Template
Sales Pipeline Template for Service Businesses
A clean, defined pipeline with entry and exit criteria for every stage.
Who it's for
Businesses whose "pipeline" is really a messy list of open jobs.
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Why stage definitions matter
A pipeline is only useful if everyone agrees what each stage means. Without clear entry and exit criteria, deals sit in the wrong stage, forecasts are fiction, and follow-up falls through the cracks between steps.
The stages
Use these definitions as-is or adapt the language to your trade.
- New
- A captured lead that has not yet been contacted.
- Contacted
- A real attempt at first contact has been made.
- Qualified
- Fit, scope and service area are confirmed.
- Appointment
- A visit or call is scheduled.
- Estimate
- A quote has been provided.
- Follow-Up
- The estimate is open and in active follow-up.
- Sold
- The job is won, with revenue and start date recorded.
- Lost
- The opportunity is closed, with a reason recorded.
Entry & exit criteria
A deal should only move when it truly meets the next stage’s entry criteria.
| Stage | Enters when… | Exits when… |
|---|---|---|
| Qualified | Fit & service area confirmed | Appointment is scheduled |
| Estimate | Quote has been sent | Prospect responds or follow-up begins |
| Follow-Up | Estimate is open & unanswered | Marked Sold or Lost |
Recommended tracking fields
- Lead source and campaign
- Assigned owner
- Service type and job value
- Estimate amount and date sent
- Next action and next-action date
- Sold/lost date and reason
Make this standard automatic
Once your stages are defined, the Pipeline Leak Calculator shows you which one is costing you the most.