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Deal Health Monitoring

Description

Maintaining deal momentum is essential to driving sales success. This milestone sets up a system in HubSpot to monitor deal health by flagging stalled or at-risk opportunities. Automated workflows will identify deals with no recent activity, deals stuck in a specific stage, or deals at risk of exceeding their close date. Notifications and tasks will ensure sales reps take timely action to reengage prospects. A dashboard will provide visibility into deal health trends, helping managers coach their teams more effectively.

Process Summary

  1. Define Deal Health Criteria: Collaborate to determine what constitutes a stalled or at-risk deal (e.g., no activity for X days, stuck in stage Y).
  2. Workflow Configuration: Build workflows to monitor deal health and create tasks or notifications for reps to address flagged deals.
  3. Dashboard Development: Create a dashboard to track deal health metrics, such as stalled deal counts and average time in each stage.
  4. Testing and Refinement: Test the system with real deals to ensure workflows and dashboards provide actionable insights.
  5. Team Training: Train sales reps and managers on interpreting deal health metrics and taking corrective actions.

Requirements

  • Input on criteria for identifying stalled or at-risk deals.
  • Collaboration to define follow-up workflows and escalation processes.
  • Feedback during testing to refine workflows and reports.

Key Outcomes

  • Improved deal progression with timely alerts for stalled opportunities.
  • Reduced pipeline bottlenecks through proactive deal management.
  • Enhanced visibility into deal health trends for coaching and strategy adjustments.