Pipeline

The Pipeline page is where you inspect the deals that need attention and decide what to work next. Open it from Pipeline in the sidebar.

Managers and dual-seat users get the full Pipeline command center. Reps see a focused My Deals table for their own deals. Executives see a workspace-wide pipeline view with manager, rep, pipeline, status, health, close-date, and search filters.

Manager Pipeline Command Center

The manager view is organized into three tabs:

• Dashboard — high-level pipeline health, closing windows, and stage health.
• Deal Table — the full deal list with table-specific filters and bulk actions.
• Analytics — pipeline change, velocity, waterfall, and stage-stall views.

The selected tab is reflected in the URL, so you can link directly to a non-default view.

Dashboard Tab

The Dashboard tab starts with one filter bar that scopes the dashboard metrics. You can filter by team, team member, pipeline, deal status, health, and close-date window. With no custom filters applied, the page shows in-progress deals across the active pipeline.

The KPI row answers three questions:

• Open Pipeline — the total value of open deals in the current scope, with open-deal count, deals closing this week, and new pipeline added this week and last week.
• Risk-Adjusted Pipeline — the open pipeline value adjusted by SMVue's risk score, with stage probability used as a fallback when a deal does not have enough risk data.
• Critical Pipeline — the value and count of open deals scored as critical.

You can drill into open deals, critical deals, and the risk factors reducing the risk-adjusted pipeline value. The risk drawer groups the factors driving the discount and lets you open the exact affected deals.

Closing Windows

Below the KPI row, the page shows three deal lists:

• What Closed Last Week — won and lost deals from the prior week, summarized as won minus lost equals net closed.
• What Closes This Week — open deals due this week plus deals already won or lost earlier in the week.
• What Closes Next Week — open deals due next week.

Click a deal in any list to open its deal drawer.

Health by Stage

The Health by Stage section groups open deals by CRM pipeline stage. For each stage, it shows deal count, weighted value, and the share of stage value that is healthy, at risk, or critical. This helps you spot where pipeline value is getting stuck or turning risky.

Deal Table Tab

The Deal Table tab shows all visible deals in the current pipeline scope. It has its own filters for:

• Teams and team members
• Pipelines
• Status
• Stage
• Health
• Close date

Quick chips let you jump to in-progress, closed-won, lost, and attention-needed deals. Managers can select deals and send reminder emails in bulk. Reminder sending is disabled for sample-data workspaces because those reps use placeholder email addresses.

Click a row to open the deal drawer.

Analytics Tab

The Analytics tab focuses on movement and velocity:

• Pipeline waterfall — shows how pipeline changed over the selected target period and activity window, with optional weighted mode and drill-downs by bucket.
• Sales velocity — shows velocity metrics for the selected pipeline and team-member scope.
• Stage stall heatmap — highlights where open pipeline value is blocked by stage and rep.

When card capture is enabled, the velocity and waterfall cards can be saved to the library.

Deal Drawer

Opening a deal brings up the shared deal drawer. The header shows the deal stage, close date, owner, status, full amount, CRM-weighted amount, and risk-adjusted amount.

For open deals, the drawer shows:

• Health, close-window, last-activity, and contact-coverage snapshots
• Risk factors that are currently firing
• Data-completeness nudges when required deal fields are missing or the amount looks like a placeholder
• Quick-add coaching actions for managers
• Related action items, conversations, and attached coaching records
• Recent activity and deal history

Managers can send reminders on past-due deals, open the full deal workspace, view the deal in the connected CRM, or ask Sales Coach about the deal. Rep-mode drawers hide manager-only actions and Sales Coach affordances.

Closed-lost deals can also show a loss retrospective prompt so the manager can capture what happened and turn the loss into coaching.

Rep and Executive Views

Reps

Rep seats see My Deals, a focused table of the deals the API scopes to that rep. They can filter by status, sort the table, open deal details, and see their total and weighted pipeline. If the rep account is not linked to a team member, the page asks them to contact their manager.

Executives

Executive seats see workspace-wide pipeline health, velocity, and deal tracking. They can filter by manager, rep, pipeline, status, health, close date, and deal search, then open the same deal drawer for deal-level context.

Best Practices

Start with the Risk-Adjusted View

Compare Open Pipeline with Risk-Adjusted Pipeline. A large gap tells you where deal health is reducing the forecast, then the risk drawer shows which factors are causing it.

Work the Closing Windows

Use What Closes This Week before pipeline review. Deals that are due soon, past due, or already closed earlier in the week are the fastest way to spot what needs a manager conversation.

Use the Table for Follow-Through

After you identify risky deals, switch to Deal Table to filter, sort, select, and send reminders. The dashboard points your attention; the table helps you work the list.

Use Analytics for Pattern-Finding

Use the waterfall, velocity card, and stage-stall heatmap when you need to understand a pattern, not just one deal. If one stage or rep is holding a lot of blocked value, bring that pattern into your next coaching conversation.

Related

• Dashboard — your daily starting point for coaching.
• Deals — work individual deals and deal workspaces.
• Sales Coach — ask questions about deals, reps, and pipeline.