Manage Your Pipeline
Work the Sales Pipeline and keep stages, probabilities, outcomes and next steps accurate.
Managing deals
A deal is an opportunity to sell a home. Keep it accurate and keep it moving.
Hanson buyer opportunities live in the Sales Pipeline in HubSpot, from the first appointment through contract and close. Confirm Hanson configuration: ask your manager if any other pipelines are in use.
Tip
Filter the board by Close date this month to see what your month actually depends on.
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 promptsUpdating 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 stage carries a probability that feeds the company forecast; your manager can confirm the values Hanson uses.
- Appointment Scheduled — a meeting with the buyer is booked.
- Qualified To Buy — you have confirmed the buyer is a real, qualified opportunity.
- Presentation Scheduled — a home, plan or model presentation is booked.
- Decision Maker Bought-In — everyone who signs off on the purchase is on board.
- Contract Sent — the purchase agreement is with the buyer.
- Closed Won — the buyer has committed. The deal is won.
- Closed Lost — the opportunity has ended. Always record a reason.
Confirm Hanson configuration
These are the stages currently set up in the Hanson Sales Pipeline (HubSpot's standard stages). Ask your sales manager what evidence Hanson requires for each stage, which stages managers control, and whether stages can be skipped.
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.
Tip
Record outcomes the same day. Details fade fast, and a delayed update is often an update that never happens.
Five Daily Habits
- 1Review your Sales Workspace every morning.
- 2Respond to new contacts promptly.
- 3Log meaningful prospect communication.
- 4Keep contact and deal information current.
- 5Always create the next follow-up task.
“Preparation creates confidence. Consistent follow-up creates results.”