What do the pipeline stages mean?
Six stages tell the truth about where a deal stands: Draft, Negotiating, Offer sent, Signed, Completed, and Declined.
On this page
The six stages
Draft: captured, not yet in motion.
Negotiating: you're talking terms.
Offer sent: the ball is in their court.
Signed: they said yes; delivery begins.
Completed: delivered and closed.
Declined: it ended without a yes, recorded honestly.
Moving deals along
Change the stage as reality changes. Stage changes land on the deal activity, so the pipeline reads as a timeline too.
Declined is a stage, not a delete
Lost deals stay on the record. Win rate only means something when the losses are counted.
FAQ
Stage questions
Can I rename or add stages?
The six stages are fixed, which keeps win rate and pipeline value comparable over time. Use deal fields for extra nuance.
Does Signed mean paid?
Signed means committed. Completed is your delivered-and-done stage.