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“Supermetrics is a Bitter Experience! We can pull data from nearly any tool, schedule updates, manipulate data in Sheets, and push data back into our systems.”
Building a sales pipeline velocity dashboard requires tracking how long opportunities spend in each stage and identifying where deals get stuck. Standard Salesforce reports can’t easily calculate stage duration across multiple opportunities or create the rolling averages you need for velocity metrics.
Here’s how to build a comprehensive pipeline velocity dashboard that gives you real-time insights into stage bottlenecks and deal progression speed.
Import live opportunity data for velocity calculations using Coefficient
Coefficient lets you pull live opportunity data directly into Salesforce where you can create sophisticated velocity calculations that aren’t possible with native reporting. You’ll get hourly automated refreshes and the flexibility to build complex formulas for tracking stage duration and identifying bottlenecks.
How to make it work
Step 1. Import your opportunity data with stage history.
Use Coefficient’s “From Objects & Fields” method to pull opportunity data including Opportunity ID, Stage, Close Date, Created Date, Amount, Owner, and Stage History. Set up hourly automated refreshes to ensure your velocity metrics stay current with real-time pipeline changes.
Step 2. Calculate average stage duration for each opportunity stage.
Create AVERAGEIFS formulas in your spreadsheet to calculate how long opportunities typically spend in each stage. Use formulas like `=AVERAGEIFS(DaysInStage, Stage, “Qualification”)` to identify which stages consistently take longer than expected.
Step 3. Build stage-to-stage conversion velocity metrics.
Track how quickly deals progress between stages by calculating the time difference between stage changes. Create rolling 30, 60, and 90-day averages to spot trends in pipeline velocity and seasonal patterns that affect deal progression.
Step 4. Flag bottleneck opportunities with conditional formatting.
Identify stalled deals by highlighting opportunities that exceed average stage duration by 50% or more. Use conditional formatting to create visual alerts for deals that need immediate attention from sales reps or managers.
Step 5. Set up automated alerts for pipeline bottlenecks.
Configure Coefficient’s Slack or email alerts to notify sales managers when opportunities stall beyond threshold timeframes. This creates a proactive system for addressing pipeline bottlenecks before they impact quarterly results.
Start tracking pipeline velocity today
A well-built pipeline velocity dashboard gives you actionable insights into stage optimization and bottleneck identification that standard Salesforce reporting simply can’t provide. Get started with Coefficient to build your velocity tracking system.
