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Build a Sales Pipeline

Build a Sales Pipeline

Section titled “Build a Sales Pipeline”

A well-structured pipeline shows you exactly where every deal stands and what needs to happen next. This guide walks you through building a B2B sales pipeline from scratch in HARi CRM.

Planning Your Stages

Section titled “Planning Your Stages”

Before creating anything in HARi, decide on your pipeline stages. A good B2B pipeline typically has 5-7 stages. Here is a proven structure:

  1. Lead In — A new opportunity has entered your pipeline
  2. Qualification — You have confirmed the prospect has a real need and budget
  3. Discovery — You have had a detailed conversation about requirements
  4. Proposal — You have sent a formal proposal or quote
  5. Negotiation — You are discussing terms, pricing, or contract details
  6. Closed Won — The deal is signed
  7. Closed Lost — The deal did not go through

Creating the Pipeline

Section titled “Creating the Pipeline”
  1. Go to Settings > Entities and select Opportunity
  2. Open the Business Process Flow tab
  3. Click New BPF and name it (e.g. “B2B Sales Pipeline”)
  4. Click Add Stage for each stage in your plan
  5. For each stage, enter the stage name and set its order

Setting Required Fields per Stage

Section titled “Setting Required Fields per Stage”

Required fields ensure your team captures the right information at the right time.

  1. Select a stage (e.g. “Qualification”)
  2. Click Add Required Field
  3. Choose fields that must be filled before advancing:
    • Qualification: Budget, Decision Maker, Timeline
    • Proposal: Proposal Amount, Proposal Date
    • Negotiation: Discount (if any), Expected Close Date
  4. Repeat for each stage
  5. Save the BPF

Setting Up the Kanban View

Section titled “Setting Up the Kanban View”
  1. Navigate to Opportunities in the sidebar
  2. Switch to Kanban view using the view mode buttons
  3. Select your BPF stage field as the Kanban column
  4. Save this as a view named “Sales Pipeline”

Your team can now drag deals between columns as they progress through stages.

Adding Deal Values

Section titled “Adding Deal Values”

Make sure your Opportunity entity has these key fields:

  • Deal Value — The expected revenue from this deal
  • Expected Close Date — When you expect the deal to close
  • Probability — Likelihood of winning (can auto-set based on stage)

These fields power your forecasting and funnel charts on the dashboard.

Next Steps

Section titled “Next Steps”