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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.”
Standard HubSpot reporting shows linear progression but misses the reality of sales – deals often skip stages or move backward through your pipeline.
Here’s how to detect and analyze these non-linear movements that can reveal important insights about your sales process.
Detect stage skips and reversions with historical tracking using Coefficient
Coefficient excels at tracking non-linear deal movements through its Append New Data feature, which captures all stage transitions that standard CRM reporting misses.
How to make it work
Step 1. Set up historical deal tracking.
Create a HubSpot Deals import with Deal ID, Deal Stage, and stage-related fields. Enable “Append new data” to capture all stage transitions and schedule hourly refreshes for real-time tracking.
Step 2. Add detection formulas for stage movements.
Create a “Previous Stage” column using OFFSET or INDEX/MATCH to reference the same deal’s prior entry. Add a “Stage Movement” formula to categorize movements:
Step 3. Map stages to numerical positions.
Assign numerical positions to your pipeline stages (1-7). Calculate position differences to detect skips and flag deals that jump more than one position forward or backward.
Step 4. Build analysis dashboards.
Filter for “Stage Movement” = “Regression” and create pivot tables showing regression frequency by stage. Set up alerts for deal regressions using specific stage movement patterns.
Get complete visibility into your pipeline reality
This approach reveals patterns in your sales process that HubSpot’s native reporting simply can’t show. Start tracking your real pipeline movements today with Coefficient.
