Overview

Pipeline Velocity is the Velocity item in the sidebar, under the Pipeline heading. It plots every deal on the book as a reading on a decay meter, measured by one thing: how long since the deal last moved. Deals drifting to the right are going quiet, and going quiet is the earliest reliable signal that a deal is slipping.

A tab bar across the top of the page — Flow, Velocity and Opportunities — moves you between the pipeline pages. The Explorer button at the top-left of the masthead jumps to the sibling page, Pipeline Explorer, which reads where deals sit rather than how long they have sat.

The eyebrow reads REVENUE ENGINE · VELOCITY and the headline reads Pipeline Velocity. The introduction underneath recaps how to read the meter — bar length is days since last activity, bar height is deal value, and colour reads waste score or activity level, whichever you have chosen — and ends with the rule of thumb: anything drifting right is going quiet, so touch it next.

A meta line reports how much of the book is on the meter, for example 138 deals · $64.8M on the meter. Refresh on the right re-pulls the data; the icon spins while it works.

The health strip

Beneath the masthead runs the same strip of instrument tiles you see on Flow: Coverage, Forecast, At Risk, Quota Attainment and Win Rate. A tile only appears when its data is available.

On this page the strip is context only. The tiles are not clickable, and they do not respond to the velocity controls — filtering to one rep or one activity level leaves them unchanged. To drill into any of them, open Flow.

The velocity readings

A row of four tiles summarises the deals on the meter:

Deals — the count in view, with total value underneath.
Avg Days Idle — mean days since last activity. The indicator turns critical above 14 days.
Stalled — the count of deals whose activity level is Stalled, with their combined value.
At Risk (14d+) — deals untouched for at least 14 days, as a count and as a percentage of the pipeline in view. More than five turns the indicator critical.

These readings respond to the Rep and Activity controls, so filtering to one rep re-reads all four against that rep’s book only.

Controls

A single control bar sits above the meter with four settings.

Group — Stage, Rep or Account. This bands the bars so you can see whether idleness clusters by funnel stage, by seller, or by customer.
Color — Waste Score or Activity Level. Waste score highlights effort being spent on deals unlikely to convert; activity level highlights how recently each deal was touched.
Rep — a dropdown starting at All Reps, narrowing the meter to one seller’s book.
Activity — chips for All, Stalled, Low, Medium and High. One is active at a time.

Reading the meter

The section is headed THE DECAY METER with the subtitle Days since each deal last moved, and the reminder length = days idle · height = value · click to inspect. Each deal is a bar, and three properties carry meaning:

Bar length — days since last activity. Longer is worse.
Bar height — deal value. Taller matters more.
Bar colour — set by the Color control. Under Waste Score, bars run from green through amber to orange at 25 and red at 30 and above. Under Activity Level, High is green, Medium amber, Low orange and Stalledred.

A tall bar far to the right is the worst combination on the page: a large deal that has not moved in a long time.

Zones and the time axis

A ZONES legend above the meter names the shaded bands behind the bars:

ACTIVE — touched within the last 7 days.
AGING — 7 to 14 days idle.
AT RISK — 14 to 30 days idle.
STALLED — 30 days or more.

The time axis runs along the top with ticks at TODAY, 7D, 14D, 21D, 30D, 45D, 60D and 90D. The meter scales to the longest-idle deal in view, so ticks and zones beyond it are left off. A dashed line marks the 14-day threshold, and the origin marker at TODAY pulses unless your system is set to reduce motion.

The STALLED zone measures days idle, while the Stalledtile and chip use each deal’s activity level. The two usually agree, but a deal can sit in one and not the other.

Group headers

Bars are banded under a header for each group, with the deal count and value underneath — for example ▾ DISCOVERY with 63 deals · $27.5M. Within a group, the longest-idle deals sit at the top. Grouped by Stage, the bands run in funnel order: Qualification, Discovery, Proposal, Negotiation.

Click a header — or tab to it and press Enter — to collapse that group to ▸ and hide its bars; click again to expand it. Collapsing the groups you have already worked keeps the rest of the meter readable.

Hovering over a bar

Hover over any bar for a quick read: the deal name, its account and rep, Days Idle, Value, Waste Score and Stage.

Inspecting a deal

Click a bar — or tab to it and press Enter — and a Deal readout panel opens below the meter, headed with the deal name and its account, rep and stage. It carries four readings:

Days Since Activity — flagged once it reaches 14 days.
Deal Value.
Waste Score — flagged at 25 and above.
Close Date — or an em dash where none is set.

Underneath, a pill shows the deal’s activity level (for example stalled activity) with the date of the Last activity. Press View Opportunity to open the full record. Close the panel with the button in its corner or by clicking the same bar again; clicking a different bar moves the selection.

A footer at the bottom of the page confirms what you are looking at — for example Pipeline velocity decay meter · 138 deals in view · grouped by stage · colour: waste score.

Quick start

Open Velocity from the sidebar.
Read At Risk (14d+) first — that is your working list.
Set Activity to Stalled to isolate the deals that have gone quiet.
Set Group to Rep to see whether the stalling is concentrated with one seller — that is a coaching conversation, not a deal conversation.
Switch Color to Waste Score to separate deals worth rescuing from deals worth qualifying out.
Click the tallest bar furthest to the right, then press View Opportunity and act on it first.
Press Refresh after logging activity to confirm the bar has shortened.

Troubleshooting

The meter says no deals match this filter set. Check the Rep and Activity controls — an activity chip left on Stalled will hide a healthy book. Reset Activity to All and Rep to All Reps.
A red banner says the pipeline data failed to load. Press Refresh to try again.
A deal I just worked still looks idle. The meter reads persisted activity. If the touch has not synced from your mailbox or CRM yet, it will not shorten the bar. Press Refresh once the sync completes.
The health strip does not change when I filter. That is by design: on this page the strip is context for the whole pipeline, not for the velocity controls.
Avg Days Idle looks worse than it should. A handful of very old deals skews the mean. Filter Activity to Stalled, qualify those out, then re-read the average.
Colours do not change when I switch Color. If every deal shares the same band — all high activity, for example — both colourings look similar. Group by Stage to confirm the spread.

Pipeline Velocity: The Decay Meter