Sales Desk: Pipeline Review & Deal Health Monitoring
Automate sales pipeline reviews, deal health scoring, and rep coaching signals
Outcomes
- Surface at-risk deals 2 weeks before they stall
- Eliminate the Monday morning pipeline spreadsheet assembly
- Give sales managers a weekly deal health report with specific action items
- Flag closed-lost patterns so reps stop repeating the same mistakes
Before & After
Before
- Sales manager spends 2 hours every Monday pulling HubSpot data into a spreadsheet for the pipeline review meeting
- Deals go dark for weeks before anyone notices; by then the buyer has moved on
- Closed-lost reasons are vague one-liners entered months after the deal died
After
- Pipeline report auto-generates overnight with deal health scores, risk flags, and recommended next steps
- Stalled deals trigger a Slack alert to the rep and manager within 48 hours of last activity
- Weekly closed-lost digest groups patterns (pricing, timing, competitor, no decision) with specific deal examples
Workflow Map
Integrations
Exceptions Handled
- Deal marked as closed-won but missing a signed contract: flags for verification before including in forecast
- Contact associated with multiple active deals: de-duplicates and attributes activity to the most recent deal
- Rep has no active deals in pipeline: excluded from the health report rather than showing misleading zeros
- HubSpot API rate limit hit during sync: retries on a staggered schedule and alerts via Slack if two consecutive failures
- Deal stage changed manually after the report was generated: next-day report reflects the correction
7-Day Implementation Timeline
Audit existing pipeline process; document deal stages, required fields, and current reporting cadence
Connect HubSpot; map deal properties, contact associations, and activity fields to the health score model
Configure health scoring rules: stage velocity thresholds, activity recency weights, and risk flag criteria
Build the Google Sheets pipeline report template with deal cards, health scores, and trend charts
Set up closed-lost pattern analysis and wire Slack notifications for at-risk deal alerts
Parallel run: automated report generated alongside the current manual process for comparison
Go live; first automated Monday pipeline digest delivered before the sales meeting
Pricing Hint
Sales workflows typically fall within the Grow plan. Teams with 50+ active deals may need Scale.
View pricing plans →Frequently Asked Questions
Days in current stage, days since last activity (email, call, meeting), email response rate from the contact, and whether scheduled next steps exist in HubSpot. You can adjust the weights during onboarding. Book a 15-min Fit Call to review your pipeline.
Yes. The default threshold is 7 days with no activity, but you set the number per stage. Early-stage deals might allow 14 days; negotiation-stage deals might flag after 3. Book a 15-min Fit Call to configure your thresholds.
It complements HubSpot's built-in reports. The difference is that this workflow scores deals, flags risks proactively, and delivers a digest your team actually reads in Slack. HubSpot dashboards show what happened; this tells you what to do about it.
The Google Sheets report can be shared with the full team or restricted to managers. Most teams share it openly so reps can self-correct before the weekly meeting.
How It Works
Every morning, the workflow syncs your active HubSpot pipeline and scores each deal on four signals: how long it has been in its current stage, when the last meaningful activity happened, whether the contact is responding to emails, and whether there is a scheduled next step. Deals that fall below your configured thresholds get flagged, and the assigned rep gets a Slack nudge with the specific deal and a suggested action. On Monday mornings, the system compiles everything into a pipeline digest: deal health scores, stage movement from last week, risk flags, and a closed-lost pattern analysis that groups recent losses by reason.
Why It Matters
Pipeline reviews are only useful if the data is current and the signals are specific. Most sales managers spend the first hour of Monday assembling a spreadsheet, then another hour talking through deals where nobody remembers the last touchpoint. By the time a stalled deal gets attention in the meeting, the buyer has already gone quiet for two weeks. Automated health scoring catches the drift early and pushes the signal to the person who can act on it, not just the person running the meeting.
What You Get on Day Seven
By the end of implementation week, your Monday pipeline review starts with a pre-built digest instead of a blank spreadsheet. The parallel run on Day 6 compares automated scores against your manager’s gut feel to calibrate the model. From that point forward, at-risk deals get flagged within 48 hours, closed-lost patterns surface weekly, and your sales meeting focuses on strategy instead of data assembly.
Learn More
Ready to automate this workflow?
Book a 15-minute fit call. We will walk through your setup, confirm the integrations, and map out your 7-day go-live plan.
Sales Desk: Pipeline Review & Deal Health Monitoring
Book a 15-min Fit Call