Pipeline and sales

These workspaces separate forward-looking sales activity from signed revenue. Access is granted independently, so you may see one without the other.

Source Boundary#

• Pipeline uses HubSpot for open deal activity when configured. HubSpot amounts are CRM forecast values, generally approximate contract TCV.
• Sales Dashboard uses ConnectWise for booked/signed results and agreement run-rate, plus leadership-maintained quotas in RevTracker.
• A HubSpot pipeline amount must not be read as booked ConnectWise revenue.

Use How it works inside either workspace for the complete calculation basis.

Pipeline#

Pipeline is for current-quarter sales planning. Use it to review:

• booked revenue already signed in ConnectWise;
• probability-weighted open pipeline;
• projected quarter finish against quota;
• pipeline stage, owner, expected close timing, and deal mix;
• new-logo and sales-performance measures.

Select the quarter or month control before comparing results. Check the source and unavailable indicators: if HubSpot is not connected, HubSpot-dependent panels may be hidden or unavailable. Do not copy a stale or fallback result into a forecast without confirming the source.

Sales Dashboard#

Sales Dashboard answers what was signed and how it compares with the selected month's quota.

1. Select a completed or current month.
2. Leadership users can choose a territory or the all-territory rollup.
3. Review Total signed, its existing-book and net-new portions, and the delta to quota.
4. Review Net New MRR separately; it is not the same as total signed value.
5. Use the monthly chart and territory rankings to identify the result behind the headline.
6. Review baseline recurring agreements for the company-wide monthly floor.

Future months are disabled until source data is available. A rep-scoped view must not expose other territories.

Important Definitions#

• Existing book: recurring agreement run-rate already in place for the selected month.
• Net new signed: signed opportunity value in the expected-close month; it includes one-time value and can include renewals.
• Net New MRR: genuinely new normalized monthly recurring value after the documented renewal/replacement rules.
• Quota: leadership-maintained target for the territory and month.

Before a Sales Review#

1. Refresh the page.
2. Confirm the selected month and territory scope.
3. Confirm ConnectWise is the source for booked results.
4. Treat HubSpot and ConnectWise dollar measures according to their separate definitions.
5. Open How it works when reconciling a number; do not infer formulas from a chart label alone.

Access or Data Problems#

• Missing workspace: ask the workspace owner to review your approved access.
• HubSpot unavailable: confirm the HubSpot connection; do not substitute its last visible values for booked revenue.
• Booked result looks wrong: compare the expected-close month, territory, and ConnectWise Won status before requesting a local adjustment.
• Quota looks wrong: an administrator should review the saved territory quota, not edit booked actuals.