Configure the Setting/Closing Pipeline

Goal

Configure your complete sales pipeline in Metrikia: from receiving a lead (setting) through deal closure and payment tracking (closing). This guide covers both dashboards and how they interact.

The Setting/Closing model separates the sales process into two phases: the setter qualifies leads and books appointments, the closer runs the appointments and closes deals. This separation lets you measure each role's performance independently.

Part 1: The Setting Dashboard (Lead Qualification)

Setting is the first phase of your pipeline. This is where leads are sorted, qualified, and converted into appointments.

Lead statuses

Metrikia uses a progressive status pipeline:

To move a lead forward, open their profile in CRM > Leads and use the sidebar actions. Every status change is tracked for performance analysis.

Lead assignment rules

Automatic assignment distributes new leads among your setters. Three modes are available:

Round-robin

Each new lead is assigned to the next setter in line. Simple and fair.

1. Go to CRM > Settings > Assignment rules
2. Select Round-robin
3. Add the setters to the rotation
4. Enable the rule

Weighted

Leads are distributed proportionally to each setter's capacity.

1. Same path as above, select Weighted
2. Assign a weight to each setter (e.g., senior = 3, junior = 1)
3. A setter with weight 3 receives 3x more leads than one with weight 1

Manual

No automatic assignment. Leads remain unassigned until manual action.

Pro tip: Start with round-robin, then switch to weighted once you identify your top-performing setters. Use the qualification rate per setter to adjust weights.

Activity tracking

The Setting dashboard displays KPIs for each setter:

• Assigned leads vs Contacted leads (pick-up rate)
• Qualified leads / Contacted leads (qualification rate)
• Appointments booked / Qualified leads (booking rate)
• Average delay between assignment and first contact

Part 2: The Closing Dashboard (Deal Management)

Closing takes over when a lead has a confirmed appointment. This is where deals are created, negotiated, and closed.

Appointment management

When a setter books an appointment for a qualified lead:

1. The setter creates the appointment from the lead profile: Actions > Schedule appointment
2. They select the assigned closer and propose time slots
3. The closer receives a notification and confirms the slot
4. The appointment appears in the Closing dashboard

Creating deals

After the appointment (or during), the closer creates a deal:

1. From the lead profile or appointment: Actions > Create a deal
2. Fill in the deal information: , Deal name: Identifier for tracking , Deal lines (DealLines): Products or services proposed, each with its price , Total value: Automatically calculated from the lines
3. The deal is automatically linked to the lead and original ad source

Deal statuses

Moving to Won status is the critical event: it triggers the offline conversion loop-back to the source ad platform and updates your real ROAS.

Payment tracking

For installment sales, Metrikia manages scheduled payments:

1. Open the won deal
2. In the Payments section, click Add a payment
3. Enter the amount, date, and status (scheduled, received)
4. Metrikia tracks the total received vs the total deal value

Each payment (DealPayment) is tracked individually. You can see the actual collection rate in the Closing dashboard.

Pro tip: Set up an automatic reminder when a scheduled payment is not marked as received after 7 days. This prevents silent defaults.

Configuring pipeline stages

To customize your pipeline stages:

1. CRM > Settings > Pipeline
2. You see two sections: Setting and Closing
3. For each section, you can: . Rename existing stages . Add intermediate stages . Define required fields per stage . Configure automatic actions (notifications, assignments)

Recommendations

• Don't multiply stages: 4-5 stages per phase are enough. Too many stages slow down your teams.
• Make transitions clear: Each stage transition should correspond to a concrete action by the setter or closer.
• Measure time per stage: If a lead stays in "Contacted" for over 48 hours, that is a warning signal.

Key pipeline metrics

Setting

• Speed-to-lead: Time between lead creation and first contact
• Qualification rate: % of contacted leads that become qualified
• Booking rate: % of qualified leads that book an appointment

Closing

• Close rate: % of appointments that result in a won deal
• Average deal value: Average amount per won deal
• Sales cycle: Average time from first contact to won deal
• Collection rate: Amount actually collected / Total won deal value

Pro tip: The most revealing ratio is the full acquisition cost: ad spend + setter and closer salary costs / number of won deals. Metrikia calculates the ad spend part automatically, add your salary costs for the complete picture.