Configure your pipeline stages

Updated May 2026

You'll learn how to: Change the stages of a pipeline. Add new stages, rename existing ones, set per-stage default probabilities, mark stages as Won / Lost / Active.

Time: 5 minutes.

Prereqs: You're an Owner or Admin. Members can't configure pipeline stages.

When to change stages

Your sales process actually changed (added a Procurement stage, removed a stale step).
Initial pipeline was a default that doesn't match how you sell.
You're adding a second pipeline (e.g. clients / retainers) with a different stage flow.
Migrating from another tool and want to match its naming.

If you're tweaking just for cosmetics ("I want 'Discovery' renamed to 'Discovery Call'"), do it; it's cheap. But avoid frequent changes, every active deal lives in some stage, and renames don't break anything but do cause confusion.

Steps

Open Revenue in the sidebar.
If you have multiple pipelines, pick the one you want to edit from the pipeline selector at the top.
On the toolbar's far right, click More (three dots).
Click Settings (or Pipeline settings).
The pipeline configuration panel opens. You see the existing stages in left-to-right order.

Add a stage

Click + Add Stage.
Fill in:
- Name (e.g. "Procurement").
- Stage type: Active / Won / Lost. Most stages are Active.
- Default probability (0-100): used when deals land in this stage.
- Color for the kanban column header.
Drag the new stage into position via the handle on the row.
Save.

Edit an existing stage

Click the stage's row to expand it.
Edit Name / Type / Default Probability / Color.
Save.

Renames don't move existing deals out of the stage; they just change the label. Type changes (e.g. flipping a stage from Active to Lost) DO affect existing deals: they're treated as the new type going forward.

Delete a stage

Stage row > more-actions > Delete stage.
The dialog asks what to do with deals currently in that stage:
- Move to another stage (pick which).
- Mark as Lost (with a reason).
- Cancel the delete.
Confirm.

You can't delete a stage that's the only Won or Lost stage in the pipeline (every pipeline needs at least one of each).

Reorder stages

Drag a stage's row handle up or down. Order persists on save.

Per-stage settings that matter

Default probability: feeds the deal's probability field automatically when the stage is selected. Use realistic numbers: a Lead at 10%, a Qualified at 25%, a Proposal at 50%, Negotiation at 75%. Avoid 100% on any stage except Won.
Stage type: Active deals are working pipeline. Won and Lost are closed and feed your win rate. A deal in a non-Won/Lost stage is open.
Required fields per stage: some plans support requiring specific fields before a deal can enter a stage (e.g. "value must be set before Qualified"). Configure under the stage's row.

What changes after save

The kanban / list / orbit views immediately reflect the new stage list.
Existing deals stay where they are unless you specifically moved them.
Default probabilities apply to NEW deals only; existing deals keep their stored probability.
The Sales tab in Settings (methodology) may need re-saving if you changed stages while a methodology was active.

If something goes wrong

Symptom: "Pipeline Settings option isn't there." → Fix: You're not an Owner / Admin. Members see the pipeline in read-only mode.
Symptom: "I deleted a stage and now my reports look wrong." → Fix: Deals were moved to a fallback stage, which may distort historical metrics. Use the audit log to see the move and consider manually re-staging the affected deals.
Symptom: "Stage type change to Won didn't trigger the Won flow on existing deals." → Fix: Type changes apply forward. Existing deals don't auto-re-evaluate. To run the Won flow (close-value, close-date dialog) on existing deals, drag them out and back in to the stage.
Symptom: "I can't add a third Won stage." → Fix: Most pipelines support multiple Won stages (e.g. "Won, full price", "Won, discounted"). If your config doesn't, contact support to enable.