Detailed Tracking for Deal Movement at Your Fingertips

repo_feature_post_new

One of the great benefits of pipeline visibility is the fact that you can see trouble brewing before it becomes a disaster. At Pipedrive we place great stock in forecasting, predictability and being able to course-correct mid-stream. To do this a sales manager needs information and he or she needs a lot of it. Of course, it’s not all negative. Confidence in your statistics brings the peace of mind that you have the facts and stats needed to have complete confidence in your forecasting.

As a former sales manager, I know that simply seeing which deals have been opened or closed is just the beginning. We need to know how open deals are being managed, hence this new statistics release.

See what drives deals through your pipeline stages

Your business most likely has a key stage, maybe even more than one. When I worked as a sales manager, the ‘Proposal Sent’ stage was the one. It usually meant the client was definitely committed and would almost certainly end up buying, even though there were still several pipeline stages to go through before we marked the deal as won. As our sales cycle took up to six months, it was important to see how deals were moving between stages, but with so many deals flying around it was almost impossible to keep track of this movement without help. Remembering where a deal was last week or the week before, when looking at 50 deals just wasn’t possible, but I needed information on how deals were moving, not just which deals had been closed. Thus the Deal Stages view.

Pasted image at 2017_01_16 03_18 PM

What does this mean for my business?

By tracking deal movement through the stages of the pipeline you develop insight into the drivers behind your results. You can identify the key stages in your sales cycle and see what makes them happen. On the other side of the coin, you can also see where roadblocks exist and quickly spot whether your pipeline is healthy or not.

A healthy pipeline means that deals are closing regularly and enough new deals are being started to maintain that closing rate. This information is available in almost any CRM. But it’s what happens in the middle that matters, which is why we feel the Deal Stage progress is such a key metric. We’ve taken a sales manager’s approach to statistics and believe this data will benefit managers immensely.

The finer details

This new Deal Stage Progress view lets you see deal movement by stage, by stage over time, by users, and by users over time. The great thing is that all deals are under consideration here. No matter their start date or open or closed status.

So let’s look at a practical example:

In my monthly sales meeting, I want to see how many deals we moved into the ‘Proposal Sent’ stage in the last two weeks of the month. Unfortunately, it looks like we haven’t moved nearly enough deals to maintain our closing rate and hit target. So now I look at which salespeople moved the deals and which ones failed to do so. Say it clearly shows that only half my team have been moving enough deals. I can now take corrective measures while the situation can still be saved — rather than realizing two months down the line that we weren’t taking the actions to move deals quickly enough when it is way too late to fix the issue.

This ability to forecast accurately is as good as money in the bank to a sales manager.

Pipedrive statistics, features, sales intelligence

How do I get it?

The view should already be available in your stats section on Pipedrive. Simply go here and start exploring.

As always, our support team is on hand to answer any questions.

Happy closing.

Join Pipedrive CTA

Hard Perk

Pipedrive Product Manager

  • The transaction value of 30 RUB
    This report 30 USD!

    The report does not convert currency.
    In support of the written – no answer…

  • Florian Tietz

    No chance to filter how many deals were going from step 1 into step 3 without moving to step 2.

    You understand? What would be interesting is to see number of deals:

    Step 1 -> Step 2
    Step 1 -> Step 3
    Step 2 -> Step 3

    and so on. This is what i like to see in this statistics….Is it possible to set up?

    • Hard Perk

      Hey,
      Currently there is no chance to filter it out like that. It may happen some time soon you can filter those deals out in the deals listview.
      One of the next reports published will be Deal velocity, indicating deal spent time per stage. That will help tracking if there are stages that are often skipped and will point out the ones we tend to be stuck…
      Would be really interesting to hear your specific use case – why do you skip stages and want to keep track on it?

      • Florian Tietz

        Hi,

        thanks for your reply.

        Of course i will give you insights of our usecase to skip some stages.

        We are using Pipedrive together with our partner companies. And we work in collaboration with them on our tasks. Means: The deals are owned by our partners. We are the technical partners who are making the onboarding for their customers. Sometimes our partners interfere our processes and do some stage movings. To show up this interfere to the bosses of our partners, and to control our team, if they are working correctly in our processes, we need this feature to track the stage movings.

        Hope you understand our usecase.

        If you need deeper insights, just ping me 😉

        Warm regards

        Flo

  • Eric Alan Hill

    What does “Average Time Until The Stage Reached” mean? I have a value of 31 days, but it is the first stage in my pipeline where deals are created into. Also, is this field cumulative from the start of the pipeline, or from the previous stage (assuming the former).

    • Hard Perk

      Hey,
      It’s the number of days from deal creation date. In most cases it should be zero for the first stage, yes.
      We’ll investigate why it’s not like that for some…

    • Hard Perk

      Hey again, we have checked it and the data all looks correct. In those cases that I had access to, deals had been carried from one pipeline to the other. As I suspected. And that’s why it shows it took certain days to reach the (first) stage…
      Please ping me if it’s not the reason in your case and we will take a look.
      Happy closing!