Pipeline
The CRM pipeline is the visual map of every open opportunity, grouped by stage. It's the single most-used CRM screen — most sales people spend their day here.
Kanban layout
┌─────────┬─────────┬─────────┬─────────┬─────────┐
│ New │Qualified│Proposal │Negotiat.│ Won │
│ 12 │ 18 │ 9 │ 5 │ 3 │
│ 38,000 │ 122,000 │ 81,000 │ 38,000 │ 24,000 │
├─────────┼─────────┼─────────┼─────────┼─────────┤
│ Acme │ Beta │ Gamma │ Delta │ Epsilon │
│ 8,000 │ 12,000 │ 18,000 │ 22,000 │ 8,000 │
│ ●●○ │ ●●●○ │ ●●●●○ │ ●●●●● │ ─ │
│ │ │ │ │ │
│ Spark │ Tau │ Sigma │ Phi │ │
│ ... │ ... │ ... │ ... │ │
└─────────┴─────────┴─────────┴─────────┴─────────┘Each column is a stage. Each card is an opportunity. Drag a card between stages to advance it.
Default stages
PLANA ships with a sensible default set:
| Stage | Probability | Use |
|---|---|---|
| New | 10% | Just-created leads; needs qualification |
| Qualified | 25% | Confirmed budget, authority, need |
| Proposal | 50% | Proposal sent, awaiting response |
| Negotiation | 70% | Final commercial discussion |
| Won | 100% | Closed — generates a sale order |
| Lost | 0% | Closed lost; with reason |
You can customise: CRM → Configuration → Stages. Add stages, rename, change probabilities. Be careful with renumbering — saved filters reference stage names.
Anatomy of an opportunity
| Field | What |
|---|---|
| Title | Free text describing what the deal is about |
| Customer | Linked contact (auto-created if new) |
| Expected revenue | The deal value if won |
| Probability | Inherits from stage; editable per-deal |
| Expected close date | For forecasting |
| Salesperson | Who owns it |
| Sales team | Which team |
| Source | Where the lead came from (web, referral, etc.) |
| Tags | Optional categorisation |
| Chatter | All communication + activities |
Advancing a deal
Three ways to advance:
- Drag the card between stages (fastest)
- Open the card → click the stage in the breadcrumb-style stage bar
- From a list view: action menu → set stage
When you reach Won, PLANA prompts you to create a sale order from the opportunity.
Lost deals
When you lose a deal, drag to Lost and PLANA asks for the lost reason. Configure the list of reasons in CRM → Configuration → Lost Reasons:
- Too expensive
- Decided on competitor X
- Project cancelled
- Budget reallocated
- No decision-maker engagement
- Other
This data drives the Sales Reporting win-rate analysis.
Filtering
Common filters on the pipeline view:
| Filter | Use |
|---|---|
| My opportunities | Just yours |
| My team's opportunities | Your sales team |
| This quarter | Time-bounded forecast |
| Tag: "hot" | Custom tag-based filter |
| Lost | Toggle to also show Lost in the view |
Save your common filter combo as a Favourite → set as Default.
Activities driving advancement
Opportunities benefit from activities — without scheduled next-actions, deals stall. PLANA recommends:
- Every active deal should have ≥1 open activity
- "No activity scheduled" deals are flagged in the Sales agent
- Activities advance deals — call → demo → proposal → close
Where to read more
- Leads — the pre-qualification stage
- Activities — scheduling next steps
- Reporting — pipeline analytics
- BOS → Sales agent — AI view of the pipeline