Pipeline Flow

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Pipeline Flow is the go-to view for understanding what changed in your pipeline. It answers the most fundamental question in pipeline management: over the last week (or any period you choose), what happened?

Reading the flowchart

When you open Pipeline Flow, the center of the screen shows a flowchart summarizing every category of change during the selected period.

On the incoming side, you’ll see:

• New deals created during the period
• Moved in — deals whose close date moved into this period from another

On the outgoing side:

• Closed won — deals that closed successfully
• Closed lost — deals that were lost
• Pushed out — deals whose close date moved to a future period

In the middle, a box shows deals that stayed in the pipeline but changed in value — their amount went up or down without moving out of the period. This shows the net cumulative change across those deals.

With a single glance, you can read the story: this quarter, in the last seven days, we created five new deals, lost eight, won six for $220K, and pushed four out. The deals that stayed open collectively grew by $350K.

Drilling into the details

Every box in the flowchart is clickable. Click on any category to see the specific deals.

For example, click the “Pushed out” box to see which deals were pushed, what stage they were in, and the details of what changed. The detail view shows:

• Deal summary — sales stage, forecast category, and key fields
• Change details — amount changes, close date movement, forecast category shifts, and stage changes

You can toggle “only show new deals and deals with changes” to focus on what actually moved, filtering out deals that stayed the same.

The waterfall chart

Below the flowchart, a waterfall chart presents the same data as a traditional visualization — starting pipeline value, each change category stacked as gains or losses, and the ending value.

• Click the expand button to view it full screen
• Toggle between amount and deal count to see the changes from either perspective
• A summary table on the right shows all the numbers

Changing the time period

Pipeline Flow uses two time controls:

Pipeline period — Which pipeline you’re looking at (current quarter, next quarter, this month, etc.). Change this with the calendar button in the toolbar.

Change period — The window of time you’re inspecting for changes. Options include:

• Last day, last 7 days, last 14 days, last 30 days
• This week, this month, this quarter
• An explicit date range in the past

For example, set the pipeline period to “next quarter” and the change period to “last 7 days” to see which deals moved into or out of next quarter’s pipeline this week.

Using Pipeline Flow in weekly calls

Pipeline Flow is built for weekly pipeline reviews. Set the change period to the last seven days, and you have an instant meeting agenda:

• New: What entered the pipeline this week?
• Won/Lost: What closed?
• Pushed: What slipped — and why?
• Changed: Which deals changed in value?

Click into any box to get the details you need for the conversation. All the filtering available in Pipeline Reviews applies here, so you can scope it to a specific team, rep, or segment.

What’s next

Pipeline Flow shows how deals move in and out of your pipeline. For how deals move between forecast categories, see Forecast Flow. For how deals progress through stages, see Stage Flow.