Using the Sales Pipelines Board & Sales Opportunities List

Overview

The Sales Opportunities List shows Opps across all your Pipelines in a familiar table format. The Sales Pipelines Board displays Opps in an interactive Kanban-style view. Both areas offer unique insights into your Pipelines and include tools for filtering and managing Opps.

IN THIS ARTICLE

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Sales Pipelines Board

The board presents your Sales Opportunities (Opps) in a Kanban-style view. Columns represent Pipeline stages and cards represent Opp records.

Note: The board works best on devices that have large screens. Small or narrow screens can limit your ability to see and interact with opps on the board.

Opp cards

On the board, Opps are represented by cards. Each card shows a snapshot of the Opp’s information. This includes the following:

• Profile Picture - If the Opp is assigned to an Agent record that is linked to a User, the linked User’s profile picture will appear in the top right-hand corner.
• Next Activity Due - This field will display the due date (and time if available) of the Opp’s next related Activity.
• Expected Close - This field will display the Opp value and/or expected closed date if available.
• Age in Stage - This field will show the number of days that the Opp has been in its current stage if your Pipeline has Stage Aging enabled.

For more Opp details at-a-glance, hover over and tap on a card to pull up its right-hand summary.

Moving Opps through the Pipeline

To update an Opp’s stage on the board, select and drag it from one column and drop it into another. You can move an Opp forward or backward in a Pipeline. If you need to update its Pipeline, you can do so in the Sales Opportunities List or from the Opp record itself. Keep in mind, you can’t move closed Opps.

Sorting Opps

To sort the Opp cards in each stage, select the “Sort by” dropdown list in the upper right-hand corner of the board. In the dropdown, select the property you want to sort by and the board will update to reflect your choice.

• Buyer - The default sort option. Displays all Opps in alpha-order based on the Buyer’s name.
• Expected/Closed Date - Displays only Opps that have an “Expected Close Date” or a “Closed Date”.
• Next Activity Due - Displays only Opps that have an upcoming due Activity.

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Sales Opportunities List

In the list, you can see and filter Opps across all Pipelines and stages. For a more interactive and visual representation of your Opps in a Pipeline, see the Sales Pipelines Board.

Updating an Opp's Pipeline or stage

To update an Opp’s stage, select the dropdown arrow in the “Stage” column. From there, you can choose the stage you want to move it into. You can also update the Pipeline.

You can move Opps forward or backward in a Pipeline. However, you can’t move closed Opps.

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Basics of filters

The Sales Pipelines Board and Sales Opportunities List have a panel of filters and a search bar to help you find what you’re looking for. Keep in mind, filters narrow the results. If you get no results, you may be using too many filters, or your filters may not make sense.

Filter	Description
Pipeline	Shows Sales Opportunities (Opps) in a specific Pipeline.
Pipeline Stage	Shows Opps in a specific stage.
Assigned To	Shows Opps assigned to a specific User or Sales Team. A User can be assigned to an Opp through a linked Agent record. Learn more about Linked Agents.
Producer	Shows Opps that are assigned to a specific primary producer. The primary producer is an Agent record.
Activities Due	Shows Opps that are related to open Activities due for follow-up within a specific time frame.
Opp Value Between	Shows Opps with a value that falls within a specified range.
Confidence Rating	Shows Opps with the selected confidence rating.
Buyer Type	Shows Opps that belong to buyers (Groups/Individuals) with a specific type(s), status(es), and/or lead source(s).
Expected Close Date	Shows Opps that have an expected close date within a specific date range or time frame.
Opp Aging in The Next	Shows Opps that are approaching or past their Stage Age (i.e., becoming or are stale). Please note, this filter is only available for Pipelines that have stage aging turned on. Learn how to enable Stage Aging in a Pipeline.
Closed Date	Shows Opps that were closed within a specific date range. Please note, this filter has slightly different options in the Sales Pipelines Board versus the Sales Opportunities List.
Closed Lost Reason	Shows closed Opps that have the selected Closed Lost Reason.

Filter recipes

The recipes below are examples of how you can mix and match filters in the Sales Pipelines Board and Sales Opportunities List to find what you want.

Which Opps should I start working on first?
Starting filters: Pipeline Stage; Assigned To; Producer (optional); Activities Due; Opp Aging in The Next (optional)

1. With the Pipeline Stage filter, pick a stage to reveal all Opps currently sitting in it. Go through each stage to make sure you haven’t missed anything.
2. Use the Assigned To or Producer filter to separate the Opps that are assigned to you from everyone else.
3. Use the Activities Due filter to show Opps that have Activities needing your immediate attention.
4. If your pipeline has Stage Aging turned on, use the Opp Aging in the Next filter to show which Opps are at risk of becoming or are stale.

Do I have enough Opps to meet my next sales goal?
Starting filters: Pipeline Stage; Assigned To; Producer (optional); Confidence Rating (optional); Expected Close Date; Opp Value Between

1. If your Pipeline has Win Probability turned on, identify stages with the highest Win Probability (on the board view), then use the Pipeline Stage filter to show Opps in those stages.
2. Use the Assigned To or Producer filter to separate the Opps that are assigned to you from everyone else.
3. Use the Opp Value Between filter to show Opps that have a value within the range you need to meet your sales goal.
4. Use the Confidence Rating filter to show Opps that you feel confident you’ll have closed by your next sales goal.
5. Use the Expected Close Date filter to show the Opps that you plan to have closed for your next sales goal.

Have I met my sales goal for the week, month, quarter, or year?
Starting filters: Pipeline Stage; Assigned To; Closed Date

1. With the Pipeline Stage filter, show Opps in the “Closed Won” stage.
2. Use the Assigned To or Producer filter to separate the Opps that are assigned to you from everyone else.
3. Use the Closed Date filter to set a range and show Opps that were closed in time for your current or previous sales goal.

What was the common pattern for Opps lost this past week, month, quarter, or year?
Starting filters: Pipeline Stage; Closed Lost Reason; Closed Date

1. With the Pipeline Stage filter, show Opps in the “Closed Lost” stage.
2. Use the Closed Date filter to set a range and show opps that weren’t closed in time for your current or previous sales goal.
3. Use the Closed Lost Reason filter and explore each reason. This will help you detect a pattern for why Opps were lost.

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Right-hand summary

As you work a Sales Opportunity (Opp), you can use its right-hand summary to make quick assessments without going into the record. Initiate contact or email (if you have an email handler for your web browser), and get a rundown on its due Activities and in-force Policies.

In the Sales Opportunities List, hover over and select anywhere within an Opp’s row. On the Sales Pipelines Board, hover over and select anywhere in a card’s whitespace.

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Common questions

How do I rearrange or re-order the columns/stages on the Sales Pipelines Board?
If you’re an administrator, you can update the number of columns/stages and other settings (stage name, stage order, Stage aging, Win Probability, etc.) in Sales Pipeline settings.

How do I rearrange or re-order the Opp cards on the Sales Pipelines Board?
You can’t use the drag and drop to re-order Opp cards in the board view. However, you can also change your board’s sort function.

Why is my Sales Pipeline not listed in the Pipeline filter dropdown?
You either aren’t on a team with access to your Pipeline or your Team doesn’t have access to your Pipeline. Check with your sales manager or an administrator at your agency and have them review your Team and Pipeline settings.

Why can’t I view Opportunities across all my Pipelines on the Sales Pipelines Board?
On the board, you can only view Opps of a specific Sales Pipeline because the stages can differ from one Pipeline to another. To see all Opps across all Pipelines and stages (including closed stages), see the Sales Opportunities List.