The sales pipeline gives your team a board-style view of active opportunities. Requests and quotes move through stages so sales users can see what is new, what needs follow-up, and what is ready to become a job.
Overview
The sales pipeline helps you stay organized and in control of your sales process. It shows active opportunities in a Kanban-style board so your team can prioritize the right requests and quotes.
Use the pipeline to:
- Review new requests.
- Find assessments that need scheduling.
- Follow up on quotes awaiting response.
- Track changes requested by clients.
- Assign ownership.
- Mark opportunities won or lost.
- Review closed won and lost sales outcomes.
Open Requests, Quotes, and Quotes Conversion Report to review sales activity.
Get started with sales pipeline
The pipeline is automatically filled by your active requests and quotes. Each request or quote appears as an opportunity card and moves through stages as your team takes action.
What is an opportunity?
An opportunity is a potential piece of work with a client.
Opportunities can be created from:
- A request submitted by a client.
- A request created internally.
- A quote created by your team.
If a client has multiple requests or quotes, each one appears as a separate opportunity so your team can manage them individually.
Opportunity cards can include:
- Client name.
- Request or quote title.
- Opportunity value when pricing is available.
- Created date.
- Salesperson.
- Current stage.
- Freshness indicator for new or stale work.
Pipeline stages
Default stages follow the Fieldified sales workflow.
Common stages include:
- New request: A new client request is waiting for follow-up.
- Assessment unscheduled: A request exists, but an assessment has not been scheduled.
- Assessment scheduled: An on-site or virtual assessment is booked.
- Assessment completed: The assessment is done and ready for the next step.
- Draft quote: A quote exists but has not been sent.
- Awaiting response: The quote has been sent, but the client has not approved or requested changes.
- Changes requested: The client reviewed the quote and requested revisions.
- Approved: The quote is approved and ready to convert.
- Closed won: The work became a job or was approved.
- Closed lost: The opportunity is no longer moving forward.
Active opportunities stay on the board. Won and lost opportunities move out of the active pipeline and into sales outcome reporting.
Pipeline overview with AI insights
Use Fieldified AI to summarize pipeline health.
AI can help surface:
- Stale quotes.
- New opportunities from the last 24 hours.
- At-risk opportunities.
- Recently won opportunities.
- Recently lost opportunities.
- Suggested follow-up priorities.
Use AI insights as a review aid, then open the actual request, quote, or report before taking action.
Assign a salesperson
Each opportunity can have one assigned salesperson or remain unassigned. If a salesperson is already assigned on the request or quote, that assignment appears on the opportunity.
To assign from the pipeline:
- Find the opportunity.
- Open the card actions.
- Choose Salesperson.
- Select a team member.
- Confirm the assignment.
To remove a salesperson, reopen the same control and clear the selection.
Track closed opportunities
Closed won
An opportunity is closed won when:
- A quote is approved.
- A job is created from a quote.
- A job is created directly from a request.
Closed won opportunities are removed from the active board and included in sales outcome reports.
Closed lost
Mark an opportunity lost when the work is no longer moving forward. Add a lost reason so the team can learn from patterns.
When marking lost, review whether the related request or quote should be archived and whether a note should be added.
Create custom stages
Custom stages let you match the pipeline to your sales process.
Use custom stages for:
- Waiting on client details.
- Needs estimator review.
- Waiting on deposit.
- Waiting on manager approval.
- Follow-up scheduled.
Built-in stages remain connected to system actions such as quote status, assessment completion, and job creation. Custom stages help organize work between those milestones.
Move opportunities through stages
Opportunities can move automatically when records change, or manually when the team drags cards between stages.
Examples:
- Scheduling an assessment moves a request out of assessment-unscheduled.
- Completing an assessment moves the request forward.
- Creating a quote moves the opportunity to draft quote.
- Sending the quote moves it to awaiting response.
- Client changes move it to changes requested.
- Approval or job creation closes it won.
When a move requires an action, Fieldified should prompt for that action instead of silently changing the record.
Filter and sort the pipeline
Use filters to focus the board:
- Salesperson.
- Unassigned opportunities.
- Date range.
- Stage.
- Opportunity type.
Sort opportunities by:
- Time in stage.
- Created date.
- Value.
View sales outcomes
Use Quotes Conversion Report and Requests Pipeline Report to review won and lost work.
Reports should help you review:
- Opportunity title.
- Client.
- Created date.
- Won or lost date.
- Total value.
- Type: won or lost.
- Salesperson.
- Lost reason.