Pipeline reporting
The seven questions this page answers, and one decision that makes the numbers defensible.
What this page answers
Pipeline reporting goes after a specific set of questions: how many engagements sit in each stage, what the open value is, what was won and what was lost, how long the cycle takes, where it stalls, and what changed period over period.
All of those numbers are built from the stage history rather than from the current state. That is exactly why the history cannot be deleted.
A deal lands in the quarter it was won in
An engagement opened in Q1 and won in Q3 shows up in Q3's figures — not Q1's.
That apparently small decision is the difference between a report a sales lead can cite and one that has to be explained every time.
Two distinctions people ask about
"Lost" and "disqualified" are different things: the first means we competed and did not win, the second means it was never ours to win. Keeping them apart is the only way a win rate means anything.
"On hold" is not a loss either. It leaves open reporting without being counted among the losses.
Read this next
- Pipeline & opportunitiesThe stage historyEvery move is one row. It is never edited or deleted — which is what makes it worth having.
- IndicatorsThe four kinds of indicatorTwo simple questions, four names — and a name nobody can type in.
- Pipeline & opportunitiesValue and expected closeThe two fields that make pipeline value reporting possible.
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