Reading deal health at a glance

Pipeline reviews often turn into storytelling. Each Rep explains why their deal is on track and the Manager has to decide how much to believe. A plan with owners and dates lets you look for evidence instead.

Signal 1: overdue steps

An overdue step is the simplest warning. One late step may be noise, but look at who owns it. If the buyer’s steps are slipping, engagement may be fading. If your own steps are slipping, the problem is on your side and you can fix it this week.

Signal 2: blocked steps

A blocked step means someone is waiting on something. It deserves a conversation the same day, because these rarely clear without a nudge. The question moves from “what is happening?” to “what do you need?”

Signal 3: the close date outruns the work

Compare the target close date with the steps still open. If the date is a week away and procurement and legal haven’t started, it is unlikely to hold, however the Rep feels about the deal.

One more: touches with nothing moving

A deal can look busy and go nowhere. Plenty of calls and emails logged, no step completed. We cover that one in Touches are not progress.

Make the signals automatic

None of this needs a long review. A plan that flags overdue and blocked steps, and compares the close date with the work left, can show the answer in one indicator. On the Growth plan, PontemVelo shows each plan as on track, at risk or overdue, so a Manager can scan the list and spend time where it is needed.

Use the signals to start better conversations, not to replace judgment. They tell you where to look. A good Manager still asks the questions.