Sales How-To Guide

Managing Your Sales Pipeline

Last updated: April 23, 2026 4 min read Intermediate

Sales Pipeline Guide

ISO Mate’s Sales Pipeline Management helps your team track every stage of the sales process, from initial lead capture through to closing deals. This guide covers setting up pipelines, managing leads, opportunities, and deals, and using the dashboard to monitor performance.

Setting Up a Pipeline

  1. Navigate to Sales > Pipeline Board or access pipeline settings from any sales page.
  2. Create a new pipeline with a name and at least two stages (e.g., Lead, Qualified, Proposal, Negotiation, Closed Won, Closed Lost).
  3. Reorder stages by dragging them into the desired sequence.
  4. Set one pipeline as the default for your account. New leads, opportunities, and deals will use this pipeline automatically.

Working with Leads

  1. Navigate to Sales > Leads and click Add.
  2. Enter the company name, source (e.g., Website, Referral), expected revenue, and assign a team member.
  3. Leads start with a status of New and progress through Contacted, Qualified, Unqualified, or Converted.
  4. Link contacts to the lead with roles such as Decision Maker, Influencer, or Technical Evaluator.

Converting a Lead to an Opportunity

  1. Open a lead with a status of Qualified.
  2. Click the Convert to Opportunity button.
  3. The system creates an opportunity pre-populated with the lead’s data. The lead status changes to Converted.

Managing Opportunities

  1. Navigate to Sales > Opportunities.
  2. Each opportunity tracks the pipeline stage, expected revenue, win probability (0 to 100), and close date.
  3. Update the stage as the opportunity progresses through your pipeline.
  4. When ready, convert the opportunity to a deal.

Managing Deals

  1. Navigate to Sales > Deals.
  2. Deals track value, currency, stage, close date, and assigned user.
  3. Add products as line items with quantity, unit price, and discount. The deal value recalculates automatically.
  4. When a deal reaches a terminal stage, it is marked as Won (with a timestamp) or Lost (with a required loss reason).

Using the Kanban Board

  1. Navigate to Sales > Pipeline Board.
  2. Each column represents a pipeline stage. Deal cards show the contact name, value, and close date.
  3. Drag a deal card between columns to update its stage instantly.
  4. Use the filter bar to narrow by pipeline, assigned user, or date range.

Product Catalog and Price Books

  1. Navigate to Sales > Products to manage your product catalog.
  2. Each product has a name, SKU, description, unit price, currency, and active/inactive status.
  3. Create price books to define custom pricing for different markets or customer segments.
  4. When adding products to a deal, select from the catalog and adjust quantity, price, and discount per line item.

Linking Contacts, Tasks, and Events

From any lead, opportunity, or deal detail page, you can:

  • Link contacts with specific roles (Decision Maker, Influencer, Technical Evaluator, End User, Other)
  • Create or link tasks for follow-up actions
  • Schedule calendar events for meetings and calls
  • Link notes and emails for a complete record of interactions

Activity Timeline

Every lead, opportunity, and deal has an activity timeline that logs stage changes, assignment updates, linked records, and conversions. The timeline is displayed in reverse chronological order on the detail page.

Sales Dashboard

  1. Navigate to Sales > Dashboard.
  2. View five key metrics: Pipeline Distribution (deals per stage), Revenue Forecast (weighted by probability), Win Rate (percentage of won deals), Conversion Metrics (lead-to-opportunity and opportunity-to-deal rates), and Funnel Summary (counts grouped by status or stage across leads, opportunities, and deals).
  3. Filter by pipeline, assigned user, or date range to focus on specific segments.

Notifications

The sales module sends notifications for:

  • Lead, opportunity, and deal assignments
  • Deal stage changes, won deals, and lost deals
  • Approaching close dates (3 days before)
  • Stale deal reminders (no activity for 14 days)

Customize notification preferences under the Sales category in your notification settings.

Exporting Data

Export leads, opportunities, deals, or products to CSV or PDF from any list page. Exports respect your current filters and search criteria.

Permissions

Sales access is controlled through five permission categories: Leads, Opportunities, Deals, Pipelines, and Products. Each supports view, create, update, and delete permissions. Configure these in the role management interface under the Sales group.

Feature

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