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Opportunity Settings is where admins configure everything that shapes how opportunities work across your workspace — which fields appear, how your pipeline is structured, what has to happen before a deal can move stages, and how deal health gets measured.

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Where to Find It

  1. Click the Settings icon in the bottom-left corner
  2. Select Opportunity Settings from the sidebar
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Six tabs sit across the top: Fields, Pipeline, Stage Checklist, Won/Lost Reasons, Risk, and Health.

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Fields

The Fields tab controls which fields appear on every opportunity form and detail page. Default Fields shows your 7 built-in fields, each with two independent toggles: Click + Add Field to create a custom field beyond the defaults — you’ll set its section, field type, and required status, and can configure field-level permissions per role at the same time.

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Pipeline

The Pipeline tab is where you build your sales process itself:
  1. Click Add Pipeline to create a new pipeline
  2. Click into a pipeline to view and manage the stages inside it
  3. Click Add Stage to add a stage, and mark whether it should count toward forecast consideration

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Stage Checklist

Use Stage Checklist to require certain conditions before a rep can move an opportunity to the next stage:
  1. Select a pipeline
  2. Click Add Checklist
  3. Enter the checklist question, the opportunity field it checks, a condition operator, and a condition value
  4. Toggle Active and Required for the checklist item
This blocks a stage change until the required criteria are satisfied.

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Won/Lost Reasons

Define the reasons reps choose from when they close a deal:
  1. Select a pipeline
  2. Click Add New under either Won Reason or Lost Reason
  3. Edit a reason using the pen icon, or delete it with the trash icon
These reasons appear when a rep marks an opportunity Won or Lost from the opportunity detail page.

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Risk

Turn on the risk signals you want tracked across your pipeline:
  • Stage-based risk
  • Risk based on a past close date
  • Risk based on an upcoming close date
  • Risk based on no conversation
  • Risk based on no activity
  • Risk based on contact roles
Click Save Settings once you’ve activated the ones relevant to your team.

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Health

Choose how your team measures deal qualification — MEDDPICC, MEDPIC, or BANT. This is a workspace-wide setting, so every rep scores opportunity health the same way.