Good morning, Sara
24 deals open worth $684,000, and 3 have had no activity in three weeks.
Open deals24$684,000
Commit this quarter$212,0006 deals
Stalled3no activity 21 days
Win rate34%trailing 90 days
Needs a touch
3 openHalden Group - $62,000 - no activity 24 daysProposal sent 08 Aug, no response sinceStalled
Kelso Logistics - $34,400 - close date passedWas due 28 Aug and still in negotiationSlipping
Bracken Retail - $18,900 - decision this weekVerbal yes, waiting on their boardClosing
Recent activity
Call logged with Cardan SystemsBudget confirmed for Q4 - moved to proposal
Marlow Foods moved to closed won$41,200 - 62 days from first contact
Ashby Media requested a referenceSent two case studies
My pipeline
Deals by stage, with the close date each one actually has.
Open deals
| Deal | Account | Value | Stage | Probability | Close | Status |
|---|---|---|---|---|---|---|
| Platform, 40 seats | Halden Group | $62,000 | Proposal | 40% | 12 Sep | Stalled |
| Platform renewal | Kelso Logistics | $34,400 | Negotiation | 70% | 28 Aug | Slipping |
| Support upgrade | Bracken Retail | $18,900 | Negotiation | 80% | 05 Sep | Closing |
| Platform, 12 seats | Cardan Systems | $28,800 | Proposal | 40% | 30 Sep | Active |
| Platform + training | Trellis Health | $54,000 | Qualification | 20% | 31 Oct | Active |
| Platform, 8 seats | Marlow Foods | $41,200 | Closed won | 100% | 28 Aug | Won |
Nothing matches that search.
A deal past its close date is shown as slipping rather than quietly rolled forward.
Accounts
One record per company, with everything that has happened on it.
My accounts
| Account | Industry | Owner | Open deals | Lifetime | Last contact | Status |
|---|---|---|---|---|---|---|
| Halden Group | Manufacturing | Sara Duarte | 1 | $142,000 | 08 Aug 2026 | At risk |
| Kelso Logistics | Logistics | Sara Duarte | 1 | $88,400 | 29 Aug 2026 | Active |
| Bracken Retail | Retail | Sara Duarte | 1 | $54,000 | 01 Sep 2026 | Active |
| Cardan Systems | Technology | Sara Duarte | 1 | $118,000 | 31 Aug 2026 | Active |
| Trellis Health | Healthcare | Sara Duarte | 1 | $0 | 28 Aug 2026 | Prospect |
| Marlow Foods | Food | Daniel Novak | 0 | $41,200 | 28 Aug 2026 | Customer |
Nothing matches that search.
Duplicate detection runs on company name, domain and phone at creation, not six months later.
Activity
Calls, emails, meetings and notes on one timeline per account.
Recent activity
| When | Account | Type | Summary | By | Outcome |
|---|---|---|---|---|---|
| 01 Sep 10:20 | Bracken Retail | Call | Board decision expected Thursday | Sara Duarte | Positive |
| 31 Aug 15:40 | Cardan Systems | Call | Budget confirmed for Q4 | Sara Duarte | Positive |
| 29 Aug 09:10 | Kelso Logistics | Meeting | Pricing pushback on year 2 uplift | Sara Duarte | Neutral |
| 28 Aug 14:00 | Trellis Health | Sent discovery questions | Sara Duarte | Awaiting | |
| 08 Aug 11:30 | Halden Group | Proposal sent, no reply since | Sara Duarte | No response |
Nothing matches that search.
A handover takes minutes rather than a week because the timeline is the record, not somebody's inbox.
Forecast
Commit, best case and pipeline, with movement against last week.
Commit$212,000down $18k on last week
Best case$418,000up $34k
Quota attainment78%quarter to date
By rep, this quarter
| Rep | Quota | Closed | Commit | Best case | Attainment | Trend |
|---|---|---|---|---|---|---|
| Sara Duarte | $180,000 | $94,000 | $68,000 | $142,000 | 90% | On track |
| Tom Ellery | $180,000 | $62,000 | $48,000 | $96,000 | 61% | Behind |
| Elena Fischer | $150,000 | $88,000 | $56,000 | $104,000 | 96% | On track |
| Marta Kowalski | $150,000 | $41,000 | $40,000 | $76,000 | 54% | Behind |
Commit fell $18,000 this week because one deal slipped a quarter. That movement is shown rather than absorbed.
Team pipeline
Every deal across the team, and where coverage is thin.
Pipeline coverage2.4x
Target is 3x quota
Deals with recent activity76%
Within 14 days
Average deal age62 days
Target under 75
Stage distribution
| Stage | Deals | Value | Avg age | Conversion | Trend |
|---|---|---|---|---|---|
| Qualification | 31 | $412,000 | 18 days | 48% | Healthy |
| Proposal | 22 | $688,000 | 41 days | 52% | Healthy |
| Negotiation | 14 | $392,000 | 68 days | 71% | Slow |
| Closed won, 90 days | 18 | $486,000 | - | - | Steady |
| Closed lost, 90 days | 24 | $602,000 | - | - | Watch |
Negotiation is where deals age. That is usually a pricing or authority problem, not an effort one.
Stages and fields
What a stage means, and what has to be true to enter it.
Pipeline stages
| Stage | Probability | Entry requirement | Target days | Status |
|---|---|---|---|---|
| Qualification | 20% | Budget, authority and need identified | 21 | Active |
| Proposal | 40% | Written proposal sent | 30 | Active |
| Negotiation | 70% | Verbal agreement on scope | 21 | Active |
| Closed won | 100% | Signed order | - | Active |
| Closed lost | 0% | Reason recorded from list | - | Active |
Why a stage needs an entry requirement
A pipeline where anyone can drag a deal to Negotiation is a pipeline nobody can forecast from. Requiring something to be true before a stage changes is what makes the percentage mean anything.
- Each stage has a stated entry requirement
- Probability is set by stage, not typed by the rep
- A deal past its close date shows as slipping, not rolled forward
- Closed lost requires a reason from a defined list
- Forecast movement week on week is visible
- Every stage change is recorded with who moved it
Audit log
Every stage change, owner change and export. Retained for seven years.
Events
| When | Actor | Action | Target | Source |
|---|---|---|---|---|
| 01 Sep 08:00 | System | Flagged 3 deals with no activity in 21 days | Pipeline | scheduler |
| 31 Aug 15:44 | Sara Duarte | Moved deal to Proposal | Cardan Systems | web |
| 28 Aug 16:20 | Sara Duarte | Closed deal won, $41,200 | Marlow Foods | web |
| 22 Aug 11:00 | Daniel Novak | Reassigned account owner | Marlow Foods | web |
| 18 Aug 09:30 | Lena Brandt | Changed Negotiation probability to 70% | Stages | web |
Nothing matches that search.
Halvorsen Group
One deal, who is behind it and what the forecast rests on.
NegotiationSlipped twiceDEA-2841 · Halvorsen Group · $148,000 · close date 30 September
Halvorsen Group, platform renewal and expansion
Forecast as committed for two quarters. The only person who has ever said yes to anything is the sponsor, and the sponsor left in July.
Value$148,000$96k renewal, $52k new
Age184 daysmedian for this size is 96
Days since contact23last was an unanswered email
Close date moved2 timesJune, then August
Who is involved
Ana KovacSponsor · left the company in JulyGone
UnknownNobody identified as the decision makerMissing
Ruben FalkOperations lead · uses the product dailyChampion
UnknownProcurement has not been metMissing
Two of four roles are unknown on a deal forecast as committed. The one advocate has no budget and did not choose the sponsor replacement.
What has actually happened
Demo to the team14 March · went wellDone
Proposal sent2 May · opened 6 timesDone
Sponsor left18 July · learned from a colleagueNot planned for
Follow-up email14 August · no replySilent
Twenty-three days of silence after the only person with budget authority left. The forecast category has not changed.
Why it is still committed
StageNegotiation · set in MayStale
CategoryCommitted · never changedUnchanged
Renewal portion$96,000 · contract ends 31 OctoberReal
Expansion portion$52,000 · no sponsorAt risk
The renewal will probably happen because the product is in daily use. The expansion is what is being forecast on a relationship that no longer exists, and the two are one line in the number.
New deal
What is being sold, to whom, and on what evidence.
The opportunity
Who has to be named
Decision makerSigns the contractRequired to commit
Budget holderOwns the moneyRequired to commit
ChampionArgues for it internallyRequired
BlockerAnybody who can say noOptional
A deal can sit in pipeline with none of these named. It cannot be marked committed until the first two are, which is the rule the Halvorsen deal predates.
Renewal and expansion together
A renewal that will happen and an expansion that might are different risks. Forecasting them as one number makes the safe part carry the unsafe part.
Committed requires a named decision maker and budget holder.
Halvorsen Group
One account: what they buy, what they use and who they know.
CustomerRenews 31 OctoberACC-0841 · customer since 2021 · 240 seats · $96,000 a year
Annual value$96,000up from $72,000 in 2021
Seats in use188 of 24078% · billed for all 240
Open support tickets41 over 30 days old
Contacts known32 left this year
Contacts
2 left this year| Contact | Role | Last spoke | Status | Notes |
|---|---|---|---|---|
| Ruben Falk | Operations lead | 23 days ago | Active | Daily user, no budget |
| Ana Kovac | Sponsor | 4 months ago | Left | Left in July |
| Tomas Reiter | Finance | 8 months ago | Left | Left in March |
| Unknown | Sponsor replacement | Never | Not met | Nobody has asked who it is |
Three of four rows are people who cannot buy anything. The fourth is the one that matters and has never been contacted.
Fifty-two seats are paid for and unused, on an account whose renewal is seven weeks away and whose sponsor is gone. That combination is what a renewal conversation should open with, not what it should discover.
Forecast review
What is committed, and what the commitment rests on.
Committed this quarter$1.42magainst a $1.6m target
Committed with gaps$412,00029% missing a decision maker
Slipped from last quarter$284,000across 9 deals
Best case$2.18mif everything lands
Committed deals
$412k with gaps| Deal | Owner | Value | Age | Decision maker | Verdict |
|---|---|---|---|---|---|
| Halvorsen Group | Nils Ekstrom | $148,000 | 184 d | Unknown | Downgrade |
| Marchetti Trust | Ines Lehmann | $212,000 | 88 d | Named | Hold |
| Ostervall Retail | Nils Ekstrom | $96,000 | 141 d | Left in June | Downgrade |
| Calderon Group | Piotr Zawadzki | $184,000 | 62 d | Named | Hold |
| Nordvik Industrial | Ines Lehmann | $124,000 | 96 d | Named | Hold |
The verdict column is the reviewer judgement, not a calculation. Two deals worth $244,000 are committed on relationships that ended months ago.
Removing the two flagged deals takes the committed number from $1.42m to $1.18m against a $1.6m target. That is a worse forecast and a truer one, and the point of the review is to have that conversation in September rather than in October.
Why deals are lost
What the losses have in common.
Lost this quarter$684,000across 34 deals
Lost to no decision$284,00042% of the value
Lost to a competitor$212,00031%
Median age when lost148 dayswon deals close in 96
Reason by value
This quarterNo decision is the largest single reason and the only one that is not really a competitor. Those deals were open a median of 184 days before anybody called it.
What the no-decision losses share
No decision maker named12 of 14Common
Sponsor changed mid-deal8 of 14Common
Over 150 days old11 of 14Common
Forecast as committed at some point9 of 14Common
The same four facts describe almost every one. They are all visible on the deal screen months before the loss is recorded.
Deals lost to no decision are not lost at the end. They are lost when the sponsor changes and nobody re-qualifies, and everything after that is the cost of not having noticed.
Reports: activity
Volume and throughput, by owner and by stage.
Open pipeline$4.84macross 188 deals
Opened this month188against 142 closed
Median age118 daystarget is 96 days
Owned by nobody9oldest is 34 days
By rep
This quarter| Rep | Open | Closed | Median days | Overdue |
|---|---|---|---|---|
| Ines Lehmann | 41 | $1.42m | 96 | 4 |
| Piotr Zawadzki | 38 | $1.18m | 104 | 6 |
| Nils Ekstrom | 52 | $1.34m | 148 | 14 |
| Sara Lindholm | 48 | $0.78m | 112 | 9 |
| Unassigned | 9 | $0.12m | - | 34 |
Median days is creation to close. Nils carries the most deals and the oldest ones, which is the same fact stated twice.
By stage
This quarterVolume over time
12 weeksDeals created per week. Creation is steady; what varies is how many of them anybody qualifies, which is the number that does not appear here.
Reports: performance
Against target, with the gap named.
Against target31%of qualified deals won
Best repInes Lehmann38% won
WorstNils Ekstrom22% won, oldest pipeline
Trend-3 ptson last quarter
Against target by stage
100 is the targetThe gap is not activity. Nils logs more calls than anybody and holds deals open longest, and the two are related in the direction people find uncomfortable.
What moved
Rule-derivedWin rate down 3 pointsOn deals over 150 days old, not on new onesDown
$412,000 committed with no decision makerTwo sponsors left and nobody re-qualifiedWatch
Median age up 22 daysDeals are being held rather than closed either wayDown
Threshold rules over the figures above, not a model. Each line names the number it came from so you can disagree with it.
Reports: exceptions
What breached, what is late and what nobody owns.
Breached9deals with no owner
At risk412inside 48 hours
Unassigned9no owner at all
Reopened6closed then raised again
Exceptions
9 open| Deal | Value | Problem | Age | Forecast as |
|---|---|---|---|---|
| Halvorsen Group | $148,000 | Sponsor left in July | 184 d | Committed |
| Ostervall Retail | $96,000 | Sponsor left in June | 141 d | Committed |
| Bergqvist Holdings | $168,000 | No contact in 46 days | 212 d | Best case |
| Larsen Foods | $84,000 | No decision maker named | 96 d | Committed |
| Ferreira Group | $62,000 | Unassigned for 34 days | 58 d | Pipeline |
Four of five are forecast at best case or better. Nothing here is a bad deal; they are deals whose forecast has not been revisited since the fact that supported it stopped being true.
Every deal lost to no decision this quarter showed at least three of these patterns months before it was written off. This report is the version of that evidence that arrives while it is still worth something.
People
Who has an account, and what they own.
People
28 accounts| Name | Role | Region | Last active | Status |
|---|---|---|---|---|
| Wilhelmina Roos | Administrator | Revenue operations | 8 minutes ago | Active |
| Kasper Molnar | Sales manager | North | 25 minutes ago | Active |
| Ines Lehmann | Rep | North | 1 hour ago | Active |
| Nils Ekstrom | Rep | South | 3 hours ago | Active |
| Piotr Zawadzki | Rep | Central | 40 minutes ago | Active |
| Sara Lindholm | Rep | South | Yesterday | Active |
Deactivating somebody prompts you to reassign what they own rather than doing it silently, because an unowned record is how a register rots.
Roles
What each role is scoped to and what it may approve.
Recent changes
Committed category locked behind a named decision makerWilhelmina Roos · 1 AugustLogged
Rep discount ceiling lowered to 10%Wilhelmina Roos · 4 AprilLogged
Role changes sit in the same audit log as record changes, because both change what somebody can do.
Why custom roles exist
- A rep can move their own close date but not their own forecast category upward
- A manager can commit a deal and owns the number that results
- Finance approves any non-standard term regardless of discount
- Nobody can delete a deal, only mark it lost with a reason
Roles
5 roles| Role | Type | People | Scope | Can approve to | Status |
|---|---|---|---|---|---|
| Administrator | Built in | 2 | Everything | No limit | Active |
| Sales manager | Built in | 4 | Own team | 25% discount | Active |
| Rep | Built in | 16 | Own deals | 10% discount | Active |
| Finance | Custom | 3 | Read all, approve terms | Any discount | Active |
| Read only | Custom | 3 | Read all | - | Active |
A role carries a scope and an approval ceiling. Both are enforced on the server; hiding a button is not access control.
Permissions
Every capability against every role, as enforced.
What each role can do
10 capabilities| Capability | Administrator | Manager | Rep | Finance | Read only |
|---|---|---|---|---|---|
| View deals | Yes | Own team | Own | Yes | Yes |
| Create a deal | Yes | Yes | Yes | No | No |
| Move a close date | Yes | Yes | Own | No | No |
| Raise the forecast category | Yes | Yes | No | No | No |
| Lower the forecast category | Yes | Yes | Own | No | No |
| Discount to 10% | Yes | Yes | Yes | Yes | No |
| Discount above 10% | Yes | To 25% | No | Yes | No |
| Approve non-standard terms | Yes | No | No | Yes | No |
| Mark a deal lost | Yes | Yes | Own | No | No |
| Delete a deal | No | No | No | No | No |
Enforced per query rather than by hiding controls. A scoped "yes" means the row exists but is limited, which is why some actions need a second person.
A rep can lower their own forecast and cannot raise it. That asymmetry is the whole design: honesty about a deal going wrong costs nothing, optimism needs a second person.
Notifications
What the system sends, to whom, and when.
What is sent
Contact leaves an account with an open dealTo the owner and the managerOn
Committed deal with no decision makerTo the manager, weeklyOn
No contact on a deal for 21 daysTo the ownerOn
Close date moved a second timeTo the managerOn
Deal unassigned for 7 daysTo the managerOn
Every message names the record it is about, so a reply lands somewhere.
Quiet hours
No routine notifications20:00 to 07:00, local to the personOn
Urgent overridesA committed deal whose close date is this weekOn
Weekly digestMonday 08:00On
A notification that waits until morning is one that did not work, so the override is explicit rather than a setting nobody finds.
Notification rules are yours to set. What is here is a starting point drawn from how the queue actually behaves.
Integrations
Connected systems and their sync history.
Connected
4 connectedEmail and calendarActivity without anybody logging itConnected
Product usageSeats in use against seats billedConnected
Support deskOpen tickets on an account before a renewalConnected
Contract systemTerms, dates and signatureConnected
EnrichmentJob changes at known contactsNot connected
What breaks without them
- Without email the days-since-contact figure depends on reps logging calls, which is the number least likely to be logged when it is worst
- Without product usage the fifty-two unused seats never surface
- Without enrichment a sponsor leaving is learned from a colleague in passing, which is how the Halvorsen deal went four months without a conversation
- The pipeline still works; it just stops warning you
Sync history
Last 24 hours| When | Source | Records | Result |
|---|---|---|---|
| Continuous | Email and calendar | 1,284 activities | Live |
| 06:00 today | Product usage | 188 accounts | Current |
| 06:00 today | Support desk | 412 tickets | Current |
| 06:00 today | Contract system | 96 contracts | 4 renew within 60 days |
A sync that half-succeeded is listed as such rather than as a failure, because the records that did land still changed something.
Import and export
Bulk load and extract, with per-row validation.
Import
Validated before anything is written. A file with one bad row imports the rest and tells you which line failed and why.
Export
RangeEverythingThis yearFiltered view
Recent imports and exports
Last 30 days| When | What | Rows | Result | By |
|---|---|---|---|---|
| 4 Sep 11:30 | Import | 412 | Complete | Wilhelmina Roos |
| 1 Sep 18:00 | Export | 4,120 | Complete | Kasper Molnar |
| 21 Aug 14:20 | Import | 188 | 174 loaded, 14 duplicates held | Wilhelmina Roos |
Every import is kept with its source file, so a bad load can be traced rather than argued about.