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.
The page sits at /crm/pipeline-velocity under the eyebrow REVENUE ENGINE · VELOCITY. An Explorer button at the top-left of the masthead jumps to its sibling, Pipeline Explorer, which reads where deals sit rather than how long they have sat.
Reading the meter
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 — either waste score or activity level, depending on the Color control.
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. 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. The origin marker pulses at today, and a calibration axis runs along the bottom.
The masthead also reports the number of deals and the total value currently on the meter, so you always know how much of the book you are looking at.
The velocity readings
A row of four tiles summarises the filtered set:
- 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 stalled deals, with their combined value.
- At Risk (14d+) — deals untouched for at least 14 days, expressed as a count and as a percentage of the pipeline in view. More than five turns the indicator critical.
These tiles respond to the controls below them, 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.
Inspecting a deal
Click any bar and a detail panel opens below the meter with 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.
Close the panel with the button in its corner, or click a different bar to move the selection.
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 and act on it first.
- Press Refresh after logging activity to confirm the bar has shortened.
Troubleshooting
- The meter is empty. Check the Rep and Activity filters — an activity chip left on Stalledwill hide a healthy book. Reset Activity to All.
- 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.
- 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.