Horizontal bar showing current open deal value by pipeline stage. Only Sales Pipeline deals (not Renewals) owned by tracked reps are included. Stages run from Discovery/Demo (10%) through Docusign Sent (90%).
Stage Breakdown — Live HubSpot Data
Stage
Deals
Value
% of Total
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New Deals Added to Pipeline — By Month
New Pipeline Created by Month
New deals added to the pipeline each month by creation date, regardless of current deal status. Includes deals that have since been won or lost — this reflects inbound pipeline generation, not current open pipeline.
Monthly Breakdown by Rep — Live HubSpot Data
Month / Rep
Deals
Value
% of YTD
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Pipeline Movement by Stage — YTD 2026
Number of Deals by Stage per Month (#)
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.
Chapter 2
Bookings & Revenue
Monthly Bookings Trend — Closed Won YTD
Closed Won by Month
Closed won deal value per month, YTD 2026. Renewals pipeline is excluded. The line overlay shows deal count. Only deals owned by tracked sales reps are included.
Monthly Breakdown by Rep — Live HubSpot Data
Month / Rep
Deals
Value
% of YTD
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Bookings by Rep — Monthly Breakdown
Closed won value by rep per month — stacked, YTD 2026
Each rep's closed won value stacked per month. The total label on top shows combined team bookings for that month. Reps are ordered by YTD total, highest to lowest.
Bookings Deep Dive — YTD 2026
Avg closed won deal size by month — deals ≥$10K
Average closed won deal size per month, filtered to deals ≥$10K. Deals under $10K are excluded to prevent small pilots from distorting the trend. Useful for tracking whether average deal size is growing or compressing.
Cumulative bookings YTD
Running total of closed won bookings accumulating through the year. The steepness of the curve shows whether bookings pace is accelerating, steady, or slowing.
Deal Size Distribution — YTD 2026
Closed won deals by size bracket — deals ≥$10K
Closed won deals ≥$10K grouped into four size brackets. Each bar shows deal count and percentage of total count (top line) and total value and percentage of total value (bottom line). Reveals whether revenue is concentrated in a few large deals or spread across many smaller ones.
Chapter 3
Pipeline Velocity
Pipeline Flow — New Deals In vs Closed Lost by Month
Deal count flow — above: new deals entered stage · below: closed lost & won
How this chart works
Above the zero line: deals that entered each stage during that month, using HubSpot's stage entry date for each stage. This includes all deals — open, closed won, and closed lost — so deals that moved quickly through a stage and continued forward are fully counted.
Below the zero line: deals that closed lost (red) or closed won (green) during that month.
Pipeline value flow ($) — 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 — Past 12 Months
How long open deals created in the past 12 months have been sitting in their current stage on average
Average days open deals have been sitting in their current stage, for deals created in the past 12 months. A high number in Discovery/Demo means early-stage stalling; high numbers in later stages may indicate negotiation delays.
Avg Days — Open to Closed Won
—
days from deal create to close won
Avg Days — Open to Closed Lost
—
days from deal create to close lost
Avg Days to Close Won — Past 12 Months
Monthly trend — avg days from create to close won
Monthly avg days from deal creation to close won — duplicated in Chapter 5 for easy rep-by-rep comparison alongside the scorecard.
By rep — YTD 2026, sorted fastest to slowest
Same avg days to close metric broken down by rep, sorted fastest to slowest. YTD 2026 closed won deals only. Reps with no closed won deals are excluded.
Chapter 4
Win Rate & Losses
Win Rate Trend — Past 12 Months
Monthly win rate by count and by value — won ÷ (won + lost), past 12 months
Monthly win rate for the past 12 months. Navy line = count-based (won deals ÷ total resolved). Gold line = value-based (won value ÷ total resolved value). The two lines diverging means deal size is influencing outcomes — if gold is below navy, the team is winning more deals but losing the bigger ones.
Win Rate by Deal Size — Past 12 Months
Win rate by deal size bracket — does win rate drop as deal size grows?
Win rate segmented by deal size bracket, past 12 months. Answers whether the team closes higher-value deals at a lower rate than smaller ones — a common pattern that can justify pricing or sales strategy changes.
Avg Deal Size — Won vs Lost — Past 12 Months
Avg Deal Size — Closed Won
—
— deals
Avg Deal Size — Closed Lost
—
— deals
Closed Lost Trend — YTD 2026
Closed lost deal value by month — YTD 2026
Total value of deals closed lost per month, YTD 2026. A rising trend in a month may correlate with a competitive event or pricing change. The table on the right shows the per-rep breakdown.
Monthly breakdown by rep
Month
#
Value
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Closed Lost by Stage — Past 12 Months
Stage the deal was in when it closed lost — past 12 months, sales pipeline
Stage
Deals Lost
Value Lost
% of Total Lost
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Chapter 5
Rep Performance
Rep Scorecard — YTD 2026
Bookings, closed lost, open pipeline, win rate and pipeline coverage by rep — renewals not included
Rep
Bookings
% Won
Closed Lost
% Lost
Open Pipeline
% Pipeline
Win Rate (12m)
Avg Deal Size
Avg Sales Cycle
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Bookings by Rep — Monthly Breakdown
Closed won value by rep per month — stacked, YTD 2026
Bookings by rep per month — duplicated from Chapter 2 for context alongside the full rep performance view.
Avg Days to Close Won — By Rep
By rep — YTD 2026, sorted fastest to slowest
Avg days to close won by rep — duplicated here so Lauren can cross-reference against win rate and pipeline without switching chapters.
Average Days in Each Stage by Rep — Past 12 Months
How long each rep's open deals created in the past 12 months have been sitting in each stage
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Win Rate by Rep — Past 12 Months
Win rate by rep — by count, sorted best to worst
Each rep's win rate by deal count, past 12 months. Color coded: green ≥50%, amber 30–49%, red <30%. Label shows rate plus raw won/lost counts.
Win rate by rep — by value ($), sorted best to worst
Same as the count-based win rate chart, measured by dollar value. A rep with a higher value win rate than count rate is closing larger deals proportionally.
Closed Won vs Closed Lost by Rep — Past 12 Months
Won (right, green) vs Lost (left, red) — deal count per rep, past 12 months
How this chart works
Each rep has two bars sharing a zero center line. Green bars extend right showing closed won deals. Red bars extend left showing closed lost deals. Both use past 12 months data from the sales pipeline. Reps are sorted by closed won count, highest to lowest.
Chapter 6
BDR Performance
BDR Activity Summary — YTD 2026
Meetings Booked
—
Ernest: —Kortnee: —
Meeting Outcomes — YTD 2026
Breakdown of meeting outcomes — Ernest vs Kortnee
Meeting outcomes for all BDR-booked meetings, including rescheduled. 'No Outcome Logged' means the meeting was created in HubSpot but the outcome field was never updated. Outcome is set manually by the BDR after the meeting.
Meeting to Opportunity Rate
BDR-Led Opportunities
—
contacts with bdr_lead=true who became opportunities YTD 2026
Ernest: —Kortnee: —
Meeting → Opp Rate
—
BDR-led opps ÷ total meetings booked
Ernest: —Kortnee: —
Meetings Booked — Monthly Trend
Meetings booked by BDR per month — Ernest vs Kortnee, YTD 2026
Meetings booked per month by Ernest and Kortnee. Date is based on the meeting's scheduled date (hs_timestamp), not when the record was created. Excludes rescheduled meetings.
BDR-Led Opportunities — Monthly Trend
Contacts with bdr_lead=true who became opportunities — by month, YTD 2026
Contacts tagged bdr_lead=true who entered the opportunity lifecycle stage each month in 2026. Attribution is based on the bdr_leader property — the BDR explicitly assigned to that contact — not the current contact owner (which may have changed after handoff).
BDR-led opportunities created ÷ meetings booked, per month, per BDR. Shows how efficiently each BDR converts meetings into pipeline. A low rate in a month with high meetings may indicate meeting quality issues rather than volume.
Chapter 7
Forecast
Year-End Forecast — General
YTD Bookings Closed
—
actual closed won YTD 2026
Forecasted from Open Pipeline
—
open pipeline × 12m win rate ($)
Projected Year-End
—
YTD bookings + forecasted pipeline
Monthly Run Rate (YTD avg)
—
avg per month closed won
Bookings pace — YTD actual vs forecasted remaining vs projected year-end
How this forecast works
Forecasted amount = current open pipeline value × win rate by dollar value (past 12 months).
This applies the team's historical conversion rate to today's pipeline to estimate expected close.
Projected year-end = YTD bookings already closed + forecasted amount from open pipeline.
This is a probability-based estimate, not a quota or commitment.
Bookings Trend + Year-End Projection
Monthly actuals (gold bars) + projected remaining months at current run rate (dashed line)
Gold bars show actual closed won bookings per month. Blue bars show expected close from open deals with HubSpot close dates in each future month, multiplied by the team's 12m win rate. Blue bars reflect deal close dates as set in HubSpot — if reps haven't updated close dates, future months may be understated.
Forecast by Rep — Win Rate × Open Pipeline
YTD bookings (green) + forecasted close from pipeline (blue) — pipeline × 12m win rate
Each rep's YTD bookings (green) plus their expected close from open pipeline (blue). Forecast per rep = their open pipeline × their 12-month win rate. Reps with no wins in the past 12 months use the company win rate as a fallback, marked with * in the table below.
Forecast Breakdown by Rep
Rep · Bookings · Open Pipeline · Win Rate · Forecasted Close
