A sum of deals with property known across pipelines

Smart CRM & Sales Hub Dashboards & Reporting
1

Hi,

I try to build a report where I struggle with summing up data across pipelines..

  • The goal is to build report that would show me a progress in filling up my MEDDPICC properties across 5 stages from all my 4 pipelines, break by 3 teams.
  • I do not know how to sum up data across the stages, as I do not need break by pipeline (all 4 pipeline have the same 5 stages: Proposal Presentation Held, Solution Adjustment Received, Solution Signed Off, BAFO Initiated, Verbal Agreement )

I want to see:

  • Y: Bars with names of all 5 stages (data sum from all pipelines) / how to sum up data across pipelines?
  • X: Percentage of filled in MEDDPICC properties from all open deals above certain stage (100% = all 9 known), data from all 4 pipelines / how do I approch this calculation?
  • Break by Team

Will appreciate any advice :slightly_smiling_face:

Milena

2

Hi @MTraczyk,

Do I understand you correctly that you have equally named stages across different pipelines but want these to show as one bar?

If so, that’s not possible directly. HubSpot considers these distinct, even if they have the same name. You would have to create a custom property (e.g. “Pipeline stage (for reporting)”) and use a deal-based workflow that “translates” the equally named but different deal stages into one value in this new property.

Similarly, the MEDDPICC fill rate would require an additional property, e.g. “MEDDPICC completion” (single checkbox). You would use a workflow that enrolls deals where all MEDDPICC fields are filled, then sets this new property to “True”, for example. You can of course also apply another logic.

Once you have both of these properties, you can visualize the count of deals by your “Pipeline stage (for reporting)” property, broken down by “MEDDPICC completion”.

It is not possible to add an additional breakdown by team (not just in HubSpot – in general, visually) so you would have to create one report per team.

Best regards

3

Hi @MTraczyk

If all 5 pipelines have the same stages, why have different pipelines to begin with?

I have always followed the “pipeline = sales process (steps)” approach which I understand is recommended best practice, so unless there are different steps in the process there is no need for a separate pipeline.

You might be able to group deal stages in a custom report, but I never had to try that.

The calculated property for MEDPICC % should look something like this:

(
IF([Metrics Identified] != “”, 1, 0) +
IF([Economic Buyer] != “”, 1, 0) +
…
IF([Paper Process] != “”, 1, 0)
) / 9 * 100

That would give you the MEDPICC percentage for each deal, and you can than show averages, totals, etc. in the custom report builder.

Frank