Set up and customize your deal pipelines and deal stages

Last updated: January 13, 2021

Applies to:

All products and plans

Deal pipelines can be used to predict revenue and identify roadblocks in your selling process. Deal stages are the steps in your pipeline that signify to your sales team that an opportunity is moving toward the point of closing. Keeping track of your deals progress in your deal pipeline gives you a more detailed picture of your projected revenue for a given time.

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

Edit or create a new deal pipeline

Please note: only Sales Hub Starter, Professional or Enterprise accounts can create multiple 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 icon settings in the main navigation bar.
  • In the left sidebar menu, navigate to CRM > Deals.
  • To edit one of your existing pipelines, click the Select a pipeline to modify dropdown menu and select a pipeline.
  • To create a new pipeline, next to the Select a pipeline to modify dropdown menu, click the Options dropdown menu and select Create new pipeline


Edit your deal stages

Using deal stages, you can categorize and track the progress of the deals that you're working on in HubSpot. Each deal stage has a probability associated that indicates the likelihood of closing deals marked with that deal stage.

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 icon settings in the main navigation bar.
  • In the left sidebar menu, navigate to Sales > Deals.
  • Click the Select a pipeline to modify dropdown menu and select a pipeline to edit. You can make edits to your pipeline's stages: 
    1. To change the order of a stage in the pipeline, click and drag the stage to the desired location.
    2. To change the name of any stage, click the Stage name field.
    3. To view the stage ID for a deal syncing with an integration partner, hover over the deal and click the code code icon.
    4. To delete a stage, hover over the stage and click Delete.
    5. To change the probability of closing a deal at that stage, click the Win probability dropdown menu and select an option. You can also create a custom probability (e.g., 76%) by entering a custom probability in the search field, and clicking Add option. The probability must be an integer and below 100.
    6. To edit the deal properties presented for users to fill in when a deal is moved to this stage, click Edit properties. Learn how to customize the properties that appear.
    7. To create a new deal stage, click Add a deal stage and set the stage name and win probability. Any newly created deal stages will appear in the deals view for all users in your account.

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 Win probability.

  • If there are deals in the deal stage that 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 those deals should be moved to.

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

Customize your deal stage properties (optional)

Please note: you must have permission to edit property settings to update your deal stage properties.

  • Hover over a specific deal stage and click Edit properties
  • Use the field on the left to search for the property or properties you'd like to add, then click the checkbox to the left to select that property.
  • To require a value for a property, click the checkbox in the Required column for that property on the right. This feature is only for Sales Hub Professional and Enterprise accounts.
  • Click Save.