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
- 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).
- Workflow Configuration: Build workflows to monitor deal health and create tasks or notifications for reps to address flagged deals.
- Dashboard Development: Create a dashboard to track deal health metrics, such as stalled deal counts and average time in each stage.
- Testing and Refinement: Test the system with real deals to ensure workflows and dashboards provide actionable insights.
- 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.