Pipeline stage report
A pipeline's analytics show four things: how long entries stay in each stage on average, how many reach each stage and the conversion from one stage to the next, how many are won per day, week, or month, and a forecast that weights each open entry's amount by its stage's win probability. Put them on a dashboard as pipeline panels.
A pipeline's analytics show four things: how long entries stay in each stage on average, how many reach each stage and the conversion from one stage to the next, how many are won per day, week, or month, and a forecast that weights each open entry's amount by its stage's win probability. Put them on a dashboard as pipeline panels.
Requirements
- A role that can view the pipeline.
- A pipeline with stages, won and lost marked, and win probabilities if you want a forecast; see Build a pipeline.
What the analytics show
| Panel | What it answers |
|---|---|
| Time in stage | How long entries spend in each stage on average, with how many entries the average is based on. Shows where work stalls. |
| Conversion | How many entries reached each stage, in stage order, and what share of those reaching one stage went on to the next. |
| Velocity | How many entries reached a won stage in each day, week, or month. |
| Forecast | For entries still in open stages: how many there are, and the sum of each one's amount multiplied by its stage's win probability. |
A worked example
An advisory firm's pursuits pipeline shows an average of 21 days in Proposal against 4 in Qualified, and only a third of pursuits that reach Proposal go on to Negotiation. The partners move their attention to proposals. The forecast tells them what the open pursuits are worth, weighted by how far along each one is.
Putting it on a dashboard
Add pipeline panels to a dashboard next to ordinary reports; see Build a dashboard. For counts and totals grouped by stage, such as open deal value per stage, build an ordinary report grouped by stage; see Build a report.
Notes and limitations
- The forecast needs probabilities and an amount. Stages without a win probability add nothing to it, and the collection needs an amount field.
- History comes from stage moves. Time in stage and conversion are built from the stage history each entry keeps as it moves.
- One pipeline at a time. Analytics cover a single pipeline; a collection with several pipelines has analytics for each.
- The first stage has no conversion rate. There is no earlier stage to compare it with.
Related
For how reports work in general, see How reports work.