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Configure your pipeline stages

Updated June 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

  1. Open Revenue in the sidebar.
  1. If you have multiple pipelines, pick the one you want to edit from the Pipelines picker at the top.
  2. Open the Pipelines picker and select the pipeline to edit, or access pipeline settings via Settings if available.
  3. The pipeline configuration panel opens. You see the existing stages in left-to-right order.

Add a stage

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

Edit an existing stage

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

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

Delete a stage

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

You can't delete a stage that's the only Landed 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 opportunity'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 Landed.
  • Stage type: Active opportunities are working pipeline. Landed and Lost are closed and feed your win rate. An opportunity in a non-Landed/Lost stage is open.
  • Required fields per stage: some plans support requiring specific fields before an opportunity can enter a stage (e.g. "value must be set before Qualified"). Configure under the stage's row.

What changes after save

  • The kanban / orbit views immediately reflect the new stage list.
  • Existing opportunities stay where they are unless you specifically moved them.
  • Default probabilities apply to NEW opportunities only; existing opportunities keep their stored probability.
  • Methodology configurations 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: Opportunities were moved to a fallback stage, which may distort historical metrics. Consider manually re-staging the affected opportunities.
  • Symptom: "Stage type change to Landed didn't trigger the Landed flow on existing opportunities." → Fix: Type changes apply forward. Existing opportunities don't auto-re-evaluate. To run the Landed flow (close-value, close-date dialog) on existing opportunities, drag them out and back in to the stage.
  • Symptom: "I can't add a third Landed stage." → Fix: Most pipelines support multiple Landed stages (e.g. "Landed, full price", "Landed, discounted"). If your config doesn't, contact support to enable.

Related: Your opportunity board | Create your first opportunity | The deal canvas.