Following the sales process from MQL to Closed Won

The sales process was split across pipelines

Each pipeline showed part of the journey. Following a lead from MQL to Closed Won meant combining separate views, which made conversion reporting and internal handovers harder to manage.

How I brought the stages together

I reviewed the stages, fields and workflows across the existing pipelines, mapping overlaps against the full sales process.

I designed a single pipeline with consistent stages and required fields, and planned the migration to preserve existing deal history.

I set up reporting around the consolidated process, covering conversion between stages and across the full funnel.

One process for reporting and handovers

The team can track progress and conversion from MQL to Closed Won in one pipeline. Handovers sit within that same process, so the journey can be followed from start to finish.