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SellerCockpit

Pipeline Management

The Pipeline is your visual command center for managing sales opportunities. Using a Kanban-style board, you can track deals from initial contact to closed-won (or lost) across customizable stages.

Overview

The Pipeline Board provides a bird’s-eye view of your entire sales funnel:

  • Visual Deal Tracking: See all deals at a glance organized by stage
  • Drag-and-Drop: Move deals between stages with simple mouse actions
  • Deal Values: Track total value per stage and overall pipeline value
  • Team Collaboration: Assign deals to team members and track ownership
  • Real-Time Updates: Changes sync instantly across all team members

Access the pipeline by clicking Pipeline in the main navigation.

Deal Stages

SellerCockpit includes 7 pre-configured stages that match a typical B2B sales process:

1. Lead

New opportunities just entering your pipeline

  • Initial contact made or lead captured
  • Minimal qualification done
  • Focus: Determine if this is a real opportunity

Typical Activities:

  • Initial discovery call
  • Research the company and contact
  • Determine budget and timeline

2. Qualified

Leads that meet your criteria and show buying intent

  • Budget confirmed (BANT qualification)
  • Decision-maker identified
  • Timeline established
  • Pain points understood

Typical Activities:

  • Detailed needs assessment
  • Product demonstration
  • Proposal preparation

3. Sample Sent

Prospect has received product samples

  • Samples shipped to prospect
  • Follow-up scheduled
  • Waiting for feedback

Typical Activities:

  • Sample tracking
  • Follow-up calls
  • Gather product feedback

4. First Order

Closing the initial sale

  • Contract negotiation
  • Pricing finalized
  • Terms agreed upon
  • Purchase order pending

Typical Activities:

  • Contract review
  • Order processing
  • Onboarding preparation

5. Active Customer

Deal won! Customer is onboarded and buying

  • First order completed
  • Customer relationship established
  • Regular reorders expected

Typical Activities:

  • Relationship management
  • Upsell/cross-sell opportunities
  • Regular check-ins

6. At Risk

Customer showing signs of churn

  • Decreased order frequency
  • Complaints or issues
  • Competitor interest
  • Payment delays

Typical Activities:

  • Problem identification
  • Recovery strategy
  • Special offers or incentives
  • Executive engagement

7. Lost

Deal closed-lost or customer churned

  • Opportunity lost to competitor
  • Customer no longer buying
  • Budget eliminated
  • Project cancelled

Why Track Lost Deals?

  • Learn from failures
  • Identify common objections
  • Track win/loss ratios
  • Potential for future revival

Drag-and-Drop Functionality

Moving deals through your pipeline is intuitive and fast:

How to Move a Deal

  1. Click and Hold on any deal card
  2. Drag the card to the target stage column
  3. Drop the card in the new stage
  4. The deal is automatically updated with:
    • New stage
    • Timestamp of stage change
    • Stage history logged

Stage History

Every stage change is tracked automatically:

  • Who moved the deal
  • When it was moved
  • From which stage to which stage
  • Time spent in previous stage

View stage history on the deal detail page under the History tab.

Optimistic Updates

Changes appear instantly in your browser, even before the server confirms. If there’s a connection issue, the deal will snap back to its original position.

Deal Details

Each deal card displays key information at a glance:

Card Information

  • Organization Name: The company you’re selling to
  • Deal Value: Total expected revenue (with currency)
  • Contact: Primary contact for this deal
  • Owner: Team member responsible for this deal
  • Expected Close Date: Target closing date
  • Tags: Custom labels for organization (e.g., “High Priority”, “Retail”)

Color Coding

  • Green Border: Deal value above average
  • Yellow Border: Expected close date within 7 days
  • Red Border: Overdue or at risk

Working with Deals

Creating a New Deal

  1. Click + New Deal button (top right of pipeline)

  2. Fill in the required fields:

    • Organization: Select or create the company
    • Contact: Primary contact (optional)
    • Stage: Starting stage (default: Lead)
    • Value: Expected deal value
    • Expected Close Date: Target date
    • Owner: Assign to team member
    • Description: Deal notes and context

  3. Click Create Deal

The deal card appears in the selected stage immediately.

Editing a Deal

Click on any deal card to open the detail view:

  • Edit Details: Update any field (organization, value, date, etc.)
  • Add Activities: Log calls, emails, meetings, notes
  • Create Tasks: Set follow-up reminders
  • View History: See timeline of all changes and activities
  • Attach Files: Upload proposals, contracts, etc.

Filtering and Sorting

Find deals quickly with powerful filters:

  • By Owner: Show only your deals or a specific team member’s
  • By Organization: Filter by company name
  • By Value: Filter by deal size (e.g., >$10,000)
  • By Close Date: Deals closing this week/month/quarter
  • By Tags: Filter by custom tags

Sort deals within each column:

  • By value (highest first)
  • By close date (soonest first)
  • By last activity (most recent first)
  • By created date (newest first)

Bulk Actions

Select multiple deals (checkbox on each card) to:

  • Assign to a team member
  • Add tags
  • Update expected close dates
  • Export to CSV

Pipeline Analytics

Track your sales performance with built-in metrics:

Key Metrics (Top of Pipeline)

  • Total Pipeline Value: Sum of all open deals
  • Total Deals: Count of opportunities
  • Average Deal Size: Mean deal value
  • Win Rate: Percentage of deals won vs lost

Per-Stage Metrics

Each column header shows:

  • Stage Value: Total value of deals in this stage
  • Deal Count: Number of deals in this stage
  • Average Time: Average days deals spend in this stage

Conversion Rates

Track movement between stages:

  • Lead → Qualified conversion rate
  • Qualified → Sample Sent conversion rate
  • Sample Sent → First Order conversion rate
  • Overall win rate (Lead → Active Customer)

Best Practices

Keep Your Pipeline Clean

  • Regularly review and update deal stages
  • Archive or delete old/stale deals
  • Update deal values as negotiations progress
  • Add notes when moving deals between stages

Use Expected Close Dates

  • Set realistic close dates based on your sales cycle
  • Update dates as you learn more
  • Use close dates to prioritize your work
  • Filter by close date to focus on urgent deals

Log Activities Consistently

  • Log every call, email, and meeting
  • Add context notes to activities
  • Set follow-up tasks after each interaction
  • Review activity history before customer calls

Collaborate with Your Team

  • Assign clear ownership for every deal
  • @mention teammates in deal comments
  • Share wins and learnings in deal notes
  • Use tags to flag deals needing help

Monitor Stage Velocity

  • Track how long deals stay in each stage
  • Identify bottlenecks in your sales process
  • Set stage-specific goals (e.g., move from Lead to Qualified within 7 days)
  • Use workflows to automate reminders for stale deals

Keyboard Shortcuts

Work faster with keyboard shortcuts:

  • N - Create new deal
  • F - Open filters
  • / - Search deals
  • Esc - Close deal detail modal
  • Arrow keys - Navigate between deals
  • Enter - Open selected deal

Mobile Access

Access your pipeline on the go:

  • Responsive design works on tablets and phones
  • View pipeline in list mode on small screens
  • Edit deals and log activities from mobile
  • Receive push notifications for stage changes

Integration with Other Features

VoIP Calling

  • Click phone icon on deal card to call contact
  • Calls automatically logged to deal activity timeline
  • Call recordings attached to deal record

Email Sync

  • Emails with deal contacts automatically linked to deal
  • Send emails from deal detail page
  • Use email templates for common scenarios

Workflows

  • Automate deal assignment based on criteria
  • Send notifications when deals enter specific stages
  • Create follow-up tasks automatically
  • Alert managers when high-value deals move stages

Calendar Sync

  • Deal-related tasks sync to Google Calendar
  • Meeting activities auto-create calendar events
  • See upcoming deal activities in your calendar

Troubleshooting

Deal won’t move between stages?

  • Check your permissions (you may not have edit access)
  • Ensure you have a stable internet connection
  • Refresh the page and try again

Missing deals on the board?

  • Check your active filters (clear all filters to see everything)
  • Verify the deal isn’t soft-deleted (check archive)
  • Ensure the deal’s organization isn’t deleted

Pipeline loading slowly?

  • Large pipelines (>500 deals) may take a moment to load
  • Use filters to view subsets of deals
  • Consider archiving closed/lost deals older than 6 months

Next Steps

  • Learn about VoIP Calling to make calls directly from deal cards
  • Set up Workflows to automate deal management
  • Configure Email Sync to track all deal communications

Need help? Contact support at support@sellercockpit.com