The Deals Settings screen lets you customize how your sales pipeline works. From pipeline stages to sales cycle configurations, file requirements, and deal rotting rules — this is where you shape the Deals experience to match your organization’s sales process.
Getting There
From the Deals screen, look for the Settings gear icon or navigate through your account settings to the Deals configuration section.
Key Features
Pipeline Stage Configuration
Define the stages in your sales pipeline. Add, rename, reorder, or remove stages to match your actual sales process. Common stages include Discovery, Proposal, Negotiation, and Closing — but you can customize them to fit your workflow.
Sales Cycle Settings
Configure whether the Sales Cycle feature is enabled, required, and at which pipeline stage it activates. The Sales Cycle provides a structured checklist within each deal, ensuring reps follow your methodology.
Deal File Requirements
Set rules about file uploads on deals. You can require specific file types (contracts, proposals, etc.) before a deal can be marked as closed-won. This ensures proper documentation.
Deal Checklist
Enable a checklist feature that adds a set of to-do items to each deal. Define the checklist items and reps will need to check them off as they progress. This is a lighter-weight alternative to the full Sales Cycle.
Deal Rotting
Configure deal rotting rules — when a deal hasn’t been updated in a specified number of days, it’s flagged as “rotting.” This helps identify stalled deals that need attention.
Step-by-Step: Configuring Deals
- Define your stages — Set up pipeline stages that reflect your sales process.
- Enable sales cycle — If your team follows a structured methodology, enable and configure the Sales Cycle.
- Set file requirements — Decide whether files are needed for deal closure and which types are accepted.
- Configure deal rotting — Set the threshold for when deals should be flagged as stalled.
- Review and test — Create a test deal to verify your settings work as expected.
💡 Tips & Best Practices
- Don’t over-engineer stages — 5-7 pipeline stages is usually sufficient. Too many creates friction.
- Enable deal rotting — It’s a simple feature that dramatically improves pipeline hygiene.
- Get team buy-in on the sales cycle — If reps don’t believe in the process, they won’t follow it. Involve the team in defining the steps.
Frequently Asked Questions
What’s the recommended deal rotting threshold?
It depends on your sales cycle length. Note – the default is 7 days. For transactional sales, 7-14 days is common. For enterprise sales, 30-60 days is more appropriate.
Can I make the checklist different per pipeline stage?
The checklist applies to all deals. If you need stage-specific tasks, consider using the Sales Cycle feature instead, which supports stage-based workflows.
Related Articles
- Deals — Manage your sales pipeline
- Lead Auto-Assignment Settings — Configure lead routing