Manage your sales pipeline better to build your business

Manage your sales pipeline better to build your business

From the time a business acquires a lead, up until they close a deal - either won or lost, it is essential that they keep track of all the stages within the sales pipeline and ensure a smooth flow between them.

So what is this Sales Pipeline?
It is nothing but a systematic method that one follows to navigate between multiple stages through which a sales prospect goes - from becoming a lead to becoming a customer - and a sales pipeline helps you determine where exactly your opportunities are. Besides, it also outlines the actions that you need to perform in order to convert a prospect into a customer.

Stages in a Sales Pipeline?

There are multiple stages every sales team has, including tasks such as gathering leads and qualifying them:

1. Prospecting
It is the process by which companies attract prospects into their customer database in the hope of nurturing them through a sales process and converting them into customers. They therefore make effort to generate an interest in the prospects towards their products and services. There are various sources through which you can generate leads. Some of them include trade shows, email campaigns, social media, webforms, etc.

2. Nurturing and Qualifying
Once you have generated prospects, you will need to ensure that they are the right fit for your business. Therefore, you will need to qualify them and manage them. This is a crucial step in a sales process as it helps you prioritise the promising leads and keep them at the top of your to-do list.
3. Set Meetings and define prospect's needs
Now, in order to get to know your prospects better, or in other words, understand their requirements, better, you need to set up a meeting with them. After interacting with them on several occasions, you need to tailor your proposal to address their needs. So basically, it is crucial that you articulate how your products or services can help solve their problems.

4. Negotiate and close deal
You have done your job of understanding your prospect's needs and built a solid relationship with them. While some may be ready to purchase your products or services, in the case of other prospects, you may have to address further concerns - all of which will eventually help you provide your customers with exactly what they are looking for. After these terms and conditions are finalized, you will be in a position to close the deal - either in success or otherwise.

While most companies differ in terms of their method for follow-up, and stages in the sales pipeline. the top-level stages continue to remain the same for all.
They are:
  • Prospecting
  • Qualification
  • Proposal 
  • Closing
Benefits of a Sales Pipeline

1. Get a better understanding of the sales process
2. More efficient sales strategy
3. A better understanding of the position of each lead in the sales funnel
4. Less time spent in closing deals.

Manage your Sales Pipeline with Zoho CRM

Now that you have understood the concept of a sales pipeline and its stages, imagine managing the same without a central process in place. Defining the stages in the sales pipeline and tracking the progress in the sales process could be extremely challenging. With the help of a software like Zoho CRM, therefore, you can:
  1. Define stages in a sales pipeline
    It is crucial to define the stages in your sales pipeline early on in order to have a strong sales process as sales reps in your company will know in advance what is expected of them in order to take the lead forward through the sales pipeline and finally close the deal. This can be achieved by customising/adding values in stage field within the Deals module in Zoho CRM. For instance, imagine you run a magazine publication. You do not require some of the default values within the stage field, such as Value Proposition or Proposal. You can therefore customise or delete these fields to meet your requirements.

  2. Track your deals
    It is crucial to track your deals to get an idea of the entire progress of your deal and avoid any further errors and make better decisions in terms of your way forward. Also, it is crucial to keep track of all updates in order to avoid missing out on any vital information.

    a) Historical analysis will help you avoid repeating mistakes that may have caused you to lose deals in the past. Therefore analysing your sales stage history in Zoho CRM is crucial as it will give you the number of potentials in each stage for a specific time period.

    b) Another method of tracking your sales pipeline within Zoho CRM is by creating reports and dashboards. You will be able to track your sales trends, marketing campaigns, team performance, etc. with the help of these reports.

    c) With multiple deals within your software, trying to view each of them to determine their status could prove to be quite taxing. However, within Zoho CRM, you can view your deals in a single view with the help of kanban view. It will display the data in an organised manner.

  3. Identify priority deals to focus on

    a) If you want to locate deals that are priority (for instance, deals that are closing this month), you can use advanced filters, which is a powerful search tool that can help you extract necessary information in no time. In this case, therefore, you will be able to quickly locate deals that fit your criteria (deals that are priority) and then you can immediately follow-up on them.

    b) On the other hand, if you want the system to suggest deals that you need to prioritise, you can use Zia, Zoho CRM's data intelligence tool. Based on the trend, she will predict for you those deals that are most likely to be won. This will give you a better understanding of what to focus on. In fact, she will create a view - breaking up your deals into those which are likely to be won, lost, or those which could go either way. This will help you shift your focus onto those deals that require your attention. 

    What are your thoughts on effective sales follow up? Share your questions and opinions by commenting below. Also, feel free to suggest topics for discussion in the CRM Admins Chat Room. 




      • Sticky Posts

      • How to reach the official Zoho Support channels and avoid fake ones.

        Dear Customers, Thanks a lot for choosing Zoho! Our applications are built to help achieve your day-to-day business goals. We are committed to engaging with you, to understand and develop solutions that enhance your productivity.  We are happy and ready to help you use our services effectively. Understanding and avoiding fake support Just like using popular bank names and financial applications for phishing purposes, using Zoho and claiming to be providing Zoho Support or services with false numbers

      • Function #35: Close all tasks associated with a lead and create a new task.

        Welcome back everyone! Last week, we learnt how to close all tasks of a deal depending upon the deal stage. This week, let's look at a custom function that lets you close all of the tasks associated with a lead while simultaneously creating a new task, like when you need to halt all progress towards a lead while the lead is not available at the moment but create a reminder task. Business scenario: The success of a company, in one way or another, is determined by the leads it gets. Each lead is just

      • Zoho CRM Webinar - Redesigning Daily User Experiences with Canvas

        <br> Your users across roles use the CRM for day-to-day tasks that are necessary. Whether they perform their tasks on time, the right way, or at all depends on a lot of factors, including User Experience. Many businesses struggle with rigid layouts,

      • Join us at the Canada ZUG Meetup: What’s New in Zoho CRM

        Hello Zoho Community! Start your year with fresh insights into Zoho CRM’s latest updates and tools. Whether you're a CRM beginner or a experienced user, this meetup is crafted to help you optimise your processes and leverage new features. Explore practical

      • CRM Hack #2: Automate sending of birthday greetings to your customers.

          Hello everyone! What sets you apart as a sales person is your ability to add that personal touch to your business relationship with your customers. Sending a gift on a special day, or leaving a note wishing them on their birthdays, are small, yet significant actions that show your customers that you care. And these are actions done without any expectations :) You must be engaging with a lot of customers and it is highly unlikely that they all are your friends on Facebook or some social channel,

        • Recent Topics

        • Power of Automation :: Auto-Sync Custom Date Field Between Related Tasks via Blueprint Transition

          Hello Everyone, A custom function is a software code that can be used to automate a process and this allows you to automate a notification, call a webhook, or perform logic immediately after a workflow rule is triggered. This feature helps to automate

        • Introducing auto-upgrade in Zoho LandingPage

          Hi everyone, We’re excited to share an upcoming update to help you get the most out of your landing pages — the auto-upgrade option, launching on October 22, 2025. Your landing pages are designed to bring in leads, and we want to make sure you never miss

        • Workdrive comment links stopped working.

          I have marked a PDF file with 95 comments, they have worked for a while. When i clicked on them they brought me to the correct page and showed me the outline that i had drew on the plans. The comments included the page number of the outline, but now it

        • How to Bulk-Update Sales Orders in CRM

          Hi - I need to bulk update existing sales orders with dates from our ERP of when the sales orders were created. I made a date field on the Sales Order module where I want to insert that data. I can't Mass Update because I am not updating the fields to

        • Zoho ToDo in Cliq

          Our organization utilizes Zoho ToDo in the Zoho Mail Desktop app. Is there a way for these to show up in Cliq Desktop app as well?

        • 【Zoho CRM】サンドボックス機能のアップデート：カスタムビューが利用可能になりました。

          ユーザーの皆さま、こんにちは。コミュニティチームの中野です。 今回は「Zoho CRM アップデート情報」の中から、サンドボックス機能のアップデートをご紹介します。 目次 1. カスタムビューとは 2. 今回の機能アップデートについて 1. カスタムビューとは カスタムビューは、ユーザーが設定した条件に基づいてデータをフィルタリング・整理し、 重要な情報へ効率的にアクセスできるようにする機能です。 「過去15日間の見込み客」や「受注間近の商談」、「特定の優先度レベルが設定された案件」など 条件を指定してわずか数クリックで設定できます。

        • Changing an agents email address

          How do you change an agent's email address? I keep getting a red circle even though I am an admin. And on one of my agents he has two email addresses? How is that possible?

        • Zoho CRM - Potentials Tab

          Hi! When I create a Deal (Potentials tab) the header looks like this: After a refresh on the page it looks like this: What should I do so that it is displayed like in the second pic without refresh? Also I have a user that as of recently, cannot see this

        • Is there a way to automatically add Secondary Contacts (CCs) when creating a new ticket for specific customers?

          Some of our customers want multiple contacts to receive all notifications from our support team. Is there a way to automatically add secondary contacts to a ticket when our support team opens a new ticket and associates it with an account? This would

        • Unable to create embed code for resource of workdrive using API

          Hello Team, I am trying to create embed code for a resource using workdrive api in powershell, however facing some issues with injecting data in body. Followed Doc: https://workdrive.zoho.com/apidocs/v1/filefoldersharing/shareeveryone Please help, below

        • Feature Request - Insert URL Links in Folders

          I would love to see the ability to create simple URL links with titles in WorkDrive. or perhaps a WorkDrive extension to allow it. Example use case: A team is working on a project and there is project folder in WordDrive. The team uses LucidChart to create

        • not able to convert pdf to jpg and other forms and vice versa.

          i want to change my pdf to jpg, word, etc and some times jpg to pdf. i don't know how to do in this.

        • Enable / show scroll bar when Mega Menu is opened

          Hey there I am using the mega menu add-on and experience a "flicker" whenever the mega menu opens. The reason is, that the scrollbar, which has a width of a few pixels, stops showing when the mega menu opens. As the scrollbar disappears the whole page

        • Reports: Custom Search Function Fields

          Hi Zoho, Hope you'll add this into your roadmap. Issue: For the past 2yrs our global team been complaining and was brought to our attention recently that it's a time consuming process looking/scrolling down. Use-case: This form is a service report with

        • Zoho Inventory - Composite Items - Assembly - Single Line Item Quantity of One

          Hi Zoho Inventory Team, Please consider relaxing the system rules which prevent an assembly items from consisting of a single line item and outputting a quantity of 1. A client I'm currently working with sells cosmetics and offers testers of their products

        • How can I transfer data from Production to Development environment?

          Hi, I am using Creator V6 and would like to bring all the data in production to the Development and Testing environments? Is there an easy way of doing that or I have to export and import each table?

        • Add "Reset MFA" Option for Zoho Creator Client Portal Users

          Hello Zoho Creator Team, We hope you are doing well. We would like to request an important enhancement related to Multi-Factor Authentication (MFA) for client portal users in Zoho Creator. Currently, Creator allows us to enforce MFA for portal users,

        • New portal SAML authentication error: User not found

          Dears, Has anyone else been experiencing this lately? I am creating a new portal authenticated by SAML (Entra ID). I followed the same process as I did with other portals, but any new portal created after this always encounters this error. I’ve been reporting

        • Devis et facture multi page

          Bonjour, je suis sur Zoho invoice et je rencontre un problème sur mes devis et factures lorsqu'ils dépassent 1 page. je me retrouve souvent avec des lignes coupées ou le sous total page 1 et le total page 2. j'aimerai savoir s'il existe une possibilité

        • Rotate an Image in Workdrive Image Editor

          I don't know if I'm just missing something, but my team needs a way to rotate images in Workdrive and save them at that new orientation. For example one of our ground crew members will take photos of job sites vertically (9:16) on his phone and upload

        • Help with Filtering Records, HTML Pages, and Automatic File Uploads in Zoho Creator

          Hi Zoho Creator Community, I’m building a Zoho Creator application and need guidance on a few features I’ve been struggling with. I want to implement them safely and efficiently, and I’d appreciate any examples, tips, or best practices. I want users to

        • Convert invoice from zoho to xml with all details

          How to convert an Invoice to XML format with all details

        • Feature Suggestion for Zoho Websites – Inspired by Squarespace Systems

          Dear Zoho Team, I’m a Zoho user and also a Squarespace Platinum Circle member, and I recently noticed the launch of Zoho Websites in India. I wanted to share some ideas for features that could enhance the platform for professional users and agencies.

        • Custom View - Sort by Custom Field

          I created a custom field for our Engineering team to know which tickets to work first by numbering them.  I created a custom view to general data which includes the Engineering Priority.  However, I cannot sort the Engineering Priority column ascending

        • Zoho Indeed Intergation not pulling candidate details

          We have recently integrated zoho with indeed. Prior to this our candidates came into the candidates tab via the zoho.resumes email address from indeed and it pulled through the candidates mobile number, and majority of the time a postcode. However since

        • Custom View of tickets created today

          How can I create a custom view that list all my ticked created in the current date? Currently, if I select the "Created Time" criteria, the "Current Time" option does not work as today. Actually, I don't know how it works this "Current Time".

        • Lifecycle Reports

          From data to decisions: A deep dive into ticketing system reports A lifecycle report captures and visualises the sequential states that a ticket undergoes across its lifespan. For instance, when a customer submits a support ticket for a faulty product,

        • Zoho Forms - Print Button on Forms

          Hi Forms team, I'm replicating a form for a client which is currently based on JotForm. I noticed that at the end of the form there is a button to print the completed form. I thought this would be something worth sharing and a nice to have in Zoho Forms.

        • Putting Watermark on Zoho Sheet

          Can this be done?

        • Validation function not preventing candidates under 18 or over 30 from submitting the web form

          Hello everyone, I’m trying to create a validation rule for the Candidate Webform in Zoho Recruit. I added a custom field called “Date of Birth”, and I want to make sure that candidates cannot submit the form unless their age is between 18 and 30 years.

        • Report to know the history of certain Tickets on Desk

          Hi there guys, As the title implies we're wondering if there's any way to get some kind of Report that allows us to check the History of various Tickets at the same time since as of today if we want to know that we have to check them 1 by 1 which is not

        • Advanced Usage Billing: Prepaid with Drawdown

          Picture yourself at your favourite coffee shop, Bean & Brew. You come by every morning for your usual cappuccino, and occasionally you get an extra cold brew and a muffin or two in the afternoon. Interestingly, Bean & Brew has a new idea of offering a

        • Zoho Commerce in multiple languages

          When will you be able to offer Zoho Commerce in more languages? We sell in multiple markets and want to be able to offer a local version of our webshop. What does the roadmap look like?

        • Urgent Zoho Creator down!!!???

          Now my zoho creator faced this issue. Anyone has idea? Urgent!!!

        • The Social Wall: September 2025

          Hello everyone, As we step into the fall season, some major updates are on the horizon. Meanwhile, here are the exciting updates we rolled out this September. Approvals in iOS Managing approvals just got more seamless on mobile. With this update, the

        • Introducing Detailed View for Candidates in Vendor Portal

          We’ve added a new Details sub-tab inside the Vendor Portal to help vendors easily view complete candidate information after submission. With this update, vendors can now access all candidate details, from personal information to associated job openings,

        • Zoho One Down

          Zoho Team, Checking if when the services up - currently Zoho One is down

        • How can I track which zoho users are actively using Zoho CRM

          I have several licenses of Zoho CRM. We now need to add a new user. I could purchase a new license, but before I do, I would like to see if any of our existing users are not actively using the license assigned to them. How can I determine the activity

        • Access to Detail View From HTML Snippet

          Zoho Creator displays a detail view that slides out from the right onClick of a record in a report. Am I able to access that detail view from an html snippet, e.g. click a record in a list and display the detail view? The zc_LoadIn dialog is a bit clunky,

        • Billing Management: #10 Solving Common Mistakes in Billing

          Over the past few weeks, we have explored different facets of billing, from the simplicity of traditional one-time billing to the evolving landscape of subscriptions, retainers, and usage-based models. We've unpacked how billing isn't just about sending

        • Next Page