NoteA pipeline tracks opportunities — potential deals with a contact. One contact can have multiple opportunities across different offers at the same time.
A pipeline is a visual representation of where every prospect is in your sales process. Instead of tracking leads in your head or a spreadsheet, each person is a card you move through defined stages. You see the full picture at a glance and know exactly where to focus your follow-up attention.
Choosing Your Pipeline Stages
Design your stages to reflect your actual sales process — not a generic template. A typical coaching pipeline:
New Lead → Application Sent → Call Booked → Call Complete → Proposal Sent → Won → Lost
Keep it to 5–7 stages. More than that and cards pile up in middle stages you never act on.
Steps
1
Navigate to Pipelines
Go to CRM → Pipelines. Click Add Pipeline.
2
Name your pipeline
Give it a name specific to the offer or process it tracks: Discovery Call Pipeline or High-Ticket Coaching.
3
Add your stages
Click Add Stage for each step in your process. Name each clearly. Assign a colour if you want visual distinction between stages.
4
Set monetary values (optional)
For each stage you can set an average opportunity value. This populates your pipeline revenue forecast on the dashboard.
5
Add your first opportunity
Click Add Opportunity. Search for a contact, assign the pipeline and stage, add a monetary value if applicable, and save. The card appears in the correct stage column.
6
Work the pipeline
Move cards between stages by dragging them in the Kanban view, or updating the stage field when inside the opportunity record.
Common Mistakes
- Too many stages. A pipeline with 10+ stages creates card pileups in middle stages. Keep it to the minimum stages that actually represent decision points.
- Never marking opportunities as Lost. Leaving dead opportunities as active inflates your pipeline value and obscures your real conversion rate. Mark Lost as soon as a prospect is genuinely gone.
- Not connecting pipeline to automations. Set workflows to trigger on stage changes — move to "Call Booked" sends a reminder sequence, move to "Won" triggers the onboarding workflow.
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