With the fundamentals clear, you can now translate your sales approach into a structured setup inside Tribe. In this step, you define how deals move forward, how relationships are categorised, and which information is captured along the way.
Things looking a little different? We're rolling out a new interface, and your account may already have it! If the steps here don't match what you're seeing, head over to How Do I Use the Tribe's New Layout - Tabbed UI? for the updated version of this guide.
Table of Contents
Define your sales process — including Lead Management
Define commercial relationship types
How to use and define sales pipelines
Define sales phases
Define opportunity detail fields
Review and create automations — including lead automations
1. Define your sales process
Before defining your sales process, consider one question first: do you want inbound leads to land in Tribe? The Lead Activity is active by default and gives your team a simple, separate pipeline for capturing and qualifying inbound contacts — before they ever enter your formal sales funnel. You don’t need to build this pipeline yourself; the standard Lead Activity is ready to use out of the box. Decide which fields and automations make sense for your team. If you don’t work with inbound leads, simply deactivate the Lead Activity in your module settings.
With that decided, map the main stages your opportunities go through, from first contact to closing. Keeping this simple at the start helps your team align quickly and makes future improvements easier.
Watch: Define your sales process
2. Define commercial relationship types
Next, you decide which commercial relationship types you truly need and how they will be used. By aligning them with your team’s daily work, you ensure they will be applied consistently.
Note: The Lead and Individual Lead relationship types have been replaced by the Lead Activity. When configuring your relationship types, you no longer need to include these in your setup.
3. How to use and define sales pipelines
Pipelines structure how revenue flows through your organisation. Most teams use a single pipeline, but separate pipelines can help when sales processes truly differ.
The goal is to choose the structure that best reflects how you track revenue.
4. Define sales phases
Sales phases translate your process into visible milestones. Each opportunity moves through these stages, giving your team shared visibility on deal progress and next steps.
Read: Define sales phases
5. Define opportunity detail fields
Opportunity fields determine which information is captured for each deal. By configuring only what truly matters, you ensure opportunities stay clear, relevant, and easy to use.
6. Review and create automations
Finally, you review where automation can support your process. Automations help reduce manual work, keep data consistent, and ensure opportunities don’t stall.
Lead automations: In addition to opportunity automations, Tribe includes pre-built automations for the Lead Activity. These are configured separately under Configuration → Activities → Lead → Automations. Review and enable these before your team starts working with leads.
Quick Summary
By completing Step 2, your system now reflects how your team actually sells. Next, you prepare what you sell.
Continue to the next step: Configure what you sell