Increasing Deal Velocity And Preventing Stagnant Deals

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As a Customer Success Manager at HubSpot, customers often share that their team’s pipelines either move too slowly, or are being unknowingly neglected. 

Managing multiple deals at once often leads to stagnation. Deals that should be moving or closing are getting stuck in limbo, and your team might not even notice until it's too late.

Here are three things you can set up (in less than 30 minutes) to help your team prevent deals and revenue falling through the cracks.

(1) Time Spent In Deal Stage report

This report shows the average time deals spend in each stage, showing you exactly where your pipeline is stalling. Add this to your dashboard to identify slow-moving stages and keep your deal velocity high.

(2) Stagnant Deal Notifications

Create a Workflow (video tutorial) automation that proactively notifies deal owners when an opportunity stagnates in a specific stage. For example, an internal email notification can be automatically sent to the deal owner when they have a deal in the Contract Sent stage for more than 7 days:

For the notification, you can also create a task for the deal owner or send internal email notifications to other users. 

Use the Time Spent In Deal Stage report to find your current baseline, then set your Workflow trigger to boost velocity. For example, if your report shows that deals are spending 10 days on average in the Contract Sent deal stage, you can opt to trigger the notification at 7 days.

(3) Deal Tags

Use Deal Tags to help your team scan and identify deals in the deal pipeline board based on different criteria, such as deals that are high value (e.g the green tag) or require attention (e.g the red tag). You can follow the steps here to create such tags, and popular tags include those that help to identify deals which are:

• Stagnant (deal in current stage for more than X days)
• Stale (deal created more than X days ago)
• High Value (deal amount greater than X)
• No Recent Activity in the last X days
• Urgent (expected close date less than X days from now)

A healthy pipeline isn't just about lead volume; it is also about maintaining momentum. By implementing these three simple changes, you shift your strategy from reactive management to proactive pipeline control. This small investment of time provides the visibility your team needs to prioritize effectively and ensures revenue doesn't slip through the cracks. Take thirty minutes to set these up today, and start driving your team’s deal velocity.

If you need any guidance in setting these up, do reach out to our Support Team!