Sales pipeline and forecast

The pipeline is the kanban view of all open opportunities, grouped by stage. Lives at /app/crm/pipeline.

Views

• Kanban — columns per stage, opportunity cards draggable between them.
• List — sortable / filterable table.
• Funnel — counts + values per stage, conversion rates stage-to-stage.

Stage rules

Each stage has optional required fields and required activities before an opportunity can move forward. E.g. "Proposal sent" requires a proposal document attached. Prevents pipeline inflation from opportunities stalled in early stages.

Filters

Owner, team, segment, account, mode, lane, close-date range, value range.

Forecast

Pipeline-weighted forecast = Σ (estimated value × stage probability) for open opportunities with close date in the forecast period.

• Committed = opportunities at ≥ 80% probability.
• Best case = committed + opportunities at 50–79%.
• Pipeline = all open.

Forecast rolled by rep, team, segment.

Forecast submissions

Reps can manually set their own "my call" forecast alongside the pipeline-derived one. Differences flag for the manager 1:1s.

Stale opportunities

The platform flags opportunities with no activity for N days (configurable per stage). Appears on the manager's dashboard.

Win / loss analytics

Dashboard shows:

• Win rate by segment, mode, lane.
• Average sales cycle (qualification → close).
• Lost-reason breakdown.
• Competitor-win frequency.

Drives commercial strategy.

Commission

If enabled, commission calculations run off closed-won opportunities. Rules per tenant (flat %, tiered, split between rep + AM).