The Monday morning pipeline report says ₹14 crore. The VP Sales feels good about the quarter. But inside that ₹14 crore: ₹3.2Cr is in deals last touched 90 days ago. ₹2.8Cr is a single deal that's been "about to close" for 6 months. ₹1.4Cr is duplicate entries. The real pipeline is ₹6.6 crore — and the VP doesn't know it.
The 5 Dashboard Lies
Inflated totals
Pipeline total includes every open deal at face value. No weighting by probability. No adjustment for age. Just an optimistic sum.
Ghost deals
Deals from 6 months ago still showing as "Quoted." Nobody checked. Nobody removed them. They inflate the pipeline silently.
Stage counts, not health
"12 deals in RFQ stage." That sounds healthy. But 8 of them have been in RFQ for over 60 days without movement.
Activity volume, not quality
Rep made 45 calls this month. Looks great on the activity report. But were they to qualified prospects or to people who would never buy?
What a Reality-Based Dashboard Shows
Stage age analysis
How long has each deal been in its current stage? Deals over 60 days in the same stage need review. This surfaces stuck deals automatically.
Deal health indicators
Green = activity in last 14 days. Amber = no activity in 14-30 days. Red = no activity in 30+ days. At a glance, you see pipeline health — not just pipeline size.
Weighted pipeline forecast
Stage-weighted probability applied to each deal. The forecast number is ₹8.4Cr — not ₹14Cr. It's smaller but it's real.
Conversion rate by stage
Where are deals dropping out? If 60% of deals die between Quoted and PO Received, that's where to focus — not on generating more leads.
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