Is your sales pipeline a smooth, flowing river, or a stagnant pond? Identifying and addressing stalled deals is crucial for maximising revenue and maintaining a healthy sales process. HubSpot's "Date entered current stage" and "Time in current stage" deal properties, now available in all pro-level subscriptions, offer powerful tools for pinpointing bottlenecks and prioritising your efforts.
This step-by-step will walk you through leveraging these features to transform your pipeline management, turning potential losses into closed deals.
A quick explanation before we begin:
- "Date entered current stage": Provides a timestamp of when a deal transitioned into its current pipeline stage.
- "Time in current stage": Calculates the duration a deal has remained in its current stage.
How-to create a single object stalled deal report:
Provides a high-level view of pipeline health.
- Go to Reports > Create custom report.
- Select Single object and choose Deals.
- In the Filters section, add a filter based on "Time in current stage" (e.g., "Time in[specific stage]is greater than[X days]").
- Customise the report with relevant properties (Deal name, Amount, Sales representative).
- Save the report for ongoing monitoring and analysis.
How-to create a single object stalled deal report by stage:
Identify which pipeline stages are prone to deal stagnation.
- Follow the initial steps for creating a custom deals report from above.
- Filter for stalled deals using the "Time in current stage" property.
- In the Visualise section, choose a chart type (bar or pie chart).
- Drag the Deal stage property to the "Group by" field.
- This visual representation shows the number of stalled deals per stage, highlighting problem areas.
We've explored how to wield HubSpot's "Date entered current stage" and "Time in current stage" properties but the true value lies in how you use this to reshape your sales strategy.
Consider this: are stalled deals merely anomalies, or are they symptoms of deeper systemic issues? Do they reveal flaws in your sales process, gaps in your understanding of the customer journey, or perhaps even misalignment between your sales and marketing efforts? If you need help figuring this out, reach out to BabelQuest.
