When I managed the sales team, it was difficult to find strange deals in Pipedrive CRM. Especially, when you have a pipeline of 260 deals.
You can create a few filters to find deals with signals of not ideal work - close date in the past, no recent activity, zero value, .... but you will have a jungle of lists trying to identify these deals. And you cannot find deals with frequently changing value anyway.
So we invented the Deal Health index in SalesGang.
It helps you keep your CRM data accurate and identify not-so-well-managed deals.
We calculate one number based on 12 deal parameters.
This index (score) represents how well each deal is maintained in PipeDrive CRM. It goes from 1 (the worst) to 5 (the best).
Here are the parameters for loose points:
- Activities
- none in the last 40 days
- none for the next 30 days
- none in the future
- Deal value
- is it zero?
- changed often (3x in the last 100 days)
- Close date
- none
- in the past
- in the next 30 days
- changed often (3x in the last 100 days)
- Deal owner
- changed recently (2x and more in the last 100 days)
- Pipeline progress
- skipped stage in the pipeline
And we calculate the index for every deal and every day. You can see the Health Index for the whole company or average for the owner (sales manager) and compare it on Pipeline Health page.
Index doesn't guarantee that the deal will be successful, but that the deal is well managed in CRM. And don't forget that the reality can be different from the information in CRM :-).
It helps you to focus on deals with a low index. You can see these parameters on the Deal detail page. If you click to Show in CRM, you can edit the deal in CRM directly.
You can see deals by the parameters in the table Deals to watch.
Benefits?
You don't have to create a lot of filters in Pipedrive and you get it all in one number. You know what to focus on - identify and correct problematic deals.
The goal for every sales manager is to keep the index at the 4+ level for all deals. SalesManager can see their own deal with index in SalesGang and edit deal directly in Pipedrive.
Sales directors will have smooth 1:1 meeting, because managers have fixed the errors before.
