view of work that's still being sold — the opportunities moving from a first conversation toward a signed job. It lives inside the Tasks page as a sales-focused lens: the same work grid you already know, filtered to sales-stage opportunities, with a pipeline scoreboard across the top and tools for creating and advancing deals.
Where to find the Sales Pipeline
Open Tasks from the sidebar. Under the page's tabs you'll see a set of view toggles — All, Sales, Production, Archive, Snow. Click Sales.
The Sales view has three parts: the Pipeline Summary scoreboard (top left), the Selected Opportunity panel (top right), and the work grid below.
The five toggles are different lenses on the same page. All shows everything; Sales shows opportunities still being sold; Production shows work that's been won and is being delivered; Archive surfaces closed-out and paused work (Lost, Rejected, Archived, and On Hold) so you can find it again. Snow belongs to snow operations, not sales — it swaps the grid for the snow certification grid.
The Pipeline Summary
The scoreboard rolls up your active opportunities by stage, so you can see the shape of your pipeline at a glance.
Stage cells
The funnel isn't a fixed set of stages — it draws itself from your pipeline workflow. You get one cell per stage of that workflow, in the order the workflow lists them, followed by a Won cell and a Lost cell. Each cell shows the number of opportunities sitting there and their total value. Rename a stage in your workflow and the cell renames itself; add one and a new cell appears.
On the standard Sales Pipeline workflow that means: Draft → Discovery → Estimate → Proposed → On Hold, then Won and Lost. Treat that as an example of what a pipeline looks like, not as a fixed list — yours reflects whatever stages your workflow defines.
- Won gathers every stage at or past the point where the deal is sold, and lists the breakdown underneath — on the standard workflow that reads Approved · Production · Post-Production · Complete. A deal that was won and later closed out still counts as a win.
- Lost gathers the closing stages that never reached sold — Lost, Rejected, and Archive on the standard workflow.
- A small "N old" badge on a stage flags opportunities that have sat there past a staleness threshold — your nudge to follow up. It turns red once three or more are overdue.
- An "N on hold" chip still sits in the header. Note that the chip and the On Hold column are not the same count: the column counts opportunities sitting in the On Hold stage, while the chip counts every opportunity parked on a stage that isn't flagged as part of the sales or production run — so a stage that simply hasn't been configured yet also lands in the chip.
- If any opportunities sit on a stage the pipeline doesn't recognise, they're gathered into an Unmapped stage cell so the funnel still adds up to the totals below it.
Choosing a pipeline workflow
If your business unit runs more than one pipeline workflow, a picker appears in the scoreboard header listing each one with its opportunity count — for example Sales Pipeline Workflow (18). The scoreboard opens on your most-used pipeline; switch the picker to score a different one. If you only run a single pipeline, there's no picker — the header simply names the workflow you're looking at.
Before any opportunity is on a pipeline workflow, the scoreboard says so: "No opportunities on a pipeline workflow yet — the funnel draws itself from your pipeline's stages once one exists."
The KPI strip
Below the cells, a row of key numbers:
| Metric | What it tells you |
|---|---|
| Pre-Won Pipeline | Total value of everything not yet won or lost — your open pipeline. |
| Weighted | That pipeline adjusted by each deal's probability — a more realistic forecast. |
| Win Rate (90d) | The share of recently-closed deals that were won. |
| Won Rev (QTD) | Revenue won so far this quarter. |
| Avg Cycle | Average days a deal takes to close. |
The work grid
The grid lists the sales-stage work — each row is a task on an opportunity (for example Qualify lead, Initial discovery call, Site walk & rough takeoff, Send proposal, Schedule kickoff). Alongside the task you see its Project (the opportunity), the Project Workflow stage it's in (draft, discovery, estimate, proposed, approved…), the Client, and the assigned Team.
Use the search box to find a deal, and the My Tasks toggle to narrow the view (and the scoreboard) to just your own work.
The Selected Opportunity panel
Click any row and the Selected Opportunity panel loads that row's parent deal — its number and name, expected value, probability, expected close date, the people on it (contact, sales rep, and so on), and how long it's been in its current stage. It's a quick read on the deal without leaving the grid.
When the selected row belongs to an opportunity, the panel header also carries a Good to go → button. It opens that opportunity straight to its Estimates tab, ready to hand the deal to an estimator — see The Estimates tab below.
Creating an opportunity
Right-click in the grid and choose Add Opportunity (or New Opportunity from a row's menu) to open the intake form.
| Field | What it's for |
|---|---|
| Opportunity name (required) | What you'll call the deal — e.g. "Acme Manufacturing Solar Install." |
| Primary contact | The main person you're working with. Use Add person to create one on the fly. |
| Account (optional) | The customer account, if it already exists. Leave it empty for an early lead and attach the account later. |
| Type | The kind of project this will become. |
| Workflow | The stage path the deal follows — defaults to Sales Pipeline. This is also the workflow whose stages the scoreboard funnel draws. |
| Sales rep | Who owns the deal. |
| Expected value (USD) | The deal's estimated worth — feeds the pipeline totals. |
| Probability (%) | How likely it is to close — feeds the Weighted forecast. |
| Expected close date | When you expect to win it. |
| Source | Where the lead came from (Referral, Inbound, Website…). |
| Starter package | Optionally seed the new project with a package of tasks, or leave it as project only. |
| Kickoff note | Anything the production team should know at handoff. |
Click Create. The opportunity appears in the pipeline at its starting stage, and its value rolls into the scoreboard.
Adding a contact on the fly. Add person opens a small Add person form. First name and Person type are both required — the person type says what kind of contact this is, and the form won't submit until you pick one. Last name, email, and mobile are optional. Click Add and the new person is selected as the opportunity's primary contact. If nobody has set up person types yet, the form tells you so — create a person type first.
An "opportunity" is a project on the Sales Pipeline workflow. As you win it, it moves into Production and becomes a regular project — which is why the same grid can show both: Sales is just the early part of a project's life.
Advancing a deal
Right-click an opportunity's row for its actions. (Clicking the row also loads the deal into the Selected Opportunity panel, shown here at the top right.)
- Set State — move the deal to its next stage (Discovery → Estimate → Proposed, and so on), plus the side moves such as putting it On Hold. Only the moves that are valid from the current stage are offered.
- Reassign — change the Sales Rep, Sales Manager, Project Manager, or Primary Contact on the deal.
- Open Opportunity — open the full opportunity to edit its details, contacts, estimates, and notes.
- Open Workflow — view the deal's stage path and where it sits on it.
As you set states and win deals, the Pipeline Summary updates to match — so the scoreboard always reflects where your pipeline really stands.
The Estimates tab
Open Opportunity opens the deal on a set of tabs — General, Workflow, Estimates, Library, and Messages. The Estimates tab appears only on opportunities, and it's where a qualified deal gets handed to an estimator.
"Good to go" — spawning an estimate
When a deal is qualified enough to price, click Good to go — spawn estimate. Rather than opening another window, the panel expands in place and shows you exactly what will carry across to the new estimate project: Account, Primary contact, Sales rep, Sales manager, Expected value, Lead source, and Scope.
Two things are worth reading before you confirm:
"This carries over what you've gathered on the opportunity. Your sales tasks stay here — the new project starts with none."
"Location, access info, tags, and organisational fields (branch, profit center, jurisdiction, tax entity) carry over as-is."
You can set two things before spawning:
- Estimate name — leave it blank to use {opportunity name} - Estimate.
- Workflow — the stage path the new estimate project follows. Leave it blank for your default project workflow.
Click Spawn estimate project. GO confirms with Estimate project "…" created and takes you straight to the new project. Your sales tasks stay on the opportunity, so nothing you've already logged moves or disappears.
You can also start this from the grid: select an opportunity's row and click Good to go → in the Selected Opportunity panel. That opens the deal directly on the Estimates tab.
Over on the estimate project itself, its General tab shows a Spawned from {opportunity name} link back to the deal it came from, so it's always clear which opportunity an estimate belongs to.
Choosing which estimate counts
Underneath, the Estimates section lists every estimate spawned from this opportunity and answers one question: which estimate's price the pipeline forecasts.
Each estimate shows its number, name, current stage, and price — or Not priced yet if the estimator hasn't got there. Select the radio button beside the one your forecast should use; it's then marked · counts in pipeline, and GO confirms with Pipeline designation updated. Only one estimate counts at a time, so competing versions of the same job never double up in your numbers. Open jumps to that estimate project.
The last option is None — forecast the opportunity's own expected value, with that amount shown alongside. Choose it when you'd rather trust the figure on the deal than any of the estimates — that's also how a deal behaves before any estimate exists.
With no estimates yet, the section reads: "No estimates yet — spawn one when this opportunity is good to go."
This is the one place the pipeline's numbers can come from somewhere other than the opportunity itself. Once you designate an estimate, its price is what rolls into Pre-Won Pipeline and the Weighted forecast — so if a deal's totals look wrong, check which estimate is designated here.
Tips
- Start with the toggle. Sales shows deals being sold; flip to Production once they're won, or Archive to dig up something closed or paused.
- Read the funnel as your workflow. The cells are your pipeline's own stages — if a stage looks wrong or missing, it's the workflow that needs editing, not the scoreboard.
- Watch the "old" badges. They flag deals that have gone quiet in a stage — the ones most worth a follow-up.
- Fill in value and probability. They drive the Pre-Won Pipeline and Weighted forecast — a deal with no value doesn't show up in your numbers. Once a deal has estimates, check the Estimates tab too: the designated estimate's price is what the forecast uses.
- Use My Tasks to focus the grid and the scoreboard on just your own opportunities.
- Click a row to read the whole deal in the Selected Opportunity panel without opening it — and to reach Good to go → when it's ready to price.
Common questions
Is the Sales Pipeline a separate page? No — it's the Sales view of the Tasks page. The same grid powers All, Sales, Production, and Archive; the toggle just changes which work you're looking at. (Snow is the exception — it belongs to snow operations and shows the snow certification grid instead.)
Why doesn't my funnel match the stages in this article? Because the funnel is built from your own pipeline workflow. The stages shown here are the standard ones; if your workflow renames, reorders, or adds stages, the scoreboard follows it.
Why does the "on hold" chip disagree with my On Hold column? They count different things. The column counts deals sitting in the On Hold stage; the chip counts every deal parked on a stage that isn't part of the sales or production run — which includes stages that haven't been fully configured.
What's the difference between an opportunity and a project? They're the same record at different points in its life. While it's being sold it's an opportunity on the Sales Pipeline workflow; once won it becomes a project in production. An estimate spawned from an opportunity is a separate project of its own, linked back to the deal.
Why is a deal's value missing from my totals? Opportunities with no expected value don't contribute to the pipeline numbers — add a value (and a probability) so it counts. If the deal has estimates, check that the right one is designated on the Estimates tab.
Do I need an account to create an opportunity? No. Account is optional, so you can log an early lead with just a name and attach the customer account once you know it.
Where did a lost or paused deal go? Switch the toggle to Archive — it surfaces Lost, Rejected, Archived, and On Hold work.