Sales

The core selling flow: capture a lead, qualify and convert it, then work the resulting deal down a pipeline while logging activity against a shared timeline — with forecasting and campaigns around it.

Core objects

Leads — unqualified interest, with a four-status lifecycle (New → Contacted → Qualified → Converted, plus the side statuses Unqualified and Nurturing), BANT qualification (budget, authority, need, timeline), a lead score, product line items, an optional originating campaign, and a checklist of workflow checkpoints per transition.
Accounts — the companies you sell to, each with an account team.
Contacts — the people at those accounts.
Deals — opportunities on a pipeline, with deal teams, contact roles, and line-item products.
Pipelines & stages — one or more pipelines, each typed for the object it serves (Deal, Lead or Case) and holding an ordered set of stages typed as open, closed-won or closed-lost, each carrying a probability and forecast category.
Activities & notes — tasks, calls, emails and meetings, plus free-text notes, attached to any record.
Campaigns — marketing campaigns with members, sends and attribution.

What you can do

Leads

Leads run a strict sequential lifecycle — New → Contacted → Qualified → Converted — with no stage skipping. Each step has its own prerequisites: a logged contact activity (call, email, task, meeting or note) to reach Contacted; requirement identified, budget confirmed, decision maker identified and purchase timeline captured to reach Qualified; product selected, final approval, contract accepted and deal value confirmed to reach Converted. From any open status a lead can also move sideways to Unqualified or Nurturing, and be re-engaged from Nurturing back to Contacted.

Create, update, list, soft-delete and restore leads, and transfer ownership.
Track the status history, read the allowed transitions from the current status, and change status through the workflow.
Maintain BANT qualification and estimated deal value / expected close date.
Tick off the workflow checkpoints for a transition and see what is still outstanding before the next status opens up.
Score leads, view a score breakdown and history, and recalculate on demand.
Preview and validate a conversion, then convert a lead into a linked account, contact and deal in one step. The new deal must be placed on a Deal pipeline.
Check for duplicate leads before creating.

Status is changed from the workflow panel on the lead record, which shows the current position in the sequence, the next status, and what is still missing for it. The lead edit form does not carry a status field.

Products on a lead

A lead has its own line items, on a Products & Services tab. Each line picks an active product from the catalogue — optionally through a price book entry, which has to belong to that product — and holds quantity, list price, unit price, discount %, tax % and a description. Tax and line total are derived, and the tab keeps a running estimated total for the lead.

These lines are also what answers the Product/Service Selected checkpoint on Qualified → Converted: it is resolved by looking for real product lines on the lead, not by ticking a box.

At conversion the lines are copied onto the new deal as deal products, and the deal’s amount is set to the sum of the copied line totals — the convert dialog pre-fills the amount from that total. Each copied line keeps a pointer back to the lead line it came from. Clearing Copy products skips the copy and the amount you entered stands. Once a lead is converted its lines are read-only.

Campaign source

A lead can name the campaign it came from. The picker appears on create and edit when the lead source is a campaign-type source (Campaign or Email Campaign), and stays visible while a campaign is linked so the association can be cleared deliberately. Adding a lead to a campaign as a member also fills in the lead’s campaign if it does not have one yet — first touch wins.

That link is what makes campaign reporting work. On conversion the campaign gets timeline entries, its opportunity count and pipeline value go up, and attribution rows are written for the lead and for the new deal. When that deal is later closed won, the campaign’s won-deal count and won revenue follow.

Ownership history

Leads keep an ownership trail: the first owner at create — whether you chose them or an assignment rule did — and every later owner change made by editing the lead. Those show up as owner-changed entries on the lead Timeline, alongside status changes, score changes, activities, notes, and the create/convert events. The bulk Transfer owner action on the leads list is recorded in the audit trail instead, so it does not appear as an ownership entry on the timeline.

Deals

Deals move down the stages of their pipeline — on the seeded Default Sales Pipeline that is Prospecting → Qualification → Needs Analysis → Proposal → Negotiation → Closed Won / Closed Lost. How much is checked depends on how you move the deal: the workflow dialog on the deal record validates the transition against a stage checklist and refuses the move until it is met, while dragging a card between columns on a pipeline board applies the stage change directly, without that checklist.

The heaviest step of that checklist is Proposal → Negotiation: the deal needs a quote with line items, an approved quote, a quote accepted by the customer and a primary quote set on it, plus a proposal-sent activity, a decision-maker contact role, probability of 60% or more, and a close date that is not in the past. The checklist is keyed to the seven seeded stage names, fixed when a stage is created, so renaming a stage only changes its display label and a relabelled pipeline still gets the full checklist. On a pipeline built with stages of your own naming there are no prerequisites to check: the dialog still holds a deal to one step forward at a time among the open stages, and a deal can be closed from any open stage.

Create and update deals, change stage through the workflow dialog (transition validation plus stage history) or advance a stage from the board (stage history, without the checklist), close won or close lost, and reopen.
Closing as won from the deal’s workflow dialog runs a second, separate gate — the primary-quote check: the deal needs a primary quote that is at least approved (approved, sent or accepted) and has line items. If the deal amount and the quote total disagree, you choose whether to take the quote total, keep the deal amount, or enter a final amount.
Manage deal products, contact roles and the deal team, and transfer ownership.
Read a deal’s full timeline.

Boards and bulk moves

Deals and Opportunities both show deals two ways — a table and a Kanban board of the pipeline you pick — and remember which view you last used. Board columns are the pipeline’s open stages, each headed by its card count and the total expected revenue in it (each deal’s amount weighted by its probability, not the raw amounts shown on the cards); the Opportunities board adds Closed Won and Closed Lost columns.

Dragging a card onto another open stage applies the move immediately: the deal takes the target stage’s probability and forecast category, and the move is written to stage history. Dropping on Closed Won or Closed Lost opens the matching close dialog rather than closing the deal silently — but that dialog is the board’s own, asking only for closing notes (or, for a loss, a reason). It runs neither the stage checklist nor the primary-quote check that closing from the deal record applies, so a deal can be won from the board with no primary quote on it. The Opportunities board also refuses a drop that sends a deal back more than one stage; the Deals board accepts any open stage on the pipeline.

From the Opportunities table you can select rows and run a bulk stage update — up to 50 deals onto one open stage, with an optional note. Deals that are already closed, or that cannot make that transition, are skipped and reported back rather than failing the whole batch.

The deal record carries a stage history panel: each change with its old and new stage, the probability the deal moved to, any note, and how long it sat in the previous stage.

Accounts, contacts & activities

Full CRUD (with soft-delete and restore) for accounts and contacts, ownership transfer, and account-team membership.
Log and complete activities and tasks and add notes; view a chronological timeline on every lead, account, contact and deal.

Forecasting

The Forecast page has two views over a pipeline and a period. Forecast projects value by month and by forecast category — Pipeline, Best Case, Commit, Closed, Omitted — with stage conversion alongside. Attainment shows team quota, closed-won, commit and best case as headline figures, then the same breakdown per rep with each rep’s gap to quota.

Underneath that:

Periods are monthly, quarterly, yearly or custom, each tied to a fiscal year and optionally a quarter. A whole fiscal year of monthly periods can be generated in one step, and a period can be locked once it is settled.
Quotas are set against a period, per user or per territory.
Snapshots are the historical record, written by a batch job (worker:forecast-snapshot) that an administrator schedules — the API does not start it and it does not run on its own. Each run walks every unlocked period that covers today and writes one row per owner per forecast category, summing the deals whose close date falls inside the period. Until that job is scheduled there is no snapshot history to trend against, and nothing in the app takes a snapshot on demand.

Periods, quotas and snapshot adjustments are maintained through the API. The app reads the forecast but has no screen for administering them yet.

Two more pages read the same pipeline data: Sales Pipeline, a dashboard of stage totals, forecast distribution, win rate, win/loss, recent activity, stalled deals and deals closing in the next 30 days; and Pipeline Reports, an executive summary with stage breakdown, monthly forecast and stage-to-stage conversion.

Campaigns

A campaign records what you spent and what you expected: type, schedule, budgeted and actual cost, expected revenue and response rate, goals (lead, response, conversion, revenue), a parent campaign for hierarchies, and UTM defaults that are stamped onto attribution rows.

Members are leads or contacts. Add them one at a time, or in bulk from a picker that can create a new lead on the spot — up to 500 per bulk add, and the same limit for bulk removal. The members panel breaks the campaign down by status.

Group	Member statuses
Progress	Planned → Sent → Delivered → Opened → Clicked → Responded → Converted
Terminal	Bounced · Unsubscribed · Failed

Terminal statuses are excluded from campaign email. Adding a lead as a member also back-fills the lead’s campaign when it has none, and writes a first-touch attribution row.

Email is composed against the campaign with a subject, HTML or text body and a from address, and campaigns that are cancelled, completed or archived cannot send. Campaign sending does not work in this release — the send fails before any mail is attempted, so nothing is sent, queued or recorded. See Campaigns.

Attribution rows tie leads and deals back to the campaign and can be recalculated under a different model — first touch, last touch, linear, time decay or position based. Campaign counters (members, responses, opportunities, pipeline value, won deals, won revenue) are maintained as those events happen and can be recomputed from the underlying records. In the app, a campaign shows analytics — including a conversion funnel from sent through responded, qualified and converted to won deals — plus ROI, lead attribution with a summary, a timeline and notes. Trends, revenue by source and campaign-to-campaign comparison are available through the API but do not have a screen yet.

Admin-configurable

Pipelines and their stages are defined by administrators on the Pipelines page. A pipeline’s object type (Deal, Lead or Case) is chosen when the pipeline is created and is fixed after that — and a deal can only sit on a Deal pipeline, whether it was created directly or by converting a lead. Campaign types and statuses are fixed lists in the product, not tenant-editable. Custom fields, page layouts and list views apply to these objects too — see Customization.

Connects to

CPQ — raise a quote against a deal; an approved, customer-accepted primary quote gates Proposal → Negotiation, and a primary quote that is at least approved and has line items gates closing won from the deal record.
Automation — assignment rules pick lead owners, and workflow rules act on lead and deal changes.
Accounts — a won deal flows on to invoicing and the ledger.