Pipelines help visualize your processes through stages, which are steps that signal where a record is in a process. For example, you can create deal pipelines to track revenue, ticket pipelines to track customer issues, or listing pipelines to track for-sale properties.
If you have Edit property settings access, you can create and edit pipelines or stages to best suit your teams’ needs.
The following objects have pipelines:
- Leads (Sales Hub Professional and Enterprise)
- Deals
- Tickets
- Appointments (if activated)
- Courses (if activated)
- Listings (if activated)
- Services (if activated)
- Orders
- Custom objects (Enterprise only)
Once you’ve set up pipelines, learn how to manage your records in board view.
Create a new pipeline (Starter, Professional, and Enterprise only)
If your account has more than one unique process, you can create additional pipelines. Separate pipelines are only recommended if your processes have unique stages that require different pipelines. Otherwise, you can use the same pipeline across multiple users and teams and manage access via user permissions. For example:
- Your business has an online direct to consumer sales process with a few stages, such as In cart, Closed Won, and Closed Lost. You also have a wholesale sales process that requires more stages, such as appointment scheduling and contract negotiation. In this scenario, you should create separate pipelines.
- Your business sells multiple brands and your HubSpot account has teams for each brand. The process to sell products for each brand is the same and you can use the same stages for all sales. In this scenario, it's not recommended to create separate pipelines. Instead, you can use the same pipeline and set Team only user permissions so each team can only access their brand's deals (Professional and Enterprise only).
Please note:
- Leads in a custom pipeline aren't eligible for default lead stage automation.
- Only Starter, Professional, or Enterprise accounts can create additional pipelines. Lead pipelines are only available for Sales Hub Professional or Enterprise accounts. Learn more about the maximum number of pipelines you can create depending on your subscription.
To create a new pipeline:
- In your HubSpot account, click the settings settings icon in the top navigation bar.
- In the left sidebar menu, navigate to Objects, then select the object for which you want to create a pipeline.
- Click the Pipelines tab.
- Click the Select a pipeline dropdown menu, then select Create pipeline.
- In the dialog box, enter a Pipeline name and click Create.
Once you've added records to your pipeline, learn how to edit the records in a pipeline.
Edit or delete pipelines
You can also rename, reorder, manage access to, or delete pipelines.
Please note: if you connect an ecommerce integration to HubSpot, a deal pipeline will be automatically added to your account that you cannot modify.
- In your HubSpot account, click the settings settings icon in the top navigation bar.
- In the left sidebar menu, navigate to Objects, then select the object for which you want to edit pipelines.
- 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 APIs.
- On the right, click Actions, then select one of the following:
- 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 records or is used in other HubSpot tools or integrations. Before deleting, you'll need to delete or move records to another pipeline and remove references to the pipeline from other tools.
- To select the properties that are displayed on the board and board cards for the pipeline, click Customize board and card view.
- To customize automation settings for a deal, ticket, lead, or custom object pipeline, click the Automate tab.
- To create and manage color-coded labels that categorize records, click Customize [object] tags (Starter, Professional, and Enterprise only).
- To set up rules for a deal, ticket, lead, or custom object pipeline, click the Pipeline Rules tab.
Manage stages in a pipeline
Use stages to categorize and track the progress of your records through pipelines.
Default pipeline stages
Depending on the object, there is a default pipeline with default stages:
- Leads: a default Lead pipeline with five lead stages: New, Attempting, Connected, Qualified, Disqualified.
- Deals: a default Sales Pipeline for which each stage has an associated probability that indicates the likelihood of closing deals in that 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. The default pipeline has 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).
- Tickets: a default Support Pipeline with four ticket statuses: New, Waiting on contact, Waiting on us, and Closed.
Please note: for tickets, pipeline stages are called statuses by default, but they are the same as other object stages.
- Appointments: a default Appointment Pipeline with five stages: Scheduled, In Progress, Completed, Canceled, Rescheduled.
- Courses: a default Course Pipeline with an Open Stage and a Closed Stage.
- Listings: a default Listing Pipeline with an Open Stage and a Closed Stage.
- Services: a default Service Pipeline with three stages: New, In Progress, Closed.
- Orders: a default New Order Pipeline with two stages: In Progress, Contract Signed.
Add, edit, or delete pipeline stages
You can also add your own stages or edit and delete existing stages. To customize the stages in a pipeline:
- In your HubSpot account, click the settings settings icon in the top navigation bar.
- In the left sidebar menu, navigate to Objects, then select the object for which you want to edit stages.
- Click the Pipelines tab.
- Click the Select a pipeline dropdown menu, then select the pipeline to edit.
- To add a new stage:
- Under the existing stages, click + Add stage.
- Enter a stage name.
- For all objects except deals, select whether the stage will be Open or Closed.
- For deals, click the Deal probability dropdown menu and select a probability. To use a custom probability, enter a custom value, then click Add option and select the new probability. Won and Lost are closed stages.
- To change the name of an existing stage, click the stage's name, then enter a new name in the text box.
- To reorder stages, click the stage and drag it to a new position.
- To view the internal name for a stage, hover over the stage and click the code code icon. The internal name is used by integrations and APIs.
- To delete a stage, hover over a stage and click Delete. You won't be able to delete a stage if there are records in the stage or if the stage has conditional properties in use. Before deleting, you'll need to move existing records to another stage (e.g., edit the [Object] Stage property in bulk) and remove conditional stage property logic.
- To edit the properties shown when a record moves to a certain stage, hover over the Conditional stage properties column and click Edit properties.
- To edit pipeline rules for deals, tickets, or custom objects, hover over the Pipeline Rules tab and click Edit.
- Once you're done editing, click Save in the bottom left.
Set up conditional stage properties
You can set conditional stage logic to show certain properties when users manually create a record in or move a record to a specific stage. You can include conditional stage properties as suggestions or require users to add values for the properties.
Users must have Edit property settings permissions to customize stage properties.
- In your HubSpot account, click the settings settings icon in the top navigation bar.
- In the left sidebar menu, navigate to Objects, then select the object for which you want to edit stage properties.
- Click the Pipelines tab.
- Click the Select a pipeline dropdown menu, then select the pipeline to edit.
- In the row of a stage, hover over the Conditional stage properties column and click Edit properties.
- In the left panel, click + Add dependent property.
- Click the Choose a property dropdown menu and select the property you want to appear.
Please note: properties with read-only values (i.e. that aren't set by users, such as score or calculation properties) cannot be used as stage properties, and will not appear as options to select. Learn how to include these properties in a properties section on a record instead.
- To require a value for a property, select the Required checkbox (Starter, Professional or Enterprise only). When a property is required, users won’t be able to create a record in or move a record to that stage unless they enter a value for that property.
- To reorder the properties, click and drag the property to a new position.
- To remove a selected property, click the delete icon next to the property.
- Once you've set your properties, in the top right, click Apply logic. The properties you've selected will automatically appear when manually creating a new record in that stage or when moving an existing record to that stage.
- To finalize changes, click Save in the bottom left corner.