Custom fields and stages

Custom fields

Settings → Lead Fields. Add fields for anything your business needs to capture that is not already there — budget, product interest, admission year, property type.

Available types:

Sections

Group related fields into sections so the lead form does not become one long column. A section can be collapsed by default, which is right for fields only some leads need.

Conditional fields

A field can appear only when another field has a particular value. "Which course?" appears only when "Interested in" is set to Education.

Use this rather than showing everything to everyone — a form with forty fields gets filled in badly, and badly-filled fields are worse than absent ones because reports treat them as real.

Required fields

A field can be required per role. Making something required for telecallers but not for the import path is often the right answer: you want the data captured on the call, without blocking a bulk import that legitimately does not have it.

Stages

Settings → Lead Stages. Stages are the spine of your pipeline and of every funnel report.

The flags that matter

Each stage carries flags that change how the whole product treats it:

• Is entry — new leads land here. Exactly one stage should have this.
• Is working — the lead is actively being pursued. Counts toward "contacted" in reports.
• Is converted — a win. Drives conversion rate everywhere.
• Is disqualified — a loss.
• Is terminal — no further work expected; excluded from work queues.
• Requires callback — moving a lead here forces the user to schedule a callback.

Keeping it short

Five to eight stages is right for most teams. Every extra stage is a decision a telecaller has to make forty times a day, and past about ten they stop making it carefully — at which point the pipeline data stops meaning anything.

If you need more granularity, use a custom field rather than a stage. Fields describe a lead; stages describe where it is in the process.

Lead scoring bands

Settings → Lead Workflow has two thresholds that decide the Hot / Warm / Cold band shown next to every lead:

• score_band_hot_min — default 70
• score_band_warm_min — default 40

The score itself comes from the model, trained on your own conversions. See Understanding your analytics.