Setting up a Pipeline

February 13, 2023

The pipeline is the main place where the work in Kommo happens. It’s the overview of your ongoing deals, separated by pipeline stages that represent the actual stages of your sales process.

In this article, you will be learning:

Pipeline stages

When you create an account in Kommo, a sales pipeline with basic stages (Initial Contact, Offer Made, Negotiation, Closed-Won, Closed-Lost) is automatically created.


You may change the names of some stages to make it more compatible with your business or build the stages fully from scratch if you need something unique. Alternatively, you can start by creating the most basic stages and add new ones along the way as you get more familiar with the way your sales go.

You have three types of stages:

  • Incoming leads - a stage which appears once you enable the incoming leads in the settings
  • Active stages - Main stages of your sales process
  • Closed stages - Stages for closed leads (Closed-Won, Closed-Lost)

Note: You can only make changes to the Active and Closed stages. And, closed stages cannot be deleted or moved.

How to set up a Pipeline

In order to edit your pipeline, head over to the Leads section. Click on the three dots button in the upper right corner and select “Edit pipeline”.


Once you choose to edit the pipeline, a new modal window with pipeline settings will pop up. You can make changes to your current pipeline stages or choose one of the templates listed on the left side of the page and further customize it to fit your business.


Clicking on an already existing stage allows you to edit it – you can rename it or change its color scheme, or delete by clicking the “x”. You can also change the position of any stage on the pipeline by simply dragging and moving to a different place.

Transferring leads

If the stage that you have changed had active leads, the system asks you to transfer them to newly created stages. You can choose to send them to one of the new active stages or go with “Canceled” if these leads are not relevant anymore.


Once you finish matching the stages, click “Save” to start working on your new pipeline.

Pipeline Default stages

If you have Incoming leads enabled, it will be your first pipeline stage. This stage cannot be deleted, edited or moved since it’s a system pipeline stage. It’s used to decide if incoming requests should become a proper lead in the system or not. Use it to weed out spam and irrelevant messages.


“Incoming leads” are enabled on the same page where you change the pipeline stages by heading to Leads > Three buttons > Edit pipeline

All pipelines end in two stages, which can not be deleted but can be renamed. These stages are “Closed – Won” and “Closed – Lost” for successful and unsuccessful leads, respectively. You can see them dragging a lead card.


To see your Lost or Won leads, just use the filter in the search field.


Several pipelines

If you have several sales strategies that require different stages, we got you covered. You can create several pipelines by going to Leads > Automate and clicking the name of the pipeline in the upper left corner. This opens a list of existing pipelines and allows you to edit their names, add new ones, or to delete them. Here, you can also archive the pipelines that you don’t need anymore.


🏆 Related use cases

CRM for Manufacturing – How Cosmichrome manages distributors in 6 markets with Kommo

CRM for Property Management – How Ruebush Group grew monthly sales to $1m with Kommo

CRM for Community Management – How Peace Advocacy Network builds community with Kommo

CRM for Vendor Management – How shortened their sales cycle by 30% with Kommo

CRM for Realtors – How MC17 increased work efficiency by going online with Kommo

Need more help in setting up or troubleshooting? Contact us by sending an email to or write to us on Facebook.

Not a user yet? Visit our tour page or contact us for a demo.

Try Kommo free

Discover how Kommo can transform your client management now