Configure pipelines and stages

Pipeline and stage configuration tells GTM Engine which CRM pipelines should appear in the product and how each stage should be interpreted for forecasting, deal health, and opportunity analysis.

Before you start

• Connect your CRM or use the built-in GTM Engine CRM.
• Make sure your pipeline stages have synced into GTM Engine.
• Use an account with permission to manage product configuration.

Review visible pipelines

Open Settings → Configuration → Sales Process → Pipelines & Stages.

Use the visibility toggle beside each pipeline to decide whether that pipeline should appear in GTM Engine views and selectors. Hiding a pipeline removes it from the product experience, but it does not delete CRM data or historical records.

Keep at least one active pipeline visible so forecasts, opportunity views, and setup checks have a pipeline to use.

Set average stage durations

For each visible pipeline, review the average number of days opportunities usually spend in each stage.

Stage durations help GTM Engine:

• Estimate whether deals are moving normally or stalling.
• Compare an opportunity's current age in stage against your sales process.
• Forecast close timing more accurately.
• Identify the likely real stage when CRM stage data is incomplete or inconsistent.

Use realistic averages instead of optimistic targets. If a stage usually takes 14 days, enter 14 even if the goal is to move faster.

Write entry and exit criteria

For each stage, add clear entry and exit criteria.

Entry criteria describe what must be true for a deal to belong in that stage. Exit criteria describe what evidence is required before the deal should move forward.

Good criteria are specific and observable:

• The buyer has confirmed a business problem.
• A decision process or timeline is known.
• Technical stakeholders have reviewed requirements.
• Procurement, legal, or security review has started.

Avoid vague criteria such as "good fit" or "looks promising" unless you define what those terms mean.

Save or mark reviewed

Click Save Changes after editing stage durations or criteria. During onboarding, you can also mark the section as reviewed after confirming the current values are acceptable.