# Getting Started - Setup Pipelines and Opportunities

> Learn how to set up sales pipelines and opportunities in GHL Customer Care. Create pipelines, add opportunities manually or by CSV, automate workflows, and manage your sales process.

- Source: https://docs.ghlcustomercare.com/docs/getting-started-w-ghl-customer-care/foundational-setup/getting-started-setup-pipelines-and-opportunities
- Section: Getting Started w/ GHL Customer Care / Foundational Setup
- Reading time: 5 min
- Images: 10, each explained below
- Modified on Mon, 24 Aug at 7:44 AM

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Pipelines and opportunities help you organize your sales process and track potential deals from the first interaction through completion. In this guide, you’ll learn how pipelines, stages, contacts, and opportunities work together, create your first pipeline, add opportunities manually or in bulk, and optionally automate opportunity creation with workflows.

By the end of this guide, you’ll have a working pipeline with opportunities that your team can track and manage.

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**TABLE OF CONTENTS**

-   [Understanding Pipelines and Opportunities](#understanding-pipelines-and-opportunities)[](#how-they-work-together)
-   [How They Work Together](#how-they-work-together)
-   [Before You Begin](#before-you-begin)
-   [Choose How You Want to Add Opportunities](#choose-how-you-want-to-add-opportunities)
-   [Create Sales Pipeline](#create-sales-pipeline)
-   [Import Contacts as Opportunities](#import-contacts-as-opportunities)
-   [Create Opportunity Manually](#create-opportunity-manually)
-   [Create Opportunity by Automation](#create-opportunity-by-automation)
-   [Frequently Asked Questions](#frequently-asked-questions)

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## **Understanding Pipelines and Opportunities**

Before creating your first pipeline, it helps to understand how the different parts of Opportunities work together.

| Term | Description |
| --- | --- |
| **Pipeline** | Represents the overall sales process you want to track. |
| **Stage** | Represents a step within your sales process, such as New Lead, Booked Call, or Closed. |
| **Opportunity** | Represents a potential deal that moves through your pipeline. |
| **Contact** | The person associated with an opportunity. |

### **How They Work Together**

Think of the structure as:

**Contact → Opportunity → Pipeline → Stage**

For example, a contact named John Smith might have an opportunity in your **Sales Pipeline** currently sitting in the **Booked Call** stage.

> **Note:** Your pipeline stages should reflect the actual steps in your sales process. The examples used in this article are suggestions only and can be customized based on your business.

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## **Before You Begin**

Before setting up Opportunities, consider:

-   What sales process you want to track.
-   Which stages a lead normally moves through.
-   Whether you'll add opportunities manually, import them in bulk, or create them automatically.
-   Which team members will manage opportunities.

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## **Choose How You Want to Add Opportunities**

<table><tbody><tr><td>Method</td><td>Best For</td></tr><tr><td><strong>Manual Creation</strong></td><td>Adding individual opportunities as they arise.</td></tr><tr><td><strong>CSV Import</strong></td><td>Migrating or bulk-adding existing opportunities.</td></tr><tr><td><strong>Workflow Automation</strong></td><td>Automatically creating or updating opportunities when specific events occur.</td></tr></tbody></table>

You can use one or a combination of these methods.

---

## **Create Sales Pipeline**

Setting up a new sales pipeline is a breeze, and it helps you visualize exactly where every lead stands in your sales process. Here’s how easy it is to get started:

1.  Navigate to **Opportunities**.
2.  Click **Pipelines**.
3.  Click **Create New Pipeline**.
    
    
![Step 3 of 4: Click Create New Pipeline](https://s3.amazonaws.com/cdn.freshdesk.com/data/helpdesk/attachments/production/155046582275/original/juyyLUC63RVJOoO-VFRQU5DmXJPyR1KiCw.png)

**Step 3 of 4: Click Create New Pipeline**

This screenshot accompanies step 3 of 4 in the "Create Sales Pipeline" section of "Getting Started - Setup Pipelines and Opportunities". At this point in the walkthrough you click Create New Pipeline. For context, this section explains: Setting up a new sales pipeline is a breeze, and it helps you visualize exactly where every lead stands in your sales process. Here’s how easy it is to get started. This part of the guide covers 9 fields, listed below. The next step is to fill in the details (name, stages, etc.) and click Save.
- What to click: Click Create New Pipeline.
- Fields: New Lead, Hot Lead, Booked Call, No Show, Delayed, Closed, Non-responsive, Step‑by‑Step Guide: Creating Pipelines, Understanding Pipelines
- Controls: Create New Pipeline, Opportunities, Pipelines, Save, Next,, .
- Next: Fill in the details (name, stages, etc.) and click Save.

Full procedure:

1. Navigate to Opportunities.
2. Click Pipelines.
3. Click Create New Pipeline.  <- this image
4. Fill in the details (name, stages, etc.) and click Save.

    
4.  Fill in the details (name, stages, etc.) and click **Save**.
    
    
![Step 4 of 4: Fill in the details (name, stages, etc.) and click Save](https://s3.amazonaws.com/cdn.freshdesk.com/data/helpdesk/attachments/production/155046582299/original/hosafNsbFiyMPIKTWvAwcYU_rpnev08erA.png)

**Step 4 of 4: Fill in the details (name, stages, etc.) and click Save**

This screenshot accompanies step 4 of 4 in the "Create Sales Pipeline" section of "Getting Started - Setup Pipelines and Opportunities". At this point in the walkthrough you fill in the details (name, stages, etc.) and click Save. This part of the guide covers 9 fields, listed below.
- What to fill in: Fill in the details (name, stages, etc.) and click Save.
- Fields: New Lead, Hot Lead, Booked Call, No Show, Delayed, Closed, Non-responsive, Step‑by‑Step Guide: Creating Pipelines, Understanding Pipelines
- Controls: Save, Opportunities, Pipelines, Create New Pipeline, Next,, .

Full procedure:

1. Navigate to Opportunities.
2. Click Pipelines.
3. Click Create New Pipeline.
4. Fill in the details (name, stages, etc.) and click Save.  <- this image

    

Consider customizing your pipeline stages to match your team's workflow, such as:

-   New Lead
-   Hot Lead
-   Booked Call
-   No Show
-   Delayed
-   Closed
-   Non-responsive

Want to dive deeper?

-   [Step‑by‑Step Guide: Creating Pipelines](https://docs.ghlcustomercare.com/docs/opportunities-and-pipelines/getting-started-with-opportunities/step-by-step-guide-creating-pipelines)
-   [Understanding Pipelines](https://docs.ghlcustomercare.com/docs/opportunities-and-pipelines/introduction-to-opportunities/understanding-pipelines)

**Next,** you can import your existing contacts to fill your pipeline**.**

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## **Import Contacts as Opportunities**

Got a list of contacts from an event or another platform? Great news—you can easily import them straight into your sales pipeline and turn those leads into opportunities with just a few clicks:

1.  Navigate to **Opportunities**.
2.  Click **Import**.
    
    
![Step 2 of 9: Click Import](https://s3.amazonaws.com/cdn.freshdesk.com/data/helpdesk/attachments/production/155046582317/original/Zn1BtwdZenzYQukjv876FbzvC4VGCHqg5w.png)

**Step 2 of 9: Click Import**

This screenshot accompanies step 2 of 9 in the "Import Contacts as Opportunities" section of "Getting Started - Setup Pipelines and Opportunities". At this point in the walkthrough you click Import. For context, this section explains: Got a list of contacts from an event or another platform? Great news—you can easily import them straight into your sales pipeline and turn those leads into opportunities with just a few clicks. The next step is to select Opportunities.
- What to click: Click Import.
- Controls: Import, Opportunities, Next, Start Bulk Import, Next,
- Next: Select Opportunities.

Full procedure:

1. Navigate to Opportunities.
2. Click Import.  <- this image
3. Select Opportunities.
4. Click Next.
5. Upload your file.
6. Click Next.
7. Map file columns to Opportunity fields.
8. Click Next.
9. Verify all information and click Start Bulk Import.

    
3.  Select **Opportunities**.
4.  Click **Next**.
    
    
![Step 4 of 9: Click Next](https://s3.amazonaws.com/cdn.freshdesk.com/data/helpdesk/attachments/production/155046582328/original/oC696YzN-yA3Ea80HnPh88ol08orcSJ36w.png)

**Step 4 of 9: Click Next**

This screenshot accompanies step 4 of 9 in the "Import Contacts as Opportunities" section of "Getting Started - Setup Pipelines and Opportunities". At this point in the walkthrough you click Next. For context, this section explains: Got a list of contacts from an event or another platform? Great news—you can easily import them straight into your sales pipeline and turn those leads into opportunities with just a few clicks. The next step is to upload your file.
- What to click: Click Next.
- Controls: Next, Opportunities, Import, Start Bulk Import, Next,
- Next: Upload your file.

Full procedure:

1. Navigate to Opportunities.
2. Click Import.
3. Select Opportunities.
4. Click Next.  <- this image
5. Upload your file.
6. Click Next.
7. Map file columns to Opportunity fields.
8. Click Next.
9. Verify all information and click Start Bulk Import.

    
5.  Upload your file.
6.  Click **Next**.
    
    
![Step 6 of 9: Click Next](https://s3.amazonaws.com/cdn.freshdesk.com/data/helpdesk/attachments/production/155046582334/original/XPHcPeBRLndpPjjzXVsjVhpYlJ-h34zovw.png)

**Step 6 of 9: Click Next**

This screenshot accompanies step 6 of 9 in the "Import Contacts as Opportunities" section of "Getting Started - Setup Pipelines and Opportunities". At this point in the walkthrough you click Next. For context, this section explains: Got a list of contacts from an event or another platform? Great news—you can easily import them straight into your sales pipeline and turn those leads into opportunities with just a few clicks. The next step is to map file columns to Opportunity fields.
- What to click: Click Next.
- Controls: Next, Opportunities, Import, Start Bulk Import, Next,
- Next: Map file columns to Opportunity fields.

Full procedure:

1. Navigate to Opportunities.
2. Click Import.
3. Select Opportunities.
4. Click Next.
5. Upload your file.
6. Click Next.  <- this image
7. Map file columns to Opportunity fields.
8. Click Next.
9. Verify all information and click Start Bulk Import.

    
7.  Map file columns to Opportunity fields.
8.  Click **Next**.
    
    
![Step 8 of 9: Click Next](https://s3.amazonaws.com/cdn.freshdesk.com/data/helpdesk/attachments/production/155046582343/original/M1E8UukqUVBCGW6oEBKRK5Pdqo_2pQZLRQ.png)

**Step 8 of 9: Click Next**

This screenshot accompanies step 8 of 9 in the "Import Contacts as Opportunities" section of "Getting Started - Setup Pipelines and Opportunities". At this point in the walkthrough you click Next. For context, this section explains: Got a list of contacts from an event or another platform? Great news—you can easily import them straight into your sales pipeline and turn those leads into opportunities with just a few clicks. The next step is to verify all information and click Start Bulk Import.
- What to click: Click Next.
- Controls: Next, Opportunities, Import, Start Bulk Import, Next,
- Next: Verify all information and click Start Bulk Import.

Full procedure:

1. Navigate to Opportunities.
2. Click Import.
3. Select Opportunities.
4. Click Next.
5. Upload your file.
6. Click Next.
7. Map file columns to Opportunity fields.
8. Click Next.  <- this image
9. Verify all information and click Start Bulk Import.

    
9.  Verify all information and click **Start Bulk Import**.
    
    
![Step 9 of 9: Verify all information and click Start Bulk Import](https://s3.amazonaws.com/cdn.freshdesk.com/data/helpdesk/attachments/production/155046582368/original/c6Ym2ups1E_UPGWwvQ54c8q_cCgepErDug.png)

**Step 9 of 9: Verify all information and click Start Bulk Import**

This screenshot accompanies step 9 of 9 in the "Import Contacts as Opportunities" section of "Getting Started - Setup Pipelines and Opportunities". At this point in the walkthrough you verify all information and click Start Bulk Import.
- What to click: Verify all information and click Start Bulk Import.
- Controls: Start Bulk Import, Opportunities, Import, Next, Next,

Full procedure:

1. Navigate to Opportunities.
2. Click Import.
3. Select Opportunities.
4. Click Next.
5. Upload your file.
6. Click Next.
7. Map file columns to Opportunity fields.
8. Click Next.
9. Verify all information and click Start Bulk Import.  <- this image

    

Want more details? Check out our [guide on importing contacts and opportunities via CSV](https://docs.ghlcustomercare.com/docs/contacts/bulk-actions/importing-contacts-and-opportunities-via-csv).

**Next,** you might want to manually add opportunities to fine-tune your pipeline.

---

## **Create Opportunity Manually**

Sometimes, opportunities come in one by one, and adding them manually gives you precise control. Plus, it's quick and intuitive! Here’s how you do it:

1.  Navigate to **Opportunities**.
2.  Click **Add opportunity**.
3.  Select an existing contact or enter details for a new contact.
4.  Fill in the Opportunity details (pipeline name, stage, value, etc.).
5.  Click **Create**.
    
    
![Step 5 of 5: Click Create](https://s3.amazonaws.com/cdn.freshdesk.com/data/helpdesk/attachments/production/155046582407/original/RcxPH_183Eo8JrU6o629m-oZD1Ug71KD8A.png)

**Step 5 of 5: Click Create**

This screenshot accompanies step 5 of 5 in the "Create Opportunity Manually" section of "Getting Started - Setup Pipelines and Opportunities". At this point in the walkthrough you click Create. For context, this section explains: Sometimes, opportunities come in one by one, and adding them manually gives you precise control. Plus, it's quick and intuitive! Here’s how you do it.
- What to click: Click Create.
- Controls: Create, Opportunities, Add opportunity

Full procedure:

1. Navigate to Opportunities.
2. Click Add opportunity.
3. Select an existing contact or enter details for a new contact.
4. Fill in the Opportunity details (pipeline name, stage, value, etc.).
5. Click Create.  <- this image

    

Want a thorough walk-through? See our [Step-by-Step Guide to Creating Opportunities](https://docs.ghlcustomercare.com/docs/opportunities-and-pipelines/getting-started-with-opportunities/step-by-step-guide-to-creating-opportunities).

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## **Create Opportunity by Automation**

Automating opportunity creation keeps your pipeline tidy without the extra clicks. Below is a quick-start example that fires whenever someone submits a form—followed by a note on other triggers you can swap in.

1.  **Open Workflows**  
    Go to **Automation → Workflows** in the left menu.
    
    
![Step 1 of 5: Open Workflows Go to Automation → Workflows in the left menu](https://s3.amazonaws.com/cdn.freshdesk.com/data/helpdesk/attachments/production/155053481776/original/l1zU-0UMV4Uq7-LQOGr8pWzAQ3pNAdOWZw.png)

**Step 1 of 5: Open Workflows Go to Automation → Workflows in the left menu**

This screenshot accompanies step 1 of 5 in the "Create Opportunity by Automation" section of "Getting Started - Setup Pipelines and Opportunities". At this point in the walkthrough you open Workflows Go to Automation → Workflows in the left menu. The next step is to start a New Workflow Click + Create Workflow → Start from Scratch (or pick a template you want to use).
- Where to go: Open Workflows Go to Automation → Workflows in the left menu.
- Controls: Open Workflows, Automation → Workflows, Start a New Workflow, + Create Workflow, Start from Scratch, Add a Trigger – Form Submitted, + Add New Trigger, Form Submitted, Save Trigger, +, Opportunity → Create/Update Opportunity, Pipeline
- Next: Start a New Workflow Click + Create Workflow → Start from Scratch (or pick a template you want to use).

Full procedure:

1. Open Workflows Go to Automation → Workflows in the left menu.  <- this image
2. Start a New Workflow Click + Create Workflow → Start from Scratch (or pick a template you want to use).
3. Add a Trigger – Form Submitted
4. Add an Action – Create/Update Opportunity
5. Save & Publish Toggle the Draft → Publish button (top-right). Every future form submission now drops straight into the chosen pipeline stage—hands-free.

    
2.  **Start a New Workflow**  
    Click **\+ Create Workflow** → **Start from Scratch** (or pick a template you want to use).
    
3.  **Add a Trigger – Form Submitted**
    
    -   Click **\+ Add New Trigger** and choose **Form Submitted**.
        
    -   Select the specific form that captures your lead info.
        
    -   Hit **Save Trigger**.
        
4.  **Add an Action – Create/Update Opportunity**
    
    -   Click **+** (Add action button) below the trigger, choose **Opportunity → Create/Update Opportunity**.
        
    -   Pick the **Pipeline** and **Stage** you want new form leads to appear in.
        
    -   Set **Status** to _Open_ (or another status), enter a **Value** if known, and toggle **Allow Opportunity to Move** if you want the record to update when re-entered later.
        
    -   Click **Save Action**
        
        
![Step 4 of 4: Click Save Action](https://s3.amazonaws.com/cdn.freshdesk.com/data/helpdesk/attachments/production/155053482607/original/qohmxMv7OL6XTZvbXuPyKD1GpV389ALclA.gif)

**Step 4 of 4: Click Save Action**

This animation accompanies step 4 of 4 in the "Create Opportunity by Automation" section of "Getting Started - Setup Pipelines and Opportunities". At this point in the walkthrough you click Save Action. For context, this section explains: Automating opportunity creation keeps your pipeline tidy without the extra clicks. Below is a quick-start example that fires whenever someone submits a form—followed by a note on other triggers you can swap in.
- How to confirm: Click Save Action
- Controls: Save Action, Open Workflows, Automation → Workflows, Start a New Workflow, + Create Workflow, Start from Scratch, Add a Trigger – Form Submitted, + Add New Trigger, Form Submitted, Save Trigger, +, Opportunity → Create/Update Opportunity

Full procedure:

1. Click + (Add action button) below the trigger, choose Opportunity → Create/Update Opportunity.
2. Pick the Pipeline and Stage you want new form leads to appear in.
3. Set Status to Open (or another status), enter a Value if known, and toggle Allow Opportunity to Move if you want the record to update when re-entered later.
4. Click Save Action  <- this image

        
5.  **Save & Publish**  
    **Toggle** the **Draft → Publish** button (top-right). Every future form submission now drops straight into the chosen pipeline stage—hands-free.
    

**Other Common Triggers & Quick Use Cases**

| Trigger | One-Line Use Case |
| --- | --- |
| **Customer Booked Appointment** | Auto-add prospects to “Consult Scheduled” when they book a call. |
| **Contact Tag**  | Move “Hot Lead” contacts into a closing stage the moment the tag is applied. |
| **Facebook Lead Form Submitted** | Pipe leads from FB ads into a “New Facebook Leads” stage for rapid follow-up. |
| **Payment Received** | Create an opportunity in a “Won – Awaiting Onboarding” stage once a purchase is made. |
| **Contact Created** | Start every brand-new contact in “New Lead” to ensure nothing slips through the cracks. |
| **Call Status** | Drop answered inbound calls into a follow-up stage for reps to nurture. |
| **Survey Submitted** | Route completed surveys into a qualification stage for scoring. |

**Note******:**** The action **Create/Update Opportunity** stays the same across workflows; only the **trigger** changes. Pick the trigger that best matches how (and when) a lead should appear in your pipeline.

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## **Frequently Asked Questions**

**Q. What is the difference between a pipeline and an opportunity?**

A pipeline represents your overall sales process, while an opportunity represents an individual potential deal moving through that process.

**Q. What is a pipeline stage?**

A stage represents a specific step within your sales process. Opportunities move between stages as they progress.

**Q. Do I need to use workflows to create opportunities?**

No. You can create opportunities manually, import them in bulk, or automatically create and update them using workflows.

**Q. Why isn't my opportunity appearing in the expected pipeline?**

Confirm that the correct pipeline and stage were selected when the opportunity was created. If the opportunity was created through a workflow, review the Create/Update Opportunity action configuration.

**Q. Why didn't my workflow create an opportunity?**

Verify that:

-   The workflow is published.
-   The contact met the workflow trigger conditions.
-   The Create/Update Opportunity action is configured.
-   The correct pipeline and stage are selected.

**Q. Why didn't my opportunity move to another stage?**

If you're using a workflow to update an existing opportunity, review the Create/Update Opportunity configuration and the Allow Opportunity to Move setting.

**Q. Can I import multiple opportunities at once?**

Yes. Use the Opportunities import option to upload and map opportunity data from a CSV file.

**Q.Can I manually create an opportunity for an existing contact?**

Yes. When creating an opportunity manually, you can select an existing contact and then assign the opportunity to the appropriate pipeline and stage.

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Documentation for GHL Customer Care. Support: support@ghlcustomercare.com