Sales Pipeline

ERPNext CRM uses a sales pipeline to track potential business from the first enquiry through qualification and conversion. Keeping each record current gives sales teams a shared view of active work, expected revenue, ownership, and next actions.

Typical pipeline

1. Capture an enquiry as a Lead.
2. Qualify genuine demand and create an Opportunity.
3. Record follow-ups, communications, and Appointments.
4. Prepare a Quotation when the requirement and pricing are clear.
5. Create or select the Customer, then continue with a Sales Order when the proposal is accepted.

Not every enquiry must pass through every record. An Opportunity can also be created for an existing Customer.

Keep the pipeline accurate

• Assign one owner to every active Lead and Opportunity.
• Record the next action and follow-up date after each meaningful interaction.
• Use Sales Stage, probability, expected closing date, and opportunity value consistently.
• Close stale records and capture a meaningful loss reason.
• Review the pipeline regularly instead of relying on outdated forecasts.

Related topics

• Sales Stage
• CRM Analytics
• CRM Reports
• Appointment Booking Settings
• Contract