Plan your Kommo setup

What you’ll need:

• Any Kommo plan (Base, Advanced, Pro, Enterprise, or 14-day trial)

• Admin access for workspace-wide settings

• A clear example of how a real inquiry becomes a completed sale

Keep in mind:

• Plan one main workflow first instead of configuring every team, product, and channel at once

• Your first setup can be improved after your team starts using it

A simple plan helps you avoid unnecessary stages, duplicate fields, and automations that do not match your real process. Before changing settings, decide how leads enter Kommo, what information your team needs, and what should happen at each step.

Outcome

By the end of this guide, you will have a short setup plan covering:

• Your main business goal

• Your first lead source

• Your pipeline stages

• The information your team needs to store

• User responsibilities

• One workflow to test from start to finish

Who should complete this

The person responsible for configuring the workspace should complete this plan with input from the people who manage leads every day. This is usually an Admin, sales manager, business owner, or implementation lead.

1. Choose the first problem to solve

Start with one clear result. For example:

• Respond to new messages faster

• Stop losing leads from website forms

• Replace a spreadsheet with a shared sales process

• Make follow-ups visible to the whole team

• Track where deals slow down

Avoid using a broad goal such as “set up the CRM.” Choose a result you can test.

You’re done when: You can describe the first problem in one sentence and explain how you will know it is solved.

2. Choose how leads will enter Kommo

Select the source that brings your business the most important inquiries today. This can be a messaging channel, email, website form, advertising platform, import, or manual entry.

Choose the setup path that matches your business.

You’re done when: You have selected one primary lead source for the first setup.

3. Map the client journey

Write down the main steps a client passes through from the first inquiry to the final result. Focus on changes in the client’s status, not every task your team performs.

Example:

New inquiry → Contacted → Needs confirmed → Offer sent → Decision

For each step, define:

• What must be true before a lead enters the stage

• What your team should do next

• What must happen before the lead moves forward

You’re done when: Each stage has a clear purpose and two teammates would move the same lead in the same way.

4. Decide what information matters

List only the information your team uses to make decisions, personalize communication, assign work, segment leads, or report on results.

Separate the list by record type:

• Lead: Opportunity details, expected value, product or service, source, next step

• Contact: Person’s name, phone, email, preferred contact method

• Company: Organization name, industry, website, address, account details

Learn how to choose what information to store.

You’re done when: Every planned field has a clear owner and a reason to exist.

5. Define team responsibilities

Decide who will:

• Review new leads

• Own each lead

• Reply to clients

• Create and complete follow-up tasks

• Move leads through stages

• Update workspace settings and automations

You’re done when: Each important action has one responsible role, even if one person fills several roles.

6. Choose one automation for later

Do not automate the full process yet. First, identify one repetitive action that has a clear trigger and result, such as creating a task when a lead enters a stage.

Configure it only after the manual workflow has been tested.

You’re done when: You can describe the automation as “When this happens, Kommo should do this.”

7. Prepare a test scenario

Choose one realistic example that your team can process before launch. Include:

• Where the lead comes from

• What information should appear

• Who should receive it

• Which stages it should pass through

• Which task or message should be created

• What the final result should be

You’re done when: Someone who did not configure the workspace can follow the scenario and confirm whether it works.

Your setup plan

Next step

Use your plan to set up your first sales pipeline.