EQ HOMESHubSpot Sales Training

Manage Your Pipeline

Work the EQ Homes Sales Pipeline and keep stages, outcomes and next steps accurate.

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Managing deals

A deal is an opportunity to sell a home. Keep it in the right pipeline and keep it accurate.

EQ Homes runs a single deal pipeline — the Sales Pipeline. Every open opportunity lives on this one board, so the stage always shows the whole company exactly where the buyer stands.

  1. 1Go to CRM > Deals — the Sales Pipeline is selected by default at the top left.
  2. 2Switch between board view and table view using the toggle in the top right.
  3. 3Open a deal to review the amount, expected close date, community, plan and associated contact.
  4. 4Create a new deal from a contact record so the association is made automatically.
  5. 5Keep the deal name consistent: prospect surname, community and plan.

Tip

Filter the board by Close date this month to see what your month actually depends on.

Backward moves are restricted

From Reservation / Contract Sent onward, the pipeline restricts moving a deal backward. If a deal genuinely regresses, flag it to your manager rather than forcing the stage.

Breeze, HubSpot's built-in AI, can review the pipeline with you. Open a deal, click the Breeze sparkle icon and ask “Summarise this deal and tell me what the next step should be”, or from the deals board ask “Which of my open deals have had no activity in the last two weeks?”

Breeze tip

Use Breeze to find stale deals, not to decide stages. A stage only moves when the buyer has actually taken the action — that judgement stays with you.

Get copy-and-use prompts for pipeline reviews, stale deals and manager updates.

See Breeze prompts

Updating deal stages

Stages tell the whole company where each buyer stands.

Move a deal forward only when the buyer has genuinely taken the action that defines the stage. Drag the card on the board, or open the deal and change the stage field. Each pipeline has its own stages.

The Sales Pipeline stages, in order:

  • Engaged / Appointment Scheduled (20%) — the buyer is engaged and an appointment is on the calendar.
  • Qualified Buyer (60%) — the buyer is qualified: budget, financing path and intent are confirmed.
  • Reservation / Contract Sent (80%) — a reservation or purchase contract has been sent to the buyer.
  • Under Contract (90%) — the contract is signed and the deal is under contract.
  • Firm Deal (Won, 100%) — the sale is firm and complete.
  • Lost Deal (Lost, 0%) — the opportunity is closed with a reason recorded.

Stage probabilities

The percentages drive weighted forecasting — an accurate stage means an accurate forecast for the whole team.

Be honest with stages

Inflating a stage to look busy distorts forecasting for the whole business. An accurate pipeline is more valuable than an optimistic one.

Recording meeting and sales outcomes

Close the loop on every meeting.

  1. 1Open the meeting on the contact or deal timeline after it takes place.
  2. 2Set the meeting outcome — Completed, No show, Rescheduled or Cancelled.
  3. 3Add a note summarising what the buyer saw, what they liked and what concerns remain.
  4. 4Update the deal stage, amount and expected close date to match reality.
  5. 5For a closed lost deal, always select a closed lost reason so the team can learn from it.
  6. 6Create the next task or book the next meeting before you leave the record.

Tip

Record outcomes the same day. Details fade fast, and a delayed update is often an update that never happens.

Five Daily Habits

  1. 1Review your Sales Workspace every morning.
  2. 2Respond to new contacts promptly.
  3. 3Log meaningful prospect communication.
  4. 4Keep contact and deal information current.
  5. 5Always create the next follow-up task.

“If it is not recorded in HubSpot, the team cannot see it, report on it or act on it.”