Deal Inspection

Pipeline review tool for managers and reps — assess which deals are real, at risk, or need intervention.

Overview

Access Deal Inspection from the Pipeline page → "Inspect" link. It shows all open deals in a table optimized for weekly pipeline review meetings.

What You See

Each deal row shows leading and lagging indicators:

• Deal Health Score (0-100) — composite of 6 signals, color-coded
• Days in Stage — amber if longer than 14 days
• Thread Count — red warning if single-threaded
• Close Date — with push count (how many times the date was moved)
• Last Activity — days since last touchpoint on the account
• MRR — estimated monthly recurring revenue

Deal Health Score

The deal health score is computed from 6 leading indicators:

• Activity recency (25%) — days since last touchpoint
• Multi-threading (20%) — number of active contact relationships
• Playbook compliance (20%) — are required steps being completed on time?
• Stage velocity (15%) — time in stage vs historical average
• Close date stability (10%) — deals with pushed dates score lower
• Decision maker engagement (10%) — when was the decision maker last contacted?

Filters

• All Open — every deal without an outcome
• At Risk — deals with health score below 40
• Closing This Month — deals with close date in the current month
• No Activity 14d — deals with no touchpoint in 14+ days
• Single Threaded — deals where only 1 contact is actively engaged

Stage Gates

Pipeline stages can be configured to require playbook completion before advancement. If a stage has "Requires Playbook Completion" enabled, deals cannot advance until all required steps in the associated playbook are completed. This ensures process compliance — you can't skip discovery and jump straight to proposal.

Pipeline Summary Bar

The persistent strip above the pipeline kanban shows: Total MRR, Weighted MRR (probability-adjusted), Deal Count, Average Velocity, Win Rate, and Average Health. All numbers update in real-time.