Deals & Pipeline

Deals (also called opportunities) represent active sales engagements with a potential or existing customer. The pipeline is the visual representation of where each deal stands in your sales process. SalesOS provides both a Kanban board view and a list view for managing your deals, along with AI-powered insights to help you close more business.

Pipeline Overview

Navigate to Pipeline from the left sidebar. The page header displays:

Total pipeline value -- The sum of all deal amounts across all open stages.
Total opportunities -- The number of active deals.

Pipeline Selector

If your organization uses multiple pipelines (for example, separate pipelines for new business, renewals, and partnerships), use the Pipeline Selector dropdown at the top of the page to switch between them.

Select a specific pipeline to view only deals in that pipeline.
Select All Pipelines to see a combined view of all deals.
The pipeline selector also includes a link to Pipeline Settings where administrators can configure stages and pipeline properties.

Each pipeline has its own set of stages with customizable names, colors, and probability percentages.

Kanban Board View

The Kanban board is the default view for the pipeline page. It displays deals as cards organized into columns, where each column represents a stage or group of stages.

How Columns Are Organized

SalesOS intelligently groups pipeline stages into Kanban columns:

If your pipeline has three or fewer open stages, each stage gets its own column.
If your pipeline has more stages, they are grouped by probability range:
- Discovery -- Low probability stages (below 40%).
- Proposal -- Mid-range probability stages (40% to 69%).
- Negotiation -- High probability stages (70% and above).
A Closed Won column always appears on the right side for won deals.

Each column header shows the stage name, a count of deals in that column, and the total value of those deals.

Deal Cards

Each deal is displayed as a card on the Kanban board showing:

Account name at the top.
Deal name as the main title.
Stage badge with the specific sub-stage name.
Deal amount formatted as currency.
Probability percentage indicating likelihood of close.
Owner avatar in the bottom-right corner.
A progress bar at the bottom that fills based on the deal's probability.

Click on any deal card to navigate to its detail page.

Deal Card Actions

Click the three-dot menu on a deal card to access quick actions:

View Details -- Navigate to the full deal detail page.
AI Analysis -- Run an AI-powered analysis of the deal's health and next steps.
Mark Won -- Close the deal as won (see Closing Deals below).
Mark Lost -- Close the deal as lost with a required reason (see Closing Deals below).
Delete Opportunity -- Permanently remove the deal.

Adding Deals from the Kanban Board

Each column includes a dashed Add Opportunity button at the bottom. Click it to create a new deal that starts in that stage. You can also use the + button in the top toolbar.

List View

Click the list icon in the view toggle (next to the grid icon) to switch to the list view. The list view displays deals in a tabular format with the following columns:

Column	Description
Opportunity Name	Deal name and account name
Stage	Current stage with a color-coded badge
Value	Deal amount in currency format
Probability	A visual progress bar with percentage
Close Date	Expected close date

Click on any row to navigate to the deal detail page.

Filtering and Searching Deals

Search

Use the search bar in the toolbar to find deals by opportunity name or account name.

Stage Filter

Use the All Stages dropdown to filter deals by a specific Kanban column (Discovery, Proposal, Negotiation, or Closed Won).

Probability Filter

Use the All Probabilities dropdown to show only deals above a certain probability threshold:

All Probabilities (no filter)
Greater than 25%
Greater than 50%
Greater than 75%

Creating New Deals

Click the + button in the toolbar to open the New Opportunity form. Fill in:

Opportunity Name (required) -- A descriptive name such as "Q1 Enterprise License - Acme Corp."
Account (required) -- Select the company this deal is with.
Pipeline -- If you have multiple active pipelines, select which one this deal belongs to. (Shown only when multiple pipelines exist.)
Amount -- The expected deal value in dollars.
Stage -- The initial stage for this deal. Only open stages (not Closed Won/Lost) are available.

Click Create Opportunity to save.

Deal Detail Page

Click on any deal from the Kanban board or list view to open its detail page. The deal detail page provides a comprehensive view of the opportunity.

The header shows the deal name, current stage badge, deal amount, and probability. Action buttons let you:

Edit the deal's information.
Advance Stage to move the deal to the next stage.
Close Won or Close Lost.
AI Analysis to generate insights.

The left sidebar shows a list of recently viewed deals for quick navigation.

Accordion Sections

Expandable sections organize deal details:

Basic Information -- Deal name, amount, probability, close date, stage, deal type (New Business, Existing Business, etc.), next steps, and needs analysis notes.
Additional details as configured by your administrator.

Buyer Committee

The deal detail page includes a Buyer Committee section showing all contacts associated with this opportunity. You can:

View each contact's name, role, and title.
Add contacts from the associated account.
Remove contacts from the opportunity.
Set a contact as the primary contact for this deal.

Deal Charts

Visual charts display deal progression over time, probability trends, and other analytical data.

AI Deal Analysis

Click AI Analysis to generate an AI-powered assessment of the deal. The analysis widget provides:

Deal health assessment -- An overall evaluation of the deal's likelihood to close.
Risk factors -- Potential issues that could derail the deal.
Recommendations -- Suggested next actions to improve the deal's chances.
Key insights -- Observations about the deal based on activity patterns and data completeness.

AI Email Drafts

The deal detail page includes an AI Email Draft button that generates personalized email drafts based on the deal context, stage, and related contacts.

Integration Links

If the deal is linked to external systems (via integrations), external reference links and attachments are displayed on the detail page.

Quick Log Activity

Use the Quick Log Activity feature on the deal detail page to quickly record calls, emails, meetings, and notes without leaving the page.

Field Change History

An audit trail shows all changes made to the deal's fields, including who made each change and when.

Moving Deals Between Stages

There are several ways to advance a deal through your pipeline:

From the detail page -- Click the Advance Stage button or edit the deal to change its stage.
Edit the deal -- Open the edit modal and select a new stage from the dropdown.
Quick actions on Kanban -- Use the three-dot menu to mark a deal as Won or Lost, which moves it to the respective closed stage.

When you change a deal's stage, its probability is automatically updated to match the new stage's default probability (as configured in pipeline settings).

Stage Probability and Forecasting

Each pipeline stage has a default probability percentage that represents the statistical likelihood of a deal closing from that stage. For example:

Prospecting: 10%
Qualification: 20%
Needs Analysis: 30%
Value Proposition: 50%
Proposal/Quote: 60%
Negotiation: 80%
Closed Won: 100%
Closed Lost: 0%

These probabilities directly feed into your revenue forecasting. The weighted pipeline value is calculated as the sum of (deal amount x probability) across all open deals. You can override the probability on individual deals if a specific opportunity is stronger or weaker than the stage average.

Closing Deals

Marking a Deal as Won

To mark a deal as won:

Click the three-dot menu on the deal card and select Mark Won, or use the Close Won button on the deal detail page.
The deal is moved to the Closed Won stage with 100% probability.
A success confirmation is shown.

Marking a Deal as Lost

To mark a deal as lost:

Click the three-dot menu on the deal card and select Mark Lost, or use the Close Lost button on the deal detail page.
A modal appears asking for a Reason for Loss (required). Enter a clear reason such as "Lost to competitor," "Budget constraints," or "Timing not right."
Click Mark as Lost to confirm.
The deal moves to the Closed Lost stage with 0% probability.

Tracking loss reasons helps your team identify patterns and improve your sales process over time.

Pipeline Summary Metrics

The pipeline page header shows real-time summary metrics:

Total Value -- Sum of all deal amounts in the current view.
Total Opportunities -- Count of deals in the current view.

Each Kanban column also shows its own count and total value, giving you a quick snapshot of where your pipeline weight is concentrated.

Deleting Deals

To delete a deal, use the three-dot menu on the deal card and select Delete Opportunity. A confirmation modal will ask you to verify the deletion. This action is permanent and cannot be undone.

Best Practices for Pipeline Management

Keep your pipeline current. Update deal stages and amounts weekly. A stale pipeline leads to inaccurate forecasts and missed follow-ups.
Use realistic amounts. Enter the actual expected contract value, not aspirational numbers. Overstating deal amounts inflates your forecast and erodes trust in the data.
Set close dates and update them. Every deal should have an expected close date. If a deal slips, update the close date rather than leaving it in the past.
Track loss reasons consistently. When closing deals as lost, provide specific, honest reasons. Over time, loss reason data reveals patterns that can improve your sales strategy.
Leverage AI analysis. Run AI analysis on important deals to surface risks you may have missed. The AI can identify gaps in your engagement, buyer committee coverage, and deal progression.
Fill in the buyer committee. Adding contacts to deals and assigning roles (Champion, Decision Maker, Economic Buyer) gives you a clear picture of whether you have the right relationships to close.
Review pipeline in both views. Use the Kanban board for a visual overview and the list view for detailed analysis. Each view highlights different aspects of your pipeline.
Use multiple pipelines when appropriate. If your sales process differs for new business vs. renewals vs. partnerships, set up separate pipelines with their own stages rather than forcing everything into one.