---
title: "Sales Pipeline | ERPNext Documentation"
description: "Learn how to manage the ERPNext CRM sales pipeline from lead qualification through opportunity tracking, quotation, and conversion."
space: "ERPNext"
url: "https://docs.frappe.io/erpnext/sales-pipeline"
updated: "2026-07-23"
---

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](/erpnext/lead).
2. Qualify genuine demand and create an [Opportunity](/erpnext/opportunity).
3. Record follow-ups, communications, and [Appointments](/erpnext/appointment).
4. Prepare a [Quotation](/erpnext/quotation) when the requirement and pricing are clear.
5. Create or select the [Customer](/erpnext/customer), then continue with a [Sales Order](/erpnext/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- Review the pipeline regularly instead of relying on outdated forecasts.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](/erpnext/sales-stage)
- [CRM Analytics](/erpnext/crm-analytics)
- [CRM Reports](/erpnext/crm-reports)
- [Appointment Booking Settings](/erpnext/appointment-booking-settings)
- [Contract](/erpnext/contract)