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Sales & CRM
Know what is open – and what needs a push.
See what’s actually in front of you — the enquiries, the tenders and the quotes out — so you know what’s likely to land and roughly when.
Overview
The pipeline is not about making sales look fancy.
A lead in WorkGuru is a possible sales opportunity or a tender. You create one when something real turns up, and from there the lead tracker gives you somewhere to keep the pipeline and the activity against it: who you spoke to, what was said, what happens next.
How much you put in is up to you. Some businesses log every conversation. Others record almost nothing until it’s worth raising a quote. Both work — the lead tracker is there to hold the opportunity, not to make you run a sales process you don’t have.
The value shows up when you look at the whole list rather than one entry. What’s out, what stage it’s at, what it’s worth, and what that means for the next couple of months of workshop load. That’s a different question from “how did last month go”, and it’s the one that decides whether you’re chasing work or turning it away.
When a lead is won, it converts straight into a Project or a Stock Sale. The detail you captured while you were selling it carries over, so nobody re-types the job into the system on day one.
What’s inside
What you get
01
Pipeline view
See open opportunities together.
02
Lead status
Know where each opportunity is at.
03
Ownership
See who is handling what.
04
Quote connection
See which opportunities have been priced.
05
Follow-up visibility
Know which sales conversations need attention.
The reality
Why you need it
Everyone knows their own opportunities.
Nobody has a clean picture of the whole lot.
The pipeline spreadsheet is out of date.
Because updating it is separate from doing the actual sales work.
Open quotes look like future work.
Some are real. Some have been dead for months.
The workshop asks what is coming next.
You need something better than “a few things are looking good.”
How it works
How it works
01
Keep leads current
02
Move them as the conversation changes
03
Follow up what needs attention
04
Win or close them
Capabilities
What it does
Capability
Pipeline view
See open opportunities together.
Capability
Lead status
Know where each opportunity is at.
Capability
Ownership
See who is handling what.
Quote connection
See which opportunities have been priced.
Follow-up visibility
Know which sales conversations need attention.
Day to day
What it looks like on a normal day
The workshop wants to know what next month looks like.
Use the pipeline as an early view, not a promise.
Ten quotes are open.
See which ones are actually moving and which need a call.
A salesperson is away.
Someone else can see what they had open instead of starting from their inbox.
What you get out of it
What changes
Get a better view of future work.
See what may be coming before it is won.
Stop carrying dead opportunities.
Keep the pipeline current enough to be useful.
Know what needs attention.
Put follow-up against the opportunities that matter.
Share the sales picture.
Do not make future work one person’s private spreadsheet.
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Discovered their contract work wasn’t profitable.
We didn’t wanna pay 100 grand upfront for a program – but then we found WorkGuru.
Nick Mazzella, Administrator, Frontline Trays & Trailers
Fit
Will it work the way we do things?
“We do not forecast sales.”
Then don’t. A pipeline is still useful as a list of what’s currently out and what stage it’s at, without a single forecast attached. Most businesses that say this are tracking the same information anyway — in a notebook, a whiteboard, or one person’s memory. Putting it somewhere shared mostly means it survives that person taking a week off.
“Our sales are lumpy.”
Most industrial pipelines are. One tender can be worth more than the previous six jobs put together, which is exactly why an average is misleading and a list is not. Look at what’s actually out and what stage each one is at, rather than trying to smooth it into a monthly number that doesn’t describe anything real.
“We only have one salesperson.”
Then the pipeline isn’t for managing them, it’s for making sure the work they’re chasing is visible to everyone else. When the one salesperson is on site, at a supplier or on leave, somebody still needs to know what was promised, what’s due back and which tender closes Friday.
By trade
Where this gets used
Works with
Connected features
Lead Management
Keep the opportunities feeding the pipeline.
Quote Management
See the commercial work attached to those opportunities.
Client Follow-Up
Keep the next action moving.
Project Management
Turn won work into delivery.
Reporting
Look back at sales performance and outcomes.
FAQs
Sales Pipeline questions
Does the pipeline show leads and quotes?
Yes. A lead is the opportunity — the enquiry or tender you’re pursuing. A quote is the priced document you send against it. Both are visible, so you can tell the difference between work you’re talking about and work you’ve actually put a number on, which is usually the distinction that matters when you’re forecasting load.
Is pipeline value guaranteed future revenue?
No, and it shouldn’t be read that way. Pipeline value is what’s in front of you if it lands, not what’s booked. Its use is comparative — whether there’s more or less out than last month, and what’s sitting at the stage where it usually converts. Treat it as a signal about how hard to chase, not as a number for the bank.
Can opportunities be closed when they are lost?
Yes. Closing a lead as lost keeps the pipeline honest and keeps the record of what happened and why. It also means the list you’re looking at reflects live opportunities rather than everything you’ve ever enquired about, which is what makes it worth opening in the first place.
Know what might be coming next.
See how WorkGuru keeps leads and quotes visible before they become jobs.