A sales pipeline shows where individual opportunities sit in the sales process. Stages describe progress towards a sale and can be tracked in a customer relationship management system. Moving an opportunity between stages should reflect agreed criteria, rather than an adviser’s general impression. Source: Salesforce: Sales pipelines

Use stages the team can recognise

An agency might use enquiry received, requirements confirmed, quote sent and decision pending before recording a booking or a closed enquiry. Define what evidence is needed for each move. Clear definitions help colleagues read the same record consistently.

Make the next action visible

Record an owner, next action and due date for each open enquiry. Review items with no recent activity and decide whether to follow up or close them with a reason. This gives the meeting a practical outcome instead of simply counting everything still marked open.

Written and updated by Travelgenix. Sources checked on 19 October 2026. Practical advice and examples are Travelgenix editorial guidance.