Published at: 2026-09-17
Configure opportunity stages and the sales process
Overview
Convert your organization’s sales methodology into an executable Opportunity Sales Process.
Before you begin
Before you begin - Permissions: You need Opportunity Management permissions for the Opportunity object and Pipeline. - Process design: Define the required in-progress and end stages. - Data risk: You cannot directly delete a stage that an existing Opportunity uses.
Create Opportunity Stages
- Open the Opportunity object in object management.
- Open the Opportunity Stage field.
- Add each stage required by the Sales Process.
- Assign each stage an In Progress, Closed Won, Closed Lost, or Invalid type.
- Save the field configuration.
Create a Sales Process
- Go to Setup > Process Management > Pipeline Management.
- Create a Pipeline.
- Enter the process name.
- Set Trigger Object to Opportunity.
- Set Object Field to Opportunity Stage.
- Select and arrange the stages.
- Place all in-progress stages before the end stages.
- Save the process.
After you save the process name, the system adds it to the Opportunity object’s Sales Process field.
Each Sales Process must contain at least one in-progress stage and one end stage. Drag stages to change their order.
Configure an in-progress stage
Setting | Purpose |
|---|---|
Stage Duration | Defines how long a sales representative can keep an Opportunity in the Current Stage |
Timeout reminder | Notifies Designated Personnel after the stage times out |
Stage Approval | Starts an Approval Process when the user completes the stage |
Allow skip | Determines whether users must enter the stage |
Completion Criteria | Defines the tasks users must complete before leaving the stage |
Entry Criteria | Defines the conditions an Opportunity must meet before entering the stage |
Configure an end stage
You can let an end stage ignore standard stage restrictions. For a Closed Lost or Invalid Opportunity, you can also require users to:
- Enter a reason.
- Complete additional fields.
- Create Related Object data.
Verify the configuration
- Create a test Opportunity and select the Sales Process.
- Check the Sales Process field and stage order.
- Test Stage Advancement and confirm that each stage change works as expected.