How this chart works
Each bar shows the number of deals in each pipeline stage at the end of that month, using HubSpot's actual stage entry date for each stage across all deals — open, closed won, and closed lost.
A deal is placed in the stage it occupied at the end of each month based on its real transition history, not just its current stage today. Deals that moved through multiple stages during the year appear correctly in each stage for the months they were there.
Closed Won and Closed Lost accumulate cumulatively by close date.
Closed Lost is hidden by default — click it in the legend to toggle it on.
Pipeline Value by Stage per Month ($)
How this chart works
Each bar shows the total dollar value of deals in each pipeline stage at the end of that month, using HubSpot's actual stage entry date for each stage across all deals — open, closed won, and closed lost.
A deal is placed in the stage it occupied at the end of each month based on its real transition history. Deals that progressed through multiple stages during the year appear correctly in each stage for the months they were there.
Closed Won and Closed Lost accumulate cumulatively by close date.
Closed Lost is hidden by default — click it in the legend to toggle it on.
Pipeline Flow — New Deals In vs Closed Lost by Month
Deal count flow — above: new deals entered stage · below: closed lost & won
How this chart works
Above the zero line: deals that entered each stage during that month, using HubSpot's stage entry date for each stage. This includes all deals — open, closed won, and closed lost — so deals that moved quickly through a stage and continued forward are fully counted.
Below the zero line: deals that closed lost (red) or closed won (green) during that month.
Pipeline value flow ($) — above: new value entered stage · below: closed lost & won
How this chart works
Same as the count chart but measured in dollar value.
Above the zero line: total dollar value of deals that entered each stage during that month, across all deals — open, closed won, and closed lost.
Below the zero line: dollar value of deals that closed won (green) or closed lost (red) during that month.
Comparing the inflow value of early stages to the Closed Won value below the line shows whether the pipeline is converting at pace or accumulating without converting.
Average Days in Each Stage — Currently Open Deals
How long open deals have been sitting in their current stage on average
Pipeline Health
Open Pipeline by Stage — $9.53M / 316 deals
Estimate Sent holds $4.05M across 113 deals — the heaviest bucket. Worth monitoring dwell time before deals reach Verbal Agreement.
Monthly Bookings Trend — YTD 2026
3-month consecutive decline: March peak $658K → June $108K. Sharpest trendline in this review.
Velocity & Conversion
Win Rate — Count vs. Dollar Value
By Deal Count
37.6%
124 won of 330 resolved
By Dollar Value
17.2%
$2.0M won of $11.6M resolved
The gap is the story. Smaller deals close well — but larger deals are lost more than 2× as often. The blended 37.6% hides a conversion problem at higher deal sizes.
New Pipeline Created — YTD 2026
April $7.18M spike (226 deals) is 5–6× every other month. Likely a bulk import — confirm before using as a baseline.
Individual Performance
YTD Bookings by Rep (Closed-Won $)
Rep Scorecard — Quota-Carrying Reps Only
Rep
Closed Won
Open Pipeline
Win Rate
Coverage
Jen Free
33 won · 170 open
$802K
$3.50M
32.4%
4.4×
Joseph Turner
23 won · 99 open
$396K
$2.64M
53.5%
6.7×
Mick Warncke
13 won · 32 open
$351K
$1.62M
37.1%
4.6×
Peter Roehl
1 won · 27 open
$99K
$1.13M
33.3%
11.4×
Jeff Lange
2 won · 38 open
$53K
$1.43M
25.0%
27.0×
Grant Scelzi
0 won · 14 open
$0
$394K
0%
—
Turner converts 53.5% — highest on the team. Grant has real pipeline but zero YTD conversions — needs a coaching conversation, not just a leaderboard.
Pipeline Hygiene & Top-of-Funnel
Hygiene — Data Quality Signals
85
Open deals, past close date
$1.39M in stale pipeline — each needs a stage update or disqualification
45
Open deals, no dollar amount
Invisible to any pipeline-coverage or forecast calculation
Track both counts monthly. Rising numbers mean the $9.53M total is getting less trustworthy — not more.
BDR Metrics — YTD 2026
BDR
Meetings
Calls
Emails
→ Deal
Ernest Mendoza Jr.
187
5,544
33,701
1 (0.5%)
Kortnee Hardee
38
1,826
35,642
0 (0%)
Only 1 of 225 YTD meetings traces to a deal record. Meeting-to-deal association must be enforced at booking time — without it, top-of-funnel attribution is unmeasurable.
Forecast
6-Month Bookings Forecast — Jul–Dec 2026
Stage-Probability (Optimistic)
$4.55M
Stage labels at face value
Calibrated to Actual
$1.64M
Scaled to 17.2% real win rate
June actuals were $108K — above the calibrated December low but below every other month. If the 3-month decline continues, treat these as ceilings, not floors.
End-of-Year Forecast by Rep — Stage-Refined
Rep
Oct (75%+)
Nov (50%)
2027 (<50%)
Joseph Turner
$162K
$411K
$699K
Mick Warncke
$194K
$213K
$145K
Jen Free
$80K
$564K
$61K
Peter Roehl
$186K
$73K
$117K
Jeff Lange
$103K
$111K
$143K
Grant Scelzi
$0
$0
—
Total 2026
$725K
$1.37M
→ 2027
Total 2026: $2.10M. Below-50% pipeline ($1.16M) modeled as Feb 2027 — nothing at Discovery or Site Walk closes this year.
Recommended Monthly Review Cadence
01
Set Targets First
Attach a bookings target and pipeline-coverage ratio (3–4×) before reviewing actuals against it.
02
Review the 6 Core Numbers
Open pipeline, bookings trend, new pipeline created, win rate (count & $), sales cycle, hygiene counts.
03
Rep Scorecard Live
Bookings, pipeline, and win rate together — not bookings alone, which hides who's actually converting.
04
Close the Hygiene Loop
Every stale/past-due deal gets a stage update or disqualification before next review — no exceptions.
05
Fix BDR Association
Require a deal link at meeting-booking time so top-of-funnel metrics are trustworthy next month.
