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3 min read

HubSpot Deal Pipeline: How it automates your sales team

3 min read

HubSpot Deal Pipeline: How it automates your sales team

Learn how to register businesses within HubSpot, and how to automate the Deal Pipeline to your sales team by tracking and approaching leads.

Every company needs to keep track of its commercial opportunities, business, annual and monthly sales quotas, and even the performance of its own sales department.


The truth is that while this is a fact of life in many businesses, traceability's lost for several reasons:

  1. Managers do not have a system with omnichannel qualities that records the approaching, tracking, and closing of opportunities.
  2. Even when they have a system in place, there is systematic disarray in the commercial process. This point leads your salespeople, account executives, and or consultants to spend all their time on prospects who are honestly not at a buying decision stage.
  3. The sum of the two previous points leads us to the importance that is essential for every business regardless of their industry, a platform that's responsible for managing, controlling, and parameterizing the activities of the sales team.

In this blog, we will address a CRM, which has a tool that provides an immediate solution to this crucial need for many companies, such as HubSpot. This CRM is responsible for automating the business processes of companies, both marketing, sales, customer service, and operational area. 

A blog that may interest you: CRM: The ideal platform for customer management

In this blog, we will learn the following aspects of managing a "sales pipeline" or business flow and registration channel:

  • What is the HubSpot business pipeline, and what are its components?
  • How to record deals in the sales pipeline?
  • How to set up automated rules in the negotiation stages?

What is the HubSpot business pipeline, and what are its components?

Within HubSpot's sales module, the Sales Hub contains a wide range of tools that aim to automate the management of the sales team, which are the following: 

  • Business pipeline.
  • Forecasting.
  • Tasks.
  • Meetings.
  • Payments.
  • Guides.
  • Quotations.

The main one is the business pipeline. In sales, the pipeline is a deal flow channel. Here sales teams will record every business opportunity identified with a qualified prospect.

Within the HubSpot business pipeline, several kinds of components are responsible for filtering information according to the roles of a team member, for example, a manager or director may have more access than an account executive.

To define accesses, I recommend the following guide: HubSpot Access Guide. Some of these components are the following: 

  • Filtering of business properties. 
  • Filtering by the business owner. 
  • Business entry.
  • Negotiation process stages.
  • Import of business records associated with the pipeline.

How to record deals in the sales pipeline?

HubSpot is very versatile and has several business creation channels. Even though the main one is the negotiation pipeline itself, it also has other options since its omnichannel nature allows it to make up more than one channel.

The types of business creation channels are as follows: 

  • Negotiation Pipeline.
  • Lead contact record.
  • Through the inbox, once the lead has contacted the company.

How to set up automated rules in the negotiation stages?

As part of the benefits and automation tools available within the HubSpot environment, one of them is the assignment of rules by business stages. But what is it?

Defining the rules by stages in the negotiation pipeline, it is necessary to go to the settings panel of the business tool. You can find it by following these steps:

  1. First, we go to the settings panel: We will find the settings panel in the top right corner of the screen, in the middle of the notifications and HubSpot marketplace symbols.

    settings panel_Hubspot
  2. Once inside the configuration panel, on the left in a vertical position, we will find each of the HubSpot module tools and their configuration properties. From there, inside the property known as objects.
  3. Within objects, we will click on the option known as deals, and we will find ourselves in the configuration and automation of the negotiation pipeline.

    Deals pipeline_HubSpot

Within the general configuration and automation of the negotiation pipeline, we will find three types of divisional segments that will be in charge of controlling, assigning, and defining the information that will be entered and must manage within the HubSpot business tool. These segments are the following:

  • Main setup of the business tool:
    Here the managers of the commercial department will be able to assign the business properties needed for the company. The internal business registration form can also be defined.
  • Pipelines Setup:
    In this segment, the sales department managers can define the names of the negotiation stages, the probability of closing a deal for each stage, and the definition of automated rules for each negotiation stage.

Pipelines setup_HuSpot


Within this configuration, HubSpot will help your sales team managers define which business information properties sales executives should complete.

It is important to note that the required property assignment is a benefit purchased only for Sales Hub Professional or Enterprise licenses.

  • Record customization:
    In this segment, it will be available to customize how the properties and the respective associations will appear in the sales transaction record. The segment has three record customization subdivisions:
  1. The properties for deal association cards.
  2. The deal properties in the business dashboard are displayed.
  3. The properties of the business record sidebar in the pipeline.


If you are interested in learning more about HubSpot automation and how it can help your sales teams, schedule a meeting with one of our consultants.

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