The Stoplight

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The stoplight is a compact visual indicator that shows how well a deal is qualified against your sales methodology. Each methodology field (e.g., each letter in MEDDPICC) is represented by a colored bubble, giving you an instant read on qualification completeness without opening the deal.

This article covers how to read the stoplight, what the colors mean, and where it appears across the platform.

Reading the stoplight

The stoplight displays one bubble for each field in your configured sales methodology. Each bubble shows a letter corresponding to the methodology element — for example, M-E-D-D-P-I-C-C for MEDDPICC.

Three colors indicate the state of each field:

• Dark blue (filled) — The field has a recorded value. Hover over the bubble to see the value inline.
• Light blue (AI suggestion) — No value has been recorded, but Akoonu’s AI has identified a suggested value based on analysis of activities, emails, and call recordings on the deal.
• White (empty) — No value recorded and no AI suggestion available. This is a qualification gap.

With a quick glance, you can see what has been discovered, what AI has surfaced, and what still needs to be uncovered.

AI suggestions

When Akoonu’s AI analyzes a deal’s activities — emails, call recordings, notes, and other engagement data — it looks for qualification information that matches your methodology fields. When it finds something, the corresponding bubble turns light blue.

AI suggestions don’t replace rep input. They highlight where qualification information likely exists but hasn’t been formally recorded yet. See Methodology Detail Panel for how to review and accept AI suggestions.

Where the stoplight appears

The stoplight is available across the platform wherever deals are listed:

• Workbench — In the Sales Process column of opportunity list views
• Pipeline Reviews — Inline in the opportunity list during pipeline review sessions
• Opportunity pages — On the sales process widget (see Adding the Opportunity Page Widget)