Overview
FieldCamp's Sales Pipeline is your complete customer relationship management (CRM) system, purpose-built for field service businesses. It transforms the chaos of lead tracking into an organized, visual workflow that guides every potential customer from their first contact through becoming a loyal, active client.
The Sales Pipeline doesn't work alone—it's the first critical stage in FieldCamp's three-module system that manages your entire customer lifecycle. Understanding how these modules connect is essential to maximizing your conversion rates and revenue.
The Three-Module System
FieldCamp separates customer management into three specialized modules, each designed for a specific phase of the customer journey:
Sales Pipeline (CRM Module)
Purpose: Manage relationships and qualify opportunities
Focus: Who is this customer and are they a good fit?
Timeline: Initial contact through inspection scheduling
Key Outcome: Qualified leads ready for service evaluation
Requests Module
Purpose: Handle inspection scheduling and quote creation
Focus: What work needs to be done and how much will it cost?
Timeline: Site visit scheduling through quote approval
Key Outcome: Approved quotes ready to become jobs
Jobs Module
Purpose: Execute actual service delivery
Focus: When and how will we complete this work?
Timeline: Work scheduling through job completion
Key Outcome: Completed work and satisfied customers
How They Connect
Customer Inquiry → SALES PIPELINE → REQUESTS → JOBS → Active Client (Qualify) (Quote) (Execute) (Retain)
The Sales Pipeline feeds qualified leads into the Requests module. When a lead requires a site inspection or detailed estimate, moving them to the "Inspection" stage automatically creates a Request record. Once a customer approves the quote, the Request converts into a Job. After job completion, the customer becomes an Active Client, managed again through the Sales Pipeline for future opportunities.
What is the Sales Pipeline?
Think of the Sales Pipeline as a visual funnel that shows exactly where every potential customer stands in your sales process. Instead of scattered notes, forgotten follow-ups, and lost opportunities, you get a clear, organized view of every lead and what action they need next.
Core Functions
Lead Capture and Organization Every inquiry enters your system as a client record, regardless of source—online booking forms, phone calls, emails, referrals, or walk-ins.
Sales Process Tracking As you interact with potential customers, the pipeline tracks their progress through defined stages. Each stage represents a milestone in the sales journey, from initial contact through final conversion or loss.
Revenue Forecasting By analyzing how many opportunities sit in each stage and their estimated values, you can predict future revenue with increasing accuracy. This helps with resource planning, hiring decisions, and business growth strategies.
Performance Analytics The pipeline provides data on conversion rates at each stage, average time to close, win/loss ratios by source, and team member performance. These insights help you identify bottlenecks and optimize your sales process.
The Customer Journey Through FieldCamp
Understanding the complete journey helps you see how the Sales Pipeline fits into the bigger picture:
Phase 1: Lead Acquisition (Sales Pipeline)
Entry Points: Customers reach you through multiple channels:
Website's online booking widget
Direct phone calls
Email inquiries
Referrals from satisfied clients
Walk-ins to your office
Initial Stage: All new opportunities start in the Sales Pipeline with client stage "New Request"
Quick Actions:
Your team responds within 24 hours
Captures complete contact information
Understands basic service needs
Determines urgency level
Goal: Make a positive first impression and gather enough information to assess fit
Phase 2: Qualification (Sales Pipeline)
Key Activities:
Verify the customer is in your service area
Confirm they need services you provide
Assess budget alignment
Identify decision-makers
Determine timeline expectations
Decision Point: Does this opportunity require a site inspection for accurate pricing?
Outcomes:
Yes, needs inspection → Create Request in Requests Module
No inspection needed → Send simple quote, may skip to job
Not qualified → Keep as Lead or move to Archived with reason captured
Phase 3: Inspection & Estimation (Requests Module)
Trigger: When a client needs inspection, create a Request (automatically or manually)
Request Journey (12 stages across 3 tabs):
REQUESTS Tab (Initial intake):
New Request - Just created, needs initial review
Unscheduled - Approved but needs date/time assignment
Overdue - Scheduled date passed without completion
PIPELINE Tab (Active sales process):
Inspection Scheduled - Date set, team assigned, ready for site visit
Inspection Complete - Site visit done, creating estimate
Quote Created - Estimate prepared, ready for review
Quote Sent - Delivered to customer, awaiting decision
Converted - Customer approved! Success!
ARCHIVED Tab (Closed requests):
Lost - No Response - Customer stopped responding
Lost - Rejected Quote - Customer declined quote
Cancelled - Customer cancelled request
Duplicate - Duplicate entry or test
Critical Activities:
Schedule site visits within 48 hours
Document findings with photos and measurements
Create detailed and accurate estimates
Send quotes within 24-48 hours of inspection
Follow up after 3 days if no response
Outcomes:
Customer approves → Request stage "Converted," creates Job
Customer declines → Request stage "Lost - Rejected Quote"
No response → Request stage "Lost - No Response"
Phase 4: Job Execution (Jobs Module)
Trigger: When a customer approves a quote, the Request converts to a Job with all estimate details automatically transferred
Job Workflow:
Complete the work according to specifications
Collect payment per agreed terms
Close out the job with final documentation
Client Transformation: Upon job completion, the Sales Pipeline automatically updates the client to "Active Client" status
Phase 5: Client Retention (Sales Pipeline)
Active Client Management:
Maintain ongoing relationships through regular communication
Schedule preventive maintenance services
Offer seasonal service reminders
Request reviews and referrals
Identify upsell opportunities
Future Services: When an Active Client needs new services:
Create a new Request directly (skip initial qualification)
Fast-track scheduling due to established trust
Apply loyalty pricing or preferred customer benefits
Lifecycle Progression:
Active engagement → Active Client
12+ months without service → Inactive Client
Continued non-response → Archive after 2-3 years
Sales Pipeline Best Practices
Speed Matters Most
Industry research shows that companies responding within 5 minutes are 100 times more likely to convert leads than those responding after an hour.
Response Time Targets:
New Lead → First Contact: Under 1 hour (24 hours maximum)
Contacted → Qualified: Within 2-3 days
Qualified → Inspection Scheduled: Within 1 week
Inspection Complete → Quote Sent: Within 24-48 hours
Quote Sent → Follow-up: 3 days after sending
Don't Skip Stages
Each stage exists for a reason. Jumping from New Lead directly to Won might save time, but it increases the risk of problem customers, scope creep, and unprofitable jobs.
Acceptable Shortcuts:
Active Clients can skip initial qualification stages for repeat services
Simple jobs not requiring inspection can skip the Inspection stage
Emergency services might compress timelines but should still follow the process
Red Flag Shortcuts:
New Lead → Won without any qualification
Skipping Inspection when site visit is genuinely needed
Moving to Negotiation before understanding full scope
Capture Data at Every Stage
Minimum Documentation Per Stage:
New Lead: Source, service needed, urgency, contact info
Contacted: Conversation summary, customer needs, next steps
Qualified: Budget discussed, timeline confirmed, decision-maker identified
Proposal: Quote sent date, proposal value, terms discussed
Negotiation: Objections raised, concessions considered, new terms
Inspection: Request ID created, scheduled date, assigned team
Won: Job created, deposit collected, start date scheduled
Lost: Loss reason (critical for improvement), competitor chosen, lessons learned
Follow Up Persistently
Many deals close on the third, fourth, or fifth touchpoint. Don't give up too early.
Follow-Up Cadence:
Day 0: Initial contact made
Day 1-2: Send requested information
Day 3: Check-in call or email
Day 7: Another follow-up if no response
Day 14: Final "last chance" outreach
Day 30+: Add to long-term nurture campaign
Clean Your Pipeline Regularly
Stale leads clog your pipeline and make reporting inaccurate.
Weekly Tasks:
Review New Leads and Contacted stages
Move stalled leads to Lost or schedule next action
Follow up on Proposals sent 3+ days ago
Monthly Tasks:
Archive Lost leads older than 6 months
Review Inactive Clients for re-engagement opportunities
Analyze win/loss ratios and adjust qualification criteria
Quarterly Tasks:
Deep clean Inactive Client list
Archive non-responsive Lost leads
Update source tracking and ROI analysis
Integration with Other FieldCamp Features
Client Management Integration
The Sales Pipeline works seamlessly with FieldCamp's client management system. Every lead creates or updates a client record. All pipeline activity appears in the client's timeline. Client information auto-populates in Requests and Jobs when stages progress.
Unified View: Open any client record to see their complete history—every pipeline stage they've been in, all Requests created, every Job completed, all invoices and payments, and complete communication log.
Email and Communication
Send emails directly from client records in the Sales Pipeline. All communications log automatically to the client timeline. Use FieldCamp's Email Canvas with AI assistance for professional follow-ups. Email templates store frequently used messages for consistency.
Reporting and Analytics
Access comprehensive reports from the Reports section:
Pipeline Overview: Leads in each stage, conversion rates, revenue forecast
Source Performance: ROI and conversion by lead source
Team Performance: Individual sales rep metrics
Time Analysis: Average time in each stage, bottleneck identification
Win/Loss Analysis: Patterns in won versus lost deals
Common Workflows
Workflow 1: Online Booking Lead
Customer submits online booking form at 2 AM
Auto-creates lead (Source: online_booking)
Stage: New Lead
Email notification sent to team
Office staff reviews request next morning (8 AM)
Reviews lead details within 6 hours
Calls customer within 8 hours of submission
Stage: Contacted
Qualification conversation
Confirms service need and budget
Verifies in service area
Stage: Qualified
Inspection needed
Moves to Inspection stage
Request automatically created
Scheduling team notified
Request workflow proceeds
Schedule inspection within 48 hours
Complete site visit
Send quote within 24 hours
Customer approves
Request: Converted
Sales Pipeline: Won
Job created automatically
Stage: Active Client (after completion)
Workflow 2: Phone Call Lead
Customer calls office
Receptionist creates lead during call
Source: phone_call
Stage: New Request
Immediate qualification
While on phone, gather information
Assess fit and urgency
Scheduling decision
If inspection needed: Move to Inspection (creates Request)
If simple quote: Move to Proposal, send quote same day
Fast-track if possible
For qualified leads ready to schedule
Move to Inspection
Schedule inspection while customer is on phone
Workflow 4: Existing Client Needs New Service
Active Client calls for different service
Client already in system (Stage: Active Client)
No need to re-qualify
Create Request directly
Skip Sales Pipeline stages
Create Request from client record
Or move to Inspection stage
Streamlined process
Faster scheduling (established trust)
May offer loyalty pricing
Simplified paperwork
Maintain relationship
Continue Active Client stage
Build service history
Increase lifetime value
The Sales Pipeline in FieldCamp is more than a lead tracking system—it's a complete framework for turning inquiries into revenue. By providing clear stages, automatic workflows, and seamless integration with Requests and Jobs, it ensures no opportunity falls through the cracks.
Ready to Master Your Sales Process?
Start with these three actions today:
Set up your online booking widget to capture leads automatically while you sleep
Train your team on proper stage transitions and the Inspection → Request workflow
Commit to 24-hour response times for all new leads—this alone will dramatically increase your conversion rate