Skip to content
Documentation
Explore guides

For managers

Monitor the sales pipeline

Find deals that need attention and analyse conversion, activity, and forecast signals. This article is for managers working within their team or management scope.

Contents

Before you start

The CRM brings lead capture and sales follow-up together across leads, customers, contacts, opportunities, and activities. Its dashboard turns those records into priorities so the team can see what needs attention, which deals are moving, and where the pipeline is slowing down.

Information

What you see depends on the subscribed modules, your CRM and Customers permissions, and the records available to you. Two people can legitimately see different totals.

Find deals that need attention

The CRM dashboard highlights opportunities affected by age, inactivity, or an approaching close date. Before intervening, open the deal and review:

  • current stage and time spent there;
  • last activity and next action;
  • expected close date;
  • value and probability;
  • owner;
  • comments and change history.

An opportunity is considered stalled according to the number of days configured for its stage and the last recorded activity. Do not move it merely to remove a warning; record real progress or schedule the missing contact.

Interpret conversion and forecasts

Read the indicators together:

  • stage conversion shows movement between pipeline steps;
  • lead sources compare acquisition routes and their outcomes;
  • activity coverage identifies records without follow-up;
  • cycle time summarises how long the process takes;
  • forecast compares expected outcomes with closed results;
  • closing reasons explain why opportunities are won or lost.

Before comparing periods or owners, make sure stages, amounts, dates, and closing reasons are recorded consistently.

Warning

Dashboard metrics reflect the underlying records. A closed deal without an actual amount, an incorrect stage, or an unlinked activity can distort the pipeline.

Result

You can verify the result in the team view or through the status described above.

Common problems

If an option is missing, it may depend on your permissions, the active modules, or company configuration. Ask an administrator to review your access; you do not need to repeat the task or choose an unsuitable alternative.