Sales pipeline guide
A one-page worksheet to define stages, owners and next steps — built for teams of 10–50 people.
Define your stages
Keep it to 4–6 stages your team actually uses. Example for services or B2B:
| Stage | Entry criteria | Exit criteria |
|---|---|---|
| Qualified | Fit confirmed, problem understood | Discovery complete, budget discussed |
| Proposal | Scope and pricing shared | Customer responded or meeting held |
| Negotiation | Terms under discussion | Verbal yes or clear no |
| Won / Lost | Decision recorded | Handoff to delivery or archive |
Deal worksheet (copy per opportunity)
| Customer | |
|---|---|
| Primary owner | |
| Stage | |
| Estimated value | |
| Expected close date | |
| Next step (dated) | |
| Last contact | |
| Blockers |
Weekly pipeline review (15 minutes)
Lost reason tracker
| Deal | Lost reason | Lesson |
|---|---|---|
Read the full article: What a healthy sales pipeline looks like at 10–50 employees. Pipelines on Professional plans connect to customers, quotations and invoices.