Pipeline Health and Deal Gaps

You know when someone (like a coworker or child) walks into a room and you can immediately tell that they're sick? You take careful measures to care for that individual so they will improve (and protect yourself). 

A weak Pipeline is a lot like a sick coworker. They lag behind and struggle to make progress.

Your Deals must be tended to in order to stay nice and healthy. 

Deals' Pipeline Health provides the visual awareness to know when your Pipeline is at risk. The Pipeline Health uses Deal Gaps, which are set by an admin, to determine what symptoms at-risk Deals may exhibit. 

Once Deal Gap rules have been set up, the values will roll up for the team or by rep. The Dashboard itself will also highlight Gaps for each Deal so you can quickly identify problems in your Pipeline.

In this article, you will how to keep track of your team's collective Pipeline Health, including: 

• Pipeline Health Bar
• Pipeline Team Analytics
• Deal Gaps in Pipeline View

Pipeline Health Bar

The Pipeline Health Bar is the visual representation of your Pipeline's health. You can find the bar in the upper right corner of the Opportunities Dashboard, below the filters. 

The Health Bar is divided into four tab-like buttons, or pills, that represent a health segment. Each pill contains the number of Deals that fit the segment and the total dollar amount those Opportunities account for. 

The numbers shown will fluctuate based on the filters set for the Opportunities Dashboard. The pills themselves also act as filters. If you select one pill, the Pipeline View will show only the Deals applicable to that pill. 

Let's break down each pill. 

White Pill - Totals

The first pill shows the total number of Deals represented in the Deals column. This number will change based on the filters that are set.

This pill acts as the default setting. If you select the different pill filters, click the white pill to revert back to the total number of Deals. 

Green Pill - Stable

Second on the Pipeline Health Bar, you will see the green pill. The green pill represents the number of Deals that have zero or very few risk factors based on those determined by your team's Gap Settings. 

Deals that fall into this category are deemed "healthy" or in good standing. 

Yellow Pill - Needs Attention

The third tab on the Pipeline Health Bar is the yellow pill. The yellow pill indicates that the minimum number of risk factors have been identified on a Deal.

Deals that fall into this category are deemed in need of attention. You can see which fields are causing the risk in the Pipeline View's Deal Gaps column. 

Red Pill - Critical

The last tab on the Pipeline Health Bar is the red pill. The red pill indicates that the maximum number of risk factors has been met or exceeded by a Deal.

Deals that fall into this category are deemed critical. You can see which fields are causing the risk in the Pipeline View's Deal Gaps column. 

Pipeline Team Analytics

The Team button opens the Team Analytics to show the Pipeline Health breakdown by rep. You can access the Team Analytics by click the Team button located in front of the Pipeline Health Bar. 

When you open the Team Analytics, the Team button will turn blue and a dropdown will appear. The Team Analytics dropdown shows the Pipeline Health Bar for each rep based on the Opportunities that they own. 

Deal Gaps in Pipeline View

You can keep track of Deals in the Pipeline View in the Deal Gap column. The Deal Gap number will increase or decrease with each Deal Gap that is created or removed. 

Things to Note: In order to view the Deal Gap column in your Pipeline View, the column must be enabled in Manage Columns. 

Each time a Deal Gap is met within a certain field, the Deal Gap notification icon will appear in the cell. 

In the Deal Gaps column, hover over the number of Deal Gaps to see which fields currently have Deal Gaps.