{"id":67288,"date":"2026-02-18T08:37:31","date_gmt":"2026-02-18T08:37:31","guid":{"rendered":"https:\/\/salesdorado.com\/uncategorized\/structurer-pipeline-commercial-avec-hubspot-crm\/"},"modified":"2026-02-18T09:31:52","modified_gmt":"2026-02-18T09:31:52","slug":"sales-pipeline-hubspot-crm","status":"publish","type":"post","link":"https:\/\/salesdorado.com\/en\/crm\/crm-software\/sales-pipeline-hubspot-crm\/","title":{"rendered":"Structuring an effective sales pipeline with HubSpot CRM"},"content":{"rendered":"<p>HubSpot CRM allows you to structure a <a href=\"https:\/\/www.hubspot.com\/products\/crm\/pipeline-management\">complete sales pipeline<\/a>, from prospecting to closing, with a free base that&#8217;s already highly functional. With its Kanban view, customizable stages, mandatory properties, automation and reporting, the HubSpot platform covers the essential sales management needs of SMEs and mid-sized companies.<\/p>\n<p>In this article, we show you how to take advantage of HubSpot&#8217;s pipeline features to build a real management tool, not just a simple tracking table. With a concrete method for defining your milestones, time-saving automations and a clear point of view on what&#8217;s free and what&#8217;s not.<\/p>\n<div class=\"blocTips info-light\"><i class=\"fa fa-gift\"><\/i><span class=\"title is-5\">Try HubSpot CRM for free<\/span><br \/>\nThe HubSpot sales pipeline is available free of charge, with no time limit and no credit card required. You can create your first pipeline, customize your steps and start tracking your transactions immediately.\n<div class=\"buttons\"><a class=\"button is-normal is-info\" title=\"HubSpot CRM\" href=\"https:\/\/www.hubspot.com\/products\/crm\/pipeline-management\" target=\"_blank\" rel=\"noopener sponsored\">Try HubSpot CRM<\/a><\/div>\n<\/div>\n<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_55 counter-hierarchy ez-toc-counter ez-toc-transparent ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title \" >Sommaire<\/p>\n<span class=\"ez-toc-title-toggle\"><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/salesdorado.com\/en\/crm\/crm-software\/sales-pipeline-hubspot-crm\/#what-the-hubspot-pipeline-offers-in-concrete-terms\" title=\"What the HubSpot pipeline offers in concrete terms\">What the HubSpot pipeline offers in concrete terms<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/salesdorado.com\/en\/crm\/crm-software\/sales-pipeline-hubspot-crm\/#how-do-you-structure-your-steps-in-hubspot\" title=\"How do you structure your steps in HubSpot?\">How do you structure your steps in HubSpot?<\/a><ul class='ez-toc-list-level-3'><li class='ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/salesdorado.com\/en\/crm\/crm-software\/sales-pipeline-hubspot-crm\/#a-concrete-example-of-a-well-structured-pipeline\" title=\"A concrete example of a well-structured pipeline\">A concrete example of a well-structured pipeline<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"https:\/\/salesdorado.com\/en\/crm\/crm-software\/sales-pipeline-hubspot-crm\/#mandatory-properties-by-stage\" title=\"Mandatory properties by stage\">Mandatory properties by stage<\/a><\/li><\/ul><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-5\" href=\"https:\/\/salesdorado.com\/en\/crm\/crm-software\/sales-pipeline-hubspot-crm\/#multi-pipelines-in-hubspot-when-and-why-create-multiple-pipelines\" title=\"Multi-pipelines in HubSpot when and why create multiple pipelines\">Multi-pipelines in HubSpot when and why create multiple pipelines<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-6\" href=\"https:\/\/salesdorado.com\/en\/crm\/crm-software\/sales-pipeline-hubspot-crm\/#hubspot%e2%80%99s-time-saving-automations\" title=\"HubSpot&#8217;s time-saving automations\">HubSpot&#8217;s time-saving automations<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-7\" href=\"https:\/\/salesdorado.com\/en\/crm\/crm-software\/sales-pipeline-hubspot-crm\/#manage-your-pipeline-with-hubspot-reporting\" title=\"Manage your pipeline with HubSpot reporting\">Manage your pipeline with HubSpot reporting<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-8\" href=\"https:\/\/salesdorado.com\/en\/crm\/crm-software\/sales-pipeline-hubspot-crm\/#how-much-does-it-cost-what%e2%80%99s-free-and-what%e2%80%99s-not-in-hubspot\" title=\"How much does it cost? What&#8217;s free and what&#8217;s not in HubSpot\">How much does it cost? What&#8217;s free and what&#8217;s not in HubSpot<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-9\" href=\"https:\/\/salesdorado.com\/en\/crm\/crm-software\/sales-pipeline-hubspot-crm\/#limits-to-be-aware-of\" title=\"Limits to be aware of\">Limits to be aware of<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-10\" href=\"https:\/\/salesdorado.com\/en\/crm\/crm-software\/sales-pipeline-hubspot-crm\/#our-verdict-who-is-the-hubspot-pipeline-for\" title=\"Our verdict Who is the HubSpot pipeline for?\">Our verdict Who is the HubSpot pipeline for?<\/a><ul class='ez-toc-list-level-3'><li class='ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-11\" href=\"https:\/\/salesdorado.com\/en\/crm\/crm-software\/sales-pipeline-hubspot-crm\/#hubspot-is-for-you-if\" title=\"HubSpot is for you if \">HubSpot is for you if <\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-12\" href=\"https:\/\/salesdorado.com\/en\/crm\/crm-software\/sales-pipeline-hubspot-crm\/#look-elsewhere-if\" title=\"Look elsewhere if \">Look elsewhere if <\/a><\/li><\/ul><\/li><\/ul><\/nav><\/div>\n<h2><span class=\"ez-toc-section\" id=\"what-the-hubspot-pipeline-offers-in-concrete-terms\"><\/span>What the HubSpot pipeline offers in concrete terms<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>Before talking method, let&#8217;s set the scene. HubSpot&#8217;s <a href=\"https:\/\/salesdorado.com\/en\/crm\/sales-pipeline\/\">sales pipeline<\/a> management software is built around two views synchronized in real time:<\/p>\n<ul>\n<li>A Kanban view (board type with columns for each stage and drag &amp; drop to move deals).<\/li>\n<li>A filterable and sortable list view (table).<\/li>\n<\/ul>\n<p><img decoding=\"async\" class=\"alignnone size-full wp-image-67240\" src=\"https:\/\/salesdorado.com\/wp-content\/uploads\/2026\/02\/hubspot-gestion-pipeline-vue-kanban-scaled.png\" alt=\"\" width=\"2048\" height=\"1044\" srcset=\"https:\/\/salesdorado.com\/wp-content\/uploads\/2026\/02\/hubspot-gestion-pipeline-vue-kanban-scaled.png 2048w, https:\/\/salesdorado.com\/wp-content\/uploads\/2026\/02\/hubspot-gestion-pipeline-vue-kanban-300x153.png 300w, https:\/\/salesdorado.com\/wp-content\/uploads\/2026\/02\/hubspot-gestion-pipeline-vue-kanban-1024x522.png 1024w, https:\/\/salesdorado.com\/wp-content\/uploads\/2026\/02\/hubspot-gestion-pipeline-vue-kanban-768x392.png 768w, https:\/\/salesdorado.com\/wp-content\/uploads\/2026\/02\/hubspot-gestion-pipeline-vue-kanban-1536x783.png 1536w\" sizes=\"(max-width: 2048px) 100vw, 2048px\" \/><\/p>\n<p>The two are perfectly complementary: the board for an overview, the list for advanced filtering and exporting.<\/p>\n<p>Each deal aggregates the complete history of interactions: emails, calls, meetings, notes, tasks. The sales rep has a 360\u00b0 view of the account without leaving the deal sheet. This is a strong point of the HubSpot platform: everything is centralized natively, whereas many CRMs require third-party integrations to achieve the same result.<\/p>\n<p><img decoding=\"async\" class=\"alignnone size-full wp-image-67236\" src=\"https:\/\/salesdorado.com\/wp-content\/uploads\/2026\/02\/hubspot-gestion-pipeline-vue-tableau.png\" alt=\"\" width=\"2048\" height=\"655\" srcset=\"https:\/\/salesdorado.com\/wp-content\/uploads\/2026\/02\/hubspot-gestion-pipeline-vue-tableau.png 2048w, https:\/\/salesdorado.com\/wp-content\/uploads\/2026\/02\/hubspot-gestion-pipeline-vue-tableau-300x96.png 300w, https:\/\/salesdorado.com\/wp-content\/uploads\/2026\/02\/hubspot-gestion-pipeline-vue-tableau-1024x328.png 1024w, https:\/\/salesdorado.com\/wp-content\/uploads\/2026\/02\/hubspot-gestion-pipeline-vue-tableau-768x246.png 768w, https:\/\/salesdorado.com\/wp-content\/uploads\/2026\/02\/hubspot-gestion-pipeline-vue-tableau-1536x491.png 1536w\" sizes=\"(max-width: 2048px) 100vw, 2048px\" \/><\/p>\n<p>Mobile access is also a feature worth mentioning. The HubSpot app (iOS and Android) lets you update transactions, change stages and track the pipeline from the field.<\/p>\n<p>In addition, views can be filtered by pipeline, team, owner and time period. A manager can view only his team&#8217;s pipeline and use it directly for coaching and prioritization, without having to build a separate report.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"how-do-you-structure-your-steps-in-hubspot\"><\/span>How do you structure your steps in HubSpot?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>This is where it all comes together. Most pipelines fail not because the tool is badly configured, but because the steps are thought through from the salesperson&#8217;s point of view. &#8220;Demo performed&#8221; means nothing if the prospect has not confirmed that the solution meets their needs. &#8220;Proposal sent&#8221; has no predictive value if no one has validated the budget internally.<\/p>\n<p><strong>The fundamental principle: each step must correspond to a verifiable commitment on the buyer&#8217;s side.<\/strong> Not a sales action. This is what makes for realistic conversion probabilities and reliable forecasts.<\/p>\n<h3><span class=\"ez-toc-section\" id=\"a-concrete-example-of-a-well-structured-pipeline\"><\/span>A concrete example of a well-structured pipeline<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>Here&#8217;s what HubSpot&#8217;s 6-stage pipeline might look like, built around the progression of the buying decision:<\/p>\n<div class=\"overflow-x-scroll w-full\">\n<table class=\"table-auto w-full\">\n<thead class=\"bg-gold-500\">\n<tr class=\"text-sm\">\n<th class=\"p-2 border border-slate-600\">Step<\/th>\n<th class=\"p-2 border border-slate-600\">What it means for the buyer<\/th>\n<th class=\"p-2 border border-slate-600\">Probability<\/th>\n<\/tr>\n<\/thead>\n<tbody class=\"bg-white\">\n<tr class=\"text-sm font-light\">\n<td class=\"p-2 border border-slate-600\"><strong>New prospect<\/strong><\/td>\n<td class=\"p-2 border border-slate-600\">Prospect has expressed interest (form, incoming request, contact).<\/td>\n<td class=\"p-2 border border-slate-600\">10 %<\/td>\n<\/tr>\n<tr class=\"text-sm font-light\">\n<td class=\"p-2 border border-slate-600\"><strong>Qualified<\/strong><\/td>\n<td class=\"p-2 border border-slate-600\">The need is confirmed, the budget exists, a decision-maker has been identified.<\/td>\n<td class=\"p-2 border border-slate-600\">25 %<\/td>\n<\/tr>\n<tr class=\"text-sm font-light\">\n<td class=\"p-2 border border-slate-600\"><strong>Ongoing evaluation<\/strong><\/td>\n<td class=\"p-2 border border-slate-600\">The prospect actively evaluates the solution (demo, POC, technical exchanges).<\/td>\n<td class=\"p-2 border border-slate-600\">40 %<\/td>\n<\/tr>\n<tr class=\"text-sm font-light\">\n<td class=\"p-2 border border-slate-600\"><strong>Proposal accepted<\/strong><\/td>\n<td class=\"p-2 border border-slate-600\">The prospect has validated the content of the offer, not just &#8220;received the quote&#8221;.<\/td>\n<td class=\"p-2 border border-slate-600\">60 %<\/td>\n<\/tr>\n<tr class=\"text-sm font-light\">\n<td class=\"p-2 border border-slate-600\"><strong>Verbal commitment<\/strong><\/td>\n<td class=\"p-2 border border-slate-600\">The prospect has verbally confirmed his intention to sign.<\/td>\n<td class=\"p-2 border border-slate-600\">80 %<\/td>\n<\/tr>\n<tr class=\"text-sm font-light\">\n<td class=\"p-2 border border-slate-600\"><strong>Contract signed<\/strong><\/td>\n<td class=\"p-2 border border-slate-600\">The transaction is concluded.<\/td>\n<td class=\"p-2 border border-slate-600\">100 %<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<\/div>\n<p>The difference with a classic pipeline is subtle but fundamental. You don&#8217;t go to &#8220;Evaluation in progress&#8221; because you&#8217;ve made a demo, you go there because the prospect is actively evaluating. You don&#8217;t go to &#8220;Proposal accepted&#8221; because you&#8217;ve sent a quote, you go there because the prospect has validated the content.<\/p>\n<h3><span class=\"ez-toc-section\" id=\"mandatory-properties-by-stage\"><\/span>Mandatory properties by stage<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p><strong>HubSpot lets you define mandatory properties for each stage of the pipeline<\/strong>. This is probably the most under-used and powerful feature for guaranteeing data quality.<\/p>\n<p>In concrete terms, you can require a sales rep to fill in certain fields before advancing a deal. For example:<\/p>\n<ul>\n<li>To switch to &#8220;Qualified&#8221;, you can specify the estimated budget, the name of the decision-maker and the forecast closing date.<\/li>\n<li>To change to &#8220;Accepted proposal&#8221;, you can specify the amount of the deal and the type of offer.<\/li>\n<\/ul>\n<p>This is what HubSpot consultants call &#8220;stage gates&#8221;: checkpoints which ensure that only truly qualified opportunities move forward. They prevent the pipeline from filling up with phantom deals that artificially inflate forecasts.<\/p>\n<p><img decoding=\"async\" class=\"alignnone size-full wp-image-67268\" src=\"https:\/\/salesdorado.com\/wp-content\/uploads\/2026\/02\/hubspot-gestion-pipeline-propriete-de-controle-1-scaled.png\" alt=\"\" width=\"2048\" height=\"1033\" srcset=\"https:\/\/salesdorado.com\/wp-content\/uploads\/2026\/02\/hubspot-gestion-pipeline-propriete-de-controle-1-scaled.png 2048w, https:\/\/salesdorado.com\/wp-content\/uploads\/2026\/02\/hubspot-gestion-pipeline-propriete-de-controle-1-300x151.png 300w, https:\/\/salesdorado.com\/wp-content\/uploads\/2026\/02\/hubspot-gestion-pipeline-propriete-de-controle-1-1024x517.png 1024w, https:\/\/salesdorado.com\/wp-content\/uploads\/2026\/02\/hubspot-gestion-pipeline-propriete-de-controle-1-768x387.png 768w, https:\/\/salesdorado.com\/wp-content\/uploads\/2026\/02\/hubspot-gestion-pipeline-propriete-de-controle-1-1536x775.png 1536w\" sizes=\"(max-width: 2048px) 100vw, 2048px\" \/><\/p>\n<p><strong>HubSpot also offers conditional properties<\/strong>: the display of certain fields is triggered by the value of other properties. This helps to guide the salesperson without overloading the screen with dozens of unnecessary fields at each stage.<\/p>\n<div class=\"blocTips primary-light\"><i class=\"fa fa-lightbulb-o\"><\/i><span class=\"title is-5\">Salesdorado&#8217;s opinion<\/span><br \/>\nIn practice, 5 to 7 steps are sufficient for the vast majority of <a href=\"https:\/\/salesdorado.com\/en\/crm\/sales-cycle-stages\/\">sales cycles<\/a>. Beyond that, the pipeline becomes unreadable, and salespeople stop using it properly. It&#8217;s better to have fewer milestones, but milestones with clear passage criteria shared by the whole team.<\/div>\n<h2><span class=\"ez-toc-section\" id=\"multi-pipelines-in-hubspot-when-and-why-create-multiple-pipelines\"><\/span>Multi-pipelines in HubSpot: when and why create multiple pipelines<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>HubSpot allows you to create multiple transaction pipelines within the same <a href=\"https:\/\/salesdorado.com\/en\/crm\/crm-for-sales-definition-and-guide\/\">CRM<\/a>. Each pipeline has its own steps, probabilities, automations and required properties. It&#8217;s a valuable feature, but one that&#8217;s often misused.<\/p>\n<p><strong>The rule is simple: create a separate pipeline only when the sales stages are fundamentally different.<\/strong><\/p>\n<p>If you&#8217;re selling a self-service SaaS product on the one hand, and customized implementation projects on the other, the cycles have nothing to do with each other, and a single pipeline distorts everything. It&#8217;s the same thing if you&#8217;re managing acquisition (new business) and renewal: the decision-making logic and the people involved are different.<\/p>\n<p><img decoding=\"async\" class=\"alignnone size-full wp-image-67272\" src=\"https:\/\/salesdorado.com\/wp-content\/uploads\/2026\/02\/creer-plusieurs-pipelines-hubspot.png\" alt=\"\" width=\"2010\" height=\"1050\" srcset=\"https:\/\/salesdorado.com\/wp-content\/uploads\/2026\/02\/creer-plusieurs-pipelines-hubspot.png 2010w, https:\/\/salesdorado.com\/wp-content\/uploads\/2026\/02\/creer-plusieurs-pipelines-hubspot-300x157.png 300w, https:\/\/salesdorado.com\/wp-content\/uploads\/2026\/02\/creer-plusieurs-pipelines-hubspot-1024x535.png 1024w, https:\/\/salesdorado.com\/wp-content\/uploads\/2026\/02\/creer-plusieurs-pipelines-hubspot-768x401.png 768w, https:\/\/salesdorado.com\/wp-content\/uploads\/2026\/02\/creer-plusieurs-pipelines-hubspot-1536x802.png 1536w\" sizes=\"(max-width: 2010px) 100vw, 2010px\" \/><\/p>\n<p>On the other hand, don&#8217;t create a pipeline by salesperson, region or deal size. HubSpot&#8217;s filters make it possible to manage these segmentations without multiplying pipelines, and unnecessary multiplication makes overall reporting unreadable.<\/p>\n<p>Here are a few concrete use cases that justify a multi-pipeline:<\/p>\n<ul>\n<li>Vew business vs. renewal<\/li>\n<li>Direct sales vs. partner sales<\/li>\n<li>Short cycle (self-service) vs. long cycle (accompanied)<\/li>\n<li>Product sales vs. service projects.<\/li>\n<\/ul>\n<p>Please note: HubSpot&#8217;s free plan is limited to a single pipeline. The Starter plan allows two, and the Pro plan up to fifteen. This is a criterion to take into account when choosing your subscription.<\/p>\n<div class=\"blocTips success-light\">\n<p><i class=\"fa fa-book\"><\/i><span class=\"title is-5\">Going further<\/span><\/p>\n<ul>\n<li><a href=\"https:\/\/salesdorado.com\/en\/lead-generation\/lead-distribution-methods\/\">How do you distribute leads among your sales teams?<\/a><\/li>\n<li><a href=\"https:\/\/salesdorado.com\/en\/account-based-marketing\/tactical-commercial-negotiation-techniques\/\">7 Sales Negotiation Techniques &amp; 10 Tactics<\/a><\/li>\n<li><a href=\"https:\/\/salesdorado.com\/en\/closing\/prepare-commercial-negotiation\/\">How to prepare for a sales negotiation?<\/a><\/li>\n<\/ul>\n<\/div>\n<h2><span class=\"ez-toc-section\" id=\"hubspot%e2%80%99s-time-saving-automations\"><\/span>HubSpot&#8217;s time-saving automations<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>Pipeline automation is one of the strengths of HubSpot&#8217;s Sales Hub.<\/p>\n<p>But beware: the aim is to keep the pipeline clean and reduce manual labor, not to replace commercial judgment.<\/p>\n<p>Here are the five most useful automations in practice, in our opinion:<\/p>\n<ul>\n<li><strong>Automatic creation of tasks at stage changeover.<\/strong> When a deal becomes &#8220;Qualified&#8221;, HubSpot can automatically create a &#8220;Prepare demo&#8221; task assigned to the sales rep. Simple, but it prevents oversights and standardizes practices.<\/li>\n<li><strong style=\"font-family: ui-sans-serif, system-ui, -apple-system, BlinkMacSystemFont, 'Segoe UI', Roboto, 'Helvetica Neue', Arial, 'Noto Sans', sans-serif, 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Noto Color Emoji';\">Inactivity alerts.<\/strong><span style=\"font-family: ui-sans-serif, system-ui, -apple-system, BlinkMacSystemFont, 'Segoe UI', Roboto, 'Helvetica Neue', Arial, 'Noto Sans', sans-serif, 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Noto Color Emoji';\"> A deal that stagnates for more than 14 days with no activity (no email, no call, no meeting) triggers a notification to the salesperson and\/or his\/her manager. <\/span><\/li>\n<li><strong style=\"font-family: ui-sans-serif, system-ui, -apple-system, BlinkMacSystemFont, 'Segoe UI', Roboto, 'Helvetica Neue', Arial, 'Noto Sans', sans-serif, 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Noto Color Emoji';\">Automatic switch to &#8220;Lost&#8221;.<\/strong><span style=\"font-family: ui-sans-serif, system-ui, -apple-system, BlinkMacSystemFont, 'Segoe UI', Roboto, 'Helvetica Neue', Arial, 'Noto Sans', sans-serif, 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Noto Color Emoji';\"> After a configurable period with no activity (30, 45 or 60 days depending on your cycle), the deal is automatically marked as lost. <\/span><\/li>\n<li><strong style=\"font-family: ui-sans-serif, system-ui, -apple-system, BlinkMacSystemFont, 'Segoe UI', Roboto, 'Helvetica Neue', Arial, 'Noto Sans', sans-serif, 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Noto Color Emoji';\">Lead rotation (round-robin).<\/strong><span style=\"font-family: ui-sans-serif, system-ui, -apple-system, BlinkMacSystemFont, 'Segoe UI', Roboto, 'Helvetica Neue', Arial, 'Noto Sans', sans-serif, 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Noto Color Emoji';\"> New deals are automatically distributed to sales staff according to territory, segment or simple rotation rules. This speeds up handling time and avoids &#8220;leads falling through the cracks&#8221;. <\/span><\/li>\n<li><strong style=\"font-family: ui-sans-serif, system-ui, -apple-system, BlinkMacSystemFont, 'Segoe UI', Roboto, 'Helvetica Neue', Arial, 'Noto Sans', sans-serif, 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Noto Color Emoji';\">Manager notifications on large deals.<\/strong><span style=\"font-family: ui-sans-serif, system-ui, -apple-system, BlinkMacSystemFont, 'Segoe UI', Roboto, 'Helvetica Neue', Arial, 'Noto Sans', sans-serif, 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Noto Color Emoji';\"> When a deal exceeds a certain amount or reaches a milestone, the manager is automatically notified. Useful for coaching and ensuring that strategic opportunities receive the attention they deserve. <\/span><\/li>\n<\/ul>\n<p><img decoding=\"async\" class=\"alignnone size-full wp-image-67276\" src=\"https:\/\/salesdorado.com\/wp-content\/uploads\/2026\/02\/automtisations-hubspot-crm-scaled.png\" alt=\"\" width=\"2048\" height=\"1067\" srcset=\"https:\/\/salesdorado.com\/wp-content\/uploads\/2026\/02\/automtisations-hubspot-crm-scaled.png 2048w, https:\/\/salesdorado.com\/wp-content\/uploads\/2026\/02\/automtisations-hubspot-crm-300x156.png 300w, https:\/\/salesdorado.com\/wp-content\/uploads\/2026\/02\/automtisations-hubspot-crm-1024x534.png 1024w, https:\/\/salesdorado.com\/wp-content\/uploads\/2026\/02\/automtisations-hubspot-crm-768x400.png 768w, https:\/\/salesdorado.com\/wp-content\/uploads\/2026\/02\/automtisations-hubspot-crm-1536x801.png 1536w\" sizes=\"(max-width: 2048px) 100vw, 2048px\" \/><\/p>\n<div class=\"blocTips primary-light\"><i class=\"fa fa-lightbulb-o\"><\/i><span class=\"title is-5\">Salesdorado&#8217;s opinion<\/span><br \/>\nSimple automations (tasks, notifications, alerts) are available from Sales Hub Starter. Advanced workflows (conditional logic, complex sequences, scoring) require the Pro or Enterprise plan. Our advice: start with basic automations, which cover 80% of your needs. Don&#8217;t add complexity until you&#8217;ve mastered the basics.<\/div>\n<h2><span class=\"ez-toc-section\" id=\"manage-your-pipeline-with-hubspot-reporting\"><\/span>Manage your pipeline with HubSpot reporting<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p><strong>HubSpot provides native dashboards for analyzing pipeline performance<\/strong>. Reports can be filtered by pipeline, by team, by owner and by period, giving sales managers a fine-tuned view of activity without manipulating Excel files.<\/p>\n<p><img decoding=\"async\" class=\"alignnone size-full wp-image-67280\" src=\"https:\/\/salesdorado.com\/wp-content\/uploads\/2026\/02\/tableau-de-bord-hubspot-scaled.png\" alt=\"\" width=\"2048\" height=\"988\" srcset=\"https:\/\/salesdorado.com\/wp-content\/uploads\/2026\/02\/tableau-de-bord-hubspot-scaled.png 2048w, https:\/\/salesdorado.com\/wp-content\/uploads\/2026\/02\/tableau-de-bord-hubspot-300x145.png 300w, https:\/\/salesdorado.com\/wp-content\/uploads\/2026\/02\/tableau-de-bord-hubspot-1024x494.png 1024w, https:\/\/salesdorado.com\/wp-content\/uploads\/2026\/02\/tableau-de-bord-hubspot-768x371.png 768w, https:\/\/salesdorado.com\/wp-content\/uploads\/2026\/02\/tableau-de-bord-hubspot-1536x741.png 1536w\" sizes=\"(max-width: 2048px) 100vw, 2048px\" \/><\/p>\n<p>The <a href=\"https:\/\/salesdorado.com\/en\/revenue-operations\/sales-kpi\/\">sales performance indicators<\/a> to be monitored in priority are :<\/p>\n<ul>\n<li>The conversion rate between each stage (to identify bottlenecks).<\/li>\n<li>Average duration per stage (to identify stagnant deals).<\/li>\n<li>The weighted pipeline amount (calculated by multiplying the amount of each deal by its stage probability).<\/li>\n<li>The average sales cycle from qualification to closing.<\/li>\n<\/ul>\n<p><strong>The HubSpot platform also offers a <a href=\"https:\/\/salesdorado.com\/en\/revenue-operations\/build-sales-forecasts\/\">forecasting<\/a> tool<\/strong> where sales reps and managers can manually refine their estimates, categorizing deals as &#8220;Commit&#8221;, &#8220;Best Case&#8221; or &#8220;Pipeline&#8221;. This is a useful complement to the step-by-step automatic probabilities, allowing human judgment to be integrated into forecasts.<\/p>\n<div class=\"blocTips info-light\"><i class=\"fa fa-gift\"><\/i><span class=\"title is-5\">Try HubSpot CRM for free<\/span><br \/>\nBasic dashboards and pipeline tracking are available free of charge in HubSpot CRM. Advanced forecasting tools and AI scoring are available from the Pro plan.\n<div class=\"buttons\"><a class=\"button is-normal is-info\" title=\"HubSpot CRM\" href=\"https:\/\/www.hubspot.com\/products\/crm\/pipeline-management\" target=\"_blank\" rel=\"noopener sponsored\">Discover HubSpot CRM<\/a><\/div>\n<\/div>\n<h2><span class=\"ez-toc-section\" id=\"how-much-does-it-cost-what%e2%80%99s-free-and-what%e2%80%99s-not-in-hubspot\"><\/span>How much does it cost? What&#8217;s free and what&#8217;s not in HubSpot<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>This is an important point for clarity. HubSpot offers a freemium model where the pipeline base is already highly functional in the free version, but advanced <a href=\"https:\/\/salesdorado.com\/en\/crm\/crm-features\/\">CRM functionality<\/a> requires upgrading to the paid Sales Hub plans.<\/p>\n<div class=\"overflow-x-scroll w-full\">\n<table class=\"table-auto w-full\">\n<thead class=\"bg-gold-500\">\n<tr class=\"text-sm\">\n<th class=\"p-2 border border-slate-600\">Pipeline functionality<\/th>\n<th class=\"p-2 border border-slate-600\">Free<\/th>\n<th class=\"p-2 border border-slate-600\">Starter (\u20ac15\/month\/user)<\/th>\n<th class=\"p-2 border border-slate-600\">Pro (\u20ac90\/month\/user)<\/th>\n<th class=\"p-2 border border-slate-600\">Enterprise (\u20ac150\/month\/user)<\/th>\n<\/tr>\n<\/thead>\n<tbody class=\"bg-white\">\n<tr class=\"text-sm font-light\">\n<td class=\"p-2 border border-slate-600\"><strong>Kanban view + list<\/strong><\/td>\n<td class=\"p-2 border border-slate-600\">\u2705<\/td>\n<td class=\"p-2 border border-slate-600\">\u2705<\/td>\n<td class=\"p-2 border border-slate-600\">\u2705<\/td>\n<td class=\"p-2 border border-slate-600\">\u2705<\/td>\n<\/tr>\n<tr class=\"text-sm font-light\">\n<td class=\"p-2 border border-slate-600\"><strong>Number of pipelines<\/strong><\/td>\n<td class=\"p-2 border border-slate-600\">1<\/td>\n<td class=\"p-2 border border-slate-600\">2<\/td>\n<td class=\"p-2 border border-slate-600\">15<\/td>\n<td class=\"p-2 border border-slate-600\">15+<\/td>\n<\/tr>\n<tr class=\"text-sm font-light\">\n<td class=\"p-2 border border-slate-600\"><strong>Customize steps<\/strong><\/td>\n<td class=\"p-2 border border-slate-600\">\u2705<\/td>\n<td class=\"p-2 border border-slate-600\">\u2705<\/td>\n<td class=\"p-2 border border-slate-600\">\u2705<\/td>\n<td class=\"p-2 border border-slate-600\">\u2705<\/td>\n<\/tr>\n<tr class=\"text-sm font-light\">\n<td class=\"p-2 border border-slate-600\"><strong>Mandatory properties per step<\/strong><\/td>\n<td class=\"p-2 border border-slate-600\">\u274c<\/td>\n<td class=\"p-2 border border-slate-600\">\u2705<\/td>\n<td class=\"p-2 border border-slate-600\">\u2705<\/td>\n<td class=\"p-2 border border-slate-600\">\u2705<\/td>\n<\/tr>\n<tr class=\"text-sm font-light\">\n<td class=\"p-2 border border-slate-600\"><strong>Simple automations (tasks, notifications)<\/strong><\/td>\n<td class=\"p-2 border border-slate-600\">\u274c<\/td>\n<td class=\"p-2 border border-slate-600\">\u2705<\/td>\n<td class=\"p-2 border border-slate-600\">\u2705<\/td>\n<td class=\"p-2 border border-slate-600\">\u2705<\/td>\n<\/tr>\n<tr class=\"text-sm font-light\">\n<td class=\"p-2 border border-slate-600\"><strong>Advanced workflows<\/strong><\/td>\n<td class=\"p-2 border border-slate-600\">\u274c<\/td>\n<td class=\"p-2 border border-slate-600\">\u274c<\/td>\n<td class=\"p-2 border border-slate-600\">\u2705 (300 workflows)<\/td>\n<td class=\"p-2 border border-slate-600\">\u2705 (1,000 workflows)<\/td>\n<\/tr>\n<tr class=\"text-sm font-light\">\n<td class=\"p-2 border border-slate-600\"><strong>Forecasts<\/strong><\/td>\n<td class=\"p-2 border border-slate-600\">\u274c<\/td>\n<td class=\"p-2 border border-slate-600\">\u274c<\/td>\n<td class=\"p-2 border border-slate-600\">\u2705<\/td>\n<td class=\"p-2 border border-slate-600\">\u2705<\/td>\n<\/tr>\n<tr class=\"text-sm font-light\">\n<td class=\"p-2 border border-slate-600\"><strong>Predictive Scoring (AI)<\/strong><\/td>\n<td class=\"p-2 border border-slate-600\">\u274c<\/td>\n<td class=\"p-2 border border-slate-600\">\u274c<\/td>\n<td class=\"p-2 border border-slate-600\">\u274c<\/td>\n<td class=\"p-2 border border-slate-600\">\u2705<\/td>\n<\/tr>\n<tr class=\"text-sm font-light\">\n<td class=\"p-2 border border-slate-600\"><strong>Pipeline rules (prohibit skip stages, approval)<\/strong><\/td>\n<td class=\"p-2 border border-slate-600\">\u274c<\/td>\n<td class=\"p-2 border border-slate-600\">\u274c<\/td>\n<td class=\"p-2 border border-slate-600\">Partially<\/td>\n<td class=\"p-2 border border-slate-600\">\u2705<\/td>\n<\/tr>\n<tr class=\"text-sm font-light\">\n<td class=\"p-2 border border-slate-600\"><strong>Dashboards and reporting<\/strong><\/td>\n<td class=\"p-2 border border-slate-600\">Basic<\/td>\n<td class=\"p-2 border border-slate-600\">Basic<\/td>\n<td class=\"p-2 border border-slate-600\">Advanced<\/td>\n<td class=\"p-2 border border-slate-600\">Advanced<\/td>\n<\/tr>\n<tr class=\"text-sm font-light\">\n<td class=\"p-2 border border-slate-600\"><strong>Mobile application<\/strong><\/td>\n<td class=\"p-2 border border-slate-600\">\u2705<\/td>\n<td class=\"p-2 border border-slate-600\">\u2705<\/td>\n<td class=\"p-2 border border-slate-600\">\u2705<\/td>\n<td class=\"p-2 border border-slate-600\">\u2705<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<\/div>\n<p><em>Indicative prices excl. VAT, invoiced annually. Prices may vary according to current offers and options selected. See the <a href=\"https:\/\/www.hubspot.com\/pricing\/sales\/enterprise\" target=\"_blank\" rel=\"noopener\">official price list page<\/a> for up-to-date prices. <\/em><\/p>\n<div class=\"blocTips primary-light\"><i class=\"fa fa-lightbulb-o\"><\/i><span class=\"title is-5\">Salesdorado&#8217;s opinion<\/span><br \/>\nFor an SME just starting out, the free plan is enough to validate the method and test the interface. As soon as you need mandatory step-by-step properties and basic automations, the Sales Hub Starter at \u20ac15\/month\/user is excellent value for money. The Pro plan at \u20ac90\/month\/user is justified when you need advanced workflows, forecasting and multi-pipelines beyond two. This is often the right level for a sales team of 3 to 15 people.<\/div>\n<h2><span class=\"ez-toc-section\" id=\"limits-to-be-aware-of\"><\/span>Limits to be aware of<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p><strong>HubSpot is an excellent pipeline management tool, probably one of the best on the market for SMEs and ETIs, but it has its limits and knowing them avoids unpleasant surprises:<\/strong><\/p>\n<ul>\n<li><strong>Pipeline quality depends entirely on team discipline.<\/strong> This is the #1 limitation, and it&#8217;s not specific to HubSpot: if sales reps don&#8217;t update their deals, fill in mandatory properties or interpret milestones differently, even the best dashboards will produce misleading information. Sales governance (shared definitions, weekly pipeline reviews, training) is at least as important as technical configuration.<\/li>\n<li><strong style=\"font-family: ui-sans-serif, system-ui, -apple-system, BlinkMacSystemFont, 'Segoe UI', Roboto, 'Helvetica Neue', Arial, 'Noto Sans', sans-serif, 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Noto Color Emoji';\">The risk of over-engineering is real.<\/strong><span style=\"font-family: ui-sans-serif, system-ui, -apple-system, BlinkMacSystemFont, 'Segoe UI', Roboto, 'Helvetica Neue', Arial, 'Noto Sans', sans-serif, 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Noto Color Emoji';\"> The temptation to multiply pipelines, steps, custom fields and workflows can quickly make the whole thing opaque. We warn you against excessive complexity, which disempowers sales staff and creates side-effects that are difficult to diagnose. It&#8217;s better to have a simple, well-used pipeline than a gas factory that nobody understands. <\/span><\/li>\n<li><strong style=\"font-family: ui-sans-serif, system-ui, -apple-system, BlinkMacSystemFont, 'Segoe UI', Roboto, 'Helvetica Neue', Arial, 'Noto Sans', sans-serif, 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Noto Color Emoji';\">The most powerful features are not free.<\/strong><span style=\"font-family: ui-sans-serif, system-ui, -apple-system, BlinkMacSystemFont, 'Segoe UI', Roboto, 'Helvetica Neue', Arial, 'Noto Sans', sans-serif, 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Noto Color Emoji';\"> Advanced workflows, predictive scoring, forecasts and pipeline rules require a Pro or Enterprise plan. For a small organization on a tight budget, this can limit automation possibilities. HubSpot recommends starting with the free base and then justifying the upgrade with concrete use cases, an advice we share. <\/span><\/li>\n<li><strong style=\"font-family: ui-sans-serif, system-ui, -apple-system, BlinkMacSystemFont, 'Segoe UI', Roboto, 'Helvetica Neue', Arial, 'Noto Sans', sans-serif, 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Noto Color Emoji';\">The HubSpot pipeline does not natively handle complex quotes.<\/strong><span style=\"font-family: ui-sans-serif, system-ui, -apple-system, BlinkMacSystemFont, 'Segoe UI', Roboto, 'Helvetica Neue', Arial, 'Noto Sans', sans-serif, 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Noto Color Emoji';\"> For advanced <a href=\"https:\/\/salesdorado.com\/en\/automation\/cpq-configure-price-quote-the-complete-guide\/\">CPQ<\/a> (product configuration, multi-criteria pricing, dynamic quotes), you&#8217;ll need to use third-party tools like <\/span>DealHub or PandaDoc<span style=\"font-family: ui-sans-serif, system-ui, -apple-system, BlinkMacSystemFont, 'Segoe UI', Roboto, 'Helvetica Neue', Arial, 'Noto Sans', sans-serif, 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Noto Color Emoji';\">, which integrate well with the HubSpot platform but add a layer of cost and complexity.<\/span><\/li>\n<\/ul>\n<h2><span class=\"ez-toc-section\" id=\"our-verdict-who-is-the-hubspot-pipeline-for\"><\/span>Our verdict: Who is the HubSpot pipeline for?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<h3><span class=\"ez-toc-section\" id=\"hubspot-is-for-you-if\"><\/span>HubSpot is for you if :<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<ul>\n<li>You are an SME or ETI with a sales team of 1 to 50 people.<\/li>\n<li>You&#8217;re looking for a CRM with a solid pipeline and a fast learning curve, without a six-month integration project.<\/li>\n<li>You want a free, functional base to get you started, with the option of gradually scaling up.<\/li>\n<li>You need to align marketing, sales and customer service on a single platform.<\/li>\n<li>Your sales cycles are relatively standard (no ultra-complex CPQ).<\/li>\n<\/ul>\n<h3><span class=\"ez-toc-section\" id=\"look-elsewhere-if\"><\/span>Look elsewhere if :<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<ul>\n<li>You have highly advanced product configuration requirements (industrial CPQ, customized quotations).<\/li>\n<li>You&#8217;re already deep in the Salesforce ecosystem &#8211; it&#8217;s probably not worth migrating.<\/li>\n<li>You need complex custom objects right from the start (reserved for the Enterprise plan at \u20ac150\/month\/user).<\/li>\n<\/ul>\n<p><strong>In short:<\/strong> the HubSpot CRM pipeline is one of the most comprehensive and well thought-out on the market, with a price\/performance ratio that&#8217;s hard to beat thanks to the free base. The real challenge is never the tool, it&#8217;s the rigor with which you design your steps, train your teams and maintain the discipline of daily use.<\/p>\n<div class=\"blocTips info-light\"><i class=\"fa fa-gift\"><\/i><span class=\"title is-5\">Try HubSpot CRM for free<\/span><br \/>\nThe HubSpot sales pipeline is available free of charge, with no time limit. Create your pipeline, customize your steps and start tracking your transactions in minutes.\n<div class=\"buttons\"><a class=\"button is-normal is-info\" title=\"HubSpot CRM\" href=\"https:\/\/www.hubspot.com\/products\/crm\/pipeline-management\" target=\"_blank\" rel=\"noopener sponsored\">Try HubSpot CRM free of charge<\/a><\/div>\n<\/div>\n<div style=\"display: none;\"\n    class=\"kk-star-ratings kksr-valign-bottom kksr-align-center \"\n    data-id=\"67288\"\n    data-slug=\"\">\n    <div class=\"kksr-stars\">\n    <div class=\"kksr-stars-inactive\">\n            <div class=\"kksr-star\" data-star=\"1\">\n            <div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\" data-star=\"2\">\n            <div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\" data-star=\"3\">\n            <div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\" data-star=\"4\">\n            <div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\" data-star=\"5\">\n            <div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n    <\/div>\n    <div class=\"kksr-stars-active\" style=\"width: 0px;\">\n            <div class=\"kksr-star\">\n            <div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\">\n            <div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\">\n            <div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\">\n            <div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\">\n            <div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n    <\/div>\n<\/div>\n    <div class=\"kksr-legend\">\n            <span class=\"kksr-muted\">Qu'avez-vous pens\u00e9 de cet article?<\/span>\n    <\/div>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>HubSpot CRM allows you to structure a complete sales pipeline, from prospecting to closing, with [&hellip;]<\/p>\n","protected":false},"author":2810,"featured_media":67231,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[267,234,273],"tags":[],"class_list":["post-67288","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-building-sales-team","category-crm-software","category-revenue-operations"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.3 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>HubSpot CRM Sales Pipeline: how to structure it effectively?<\/title>\n<meta name=\"description\" content=\"How to configure the HubSpot pipeline to go beyond simple deal tracking. 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