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Deals

Set up and customize your deal pipelines and deal stages

Last updated: October 4, 2022

Applies to:

All products and plans

Deal pipelines help visualize your sales process to predict revenue and identify selling roadblocks. Deal stages are the steps in your pipeline that signify to your sales team that an opportunity is moving toward the point of closing.

If you have Edit property settings access, you can create and edit deal pipelines and stages to best suit your team's needs.

Create a new deal pipeline

Please note: only Sales Hub Starter, Professional or Enterprise accounts can create additional pipelines. Learn more about the maximum number of pipelines you can create in your HubSpot account depending on your subscription.

  • In your HubSpot account, click the settings settings icon in the main navigation bar.
  • In the left sidebar menu, navigate to Objects > Deals.
  • Click the Pipelines tab.
  • Click the Select a pipeline dropdown menu, then select Create pipeline.

create-deal-pipeline

  • In the dialog box, enter a Pipeline name and click Create.

Once you've added deals to your pipeline, learn how to edit the deals in a pipeline.

Edit or delete deal pipelines

You can also rename, reorder, manage access to, or delete deal pipelines.

Please note: if you connect an ecommerce integration to HubSpot, another pipeline will be automatically added to your account that you cannot modify. 

  • In your HubSpot account, click the settings settings icon in the main navigation bar.
  • In the left sidebar menu, navigate to Objects > Deals.
  • Click the Pipelines tab.
  • Click the Select a pipeline dropdown menu and select a pipeline.
  • Click the code code icon to view the pipeline's internal name. The internal name is used by integrations and the API.
  • On the right, click the Actions dropdown menu and select one of the following:

edit-existing-pipeline

    • Rename this pipeline: change the pipeline’s name. In the dialog box, enter the new name, then click Rename.
    • Reorder pipelines: change the order of your pipelines. In the pop-up box, drag the pipelines to move them to a new position, then click Save.
    • Manage access: manage which users can view and edit the pipeline.
    • Delete this pipeline: delete the pipeline. In the dialog box, click Delete pipeline to confirm. You can't delete a pipeline if it contains deals. You'll need to delete or move deals to another pipeline before deleting the pipeline.
  • Click Customize deal cards to select the properties that are displayed on board cards for the pipeline.

Edit deal stages and deal stage properties

You can use deal stages to categorize and track the progress of your ongoing deals in HubSpot. Each deal stage has an associated probability that indicates the likelihood of closing deals marked with that deal stage. Stage probability is used to determine the weighted amount shown in board view, which is calculated by multiplying the total amount in each stage by the stage probability.

By default, HubSpot includes a sales pipeline with seven deal stages:

  • Appointment scheduled (20%)
  • Qualified to buy (40%)
  • Presentation scheduled (60%)
  • Decision maker bought-in (80%)
  • Contract sent (90%)
  • Closed won (100% Won)
  • Closed lost (0% Lost)

To edit or customize the deal stages in a pipeline:

  • In your HubSpot account, click the settings settings icon in the main navigation bar.
  • In the left sidebar menu, navigate to Objects > Deals.
  • Click the Pipelines tab.
  • Click the Select a pipeline dropdown menu, then select the pipeline to edit.
  • To add a new deal stage:

    • Under the existing deal stages, click + Add a deal stage.

    • Enter a deal stage name, then click the dropdown menu in the Deal probability column and select or enter a probability.

Please note: to ensure all sales reports, custom deal or revenue reports, and sales analytics tools process your deals correctly, ensure you at least have deal stages for both Won and Lost under Deal probability.


  • To reorder stages, click the stage and drag it to a new position.

  • To view the internal name for a deal stage, hover over the stage and click the code code icon. The internal name is used by integrations and the API.
  • To delete a stage, hover over a stage and click Delete. If there are deals in the stage you're deleting, you'll be prompted to move these existing deals to another stage.

    • Click the Choose a deal stage dropdown menu to select the new deal stage the deals should be moved to.

    • Click Move deals and delete stage to confirm.

  • To customize the deal properties presented to users when a deal moves to a specific stage:

    • In the row of the stage, hover over the Update stage properties column and click Edit properties.

    • In the dialog box, select the checkboxes next to any new properties you want to appear.

    • To require a value for a property, select the checkbox in the Required column (Sales Hub Professional or Enterprise only).

    • To reorder the properties, click and drag them to a new position.

    • To remove a selected property, click the X next to that property in the Selected Properties column.
    • Once you've selected your properties, click Next.

update-deal-stage-properties

  • Once you're done editing, click Save in the bottom left.

You can also automate tasks on deal stages when editing or creating a sales pipeline.

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