Opportunity classifications describe the nature of the potential sale — they’re different from opportunity type (e.g. Mobile, Fixed).
They help you distinguish between what kind of deal you’re working on, making pipeline management, reporting, and forecasting much clearer.
Example classifications
Example Classifications
Here are some common classifications we recommend:
For lead records
New: New services or products.
For customer records
Additional: Products or services sold in addition to existing services or products in the customer record.
Renewal: Renewal of existing services. (Not applicable for leads, since renewals only apply to customers.)
Up-sell: Selling upgraded, new or additional services/products to an existing customer.
💡 Pro Tip: Keep the list focused. Too many overlapping classifications can make reporting messy.
Where to Configure Opportunity Classifications
You can manage classifications from:
Settings ➡️ Opportunity Classifications
From here, you can control:
Customers/Leads columns → Decide where each classification applies.
Creator → The Layer user who created the Classification.
Name & Description → What users see in the dropdown and tooltips.
Customers & Leads → Specify which record types (Lead, Customer) the classification appears against.
Creating a New Classification
1️⃣ Click New Classification
2️⃣ Enter the classification details (Name, Description, etc.)
3️⃣ Tick Enabled so it can be used
4️⃣ Assign display rules (Lead, Customer, or both)
5️⃣ Set a Default (optional, one per record type)
Enabled → Only enabled classifications can be used.
Name → Classification Name
Description
Display: Customer Opportunity → Defines whether the classification type is supported for customers.
Display: Lead Opportunity → Defines whether the classification type is supported for leads.
Default: Customer Opportunity → This is the default opportunity classification for the type, such as 'New' or 'Renewal'.
Default: Lead Opportunity → This is the default opportunity classification for the type, such as 'New' or 'Renewal'.
When users create a new opportunity, the classification dropdown will show available options, with defaults pre-filled.
How Classifications Work in Practice
Work Stacks
You can filter opportunities by classification in work stacks, making it easier to track specific types of deals.Configuration of a Workstack → Workstack Type: Opportunity
Opportunity Workstack:
Reports
Sales order reports also include the classification under the Opportunity Classification column, helping you slice performance by New, Renewal, Up-sell, etc.
Final Thoughts
Opportunity classifications make your sales pipeline easier to manage and your reporting sharper.
✅ Use them consistently for better visibility.
✅ Keep the list tidy — fewer, well-defined classifications are more effective.
✅ Revisit them periodically to make sure they still reflect your sales process.
Common Questions (FAQs)
Q. Why am I unable to remove certain classifications from the system?
Classifications can only be deleted if they are not actively linked to anything. If a classification is still associated with:
Price books
Products (e.g. Mobile Products)
Quotes or Orders
…then you won’t be able to remove it.
Q. Will I be able to delete the classifications now that they are no longer associated with price books?
Yes, once a classification has been unlinked from all price books and products, Quotes, etc., you should be able to delete it. If the system still blocks you, it means there’s another active association that needs clearing first.
🤔 If you’ve already moved details (e.g. from Classification to External SKU) and the system still won’t let you delete, it’s likely the classification is still tied to another record, such as a quote.
👉 Contact your Layer Admin, if you continue to face a blocker.
Q. How can I check where these classifications are still active?
Export the Price Book: This makes it easier to spot classifications still in use.
Sort the Classification column: In the system, click the header twice to bring related items to the top of the list.
Check Quotes or Orders: If a classification was ever applied there, it may still be preventing deletion.