Deals & Pipeline

SMVue's Deal features help you spot the deals that are slipping, see why, and coach reps on moving them forward.

Deal Overview

Deals are synced from your CRM. Lead with HubSpot and Salesforce; Pipedrive support is early/beta:

• All open deals
• Recent closed deals
• Associated contacts and companies
• Deal history and stage changes

Viewing Deals

From Dashboard

• "What Changed" section shows recent deal activity
• New deals, stage changes, won/lost deals

From Team Member Profile

• See rep's full pipeline
• Filterable by stage, pipeline, amount
• Sorted by close date or deal value

From the Pipeline Page

Go to Pipeline in the sidebar:

• All deals across all reps
• Filter by owner, stage, pipeline
• Search by deal name or company

Deal Workspace

Click any deal to open its workspace, which brings together everything you need to coach the deal in one place:

• Deal information (amount, close date, stage)
• Associated contacts and company
• Signal cards — deterministic reads on risk, contact coverage, momentum, and forecast integrity
• A grounded "why this deal / what to do next" summary, with read-only recommended next steps and citations back to the underlying signals
• Recent activity (meetings, calls, emails)
• Deal history and stage changes

This is an in-progress capability: the deterministic scoring layer ships and runs daily, while predictive calibration continues to harden.

Deal Signals

SMVue scores every deal for risk each day and flags the ones that need attention. The score is built from real signals in your synced data — conversation sentiment, engagement cadence, objection and competitor mentions — not a guess about the future. Daily snapshots store these scores so you can see how a deal's risk is trending over time.

At-Risk 🔴

Indicators:

• Close date within 7 days, still in early stage
• No activity in 14+ days
• Stage probability doesn't match close date
• Recently moved backward

What to Do:

• Review with rep in next 1:1
• Qualify out if not winnable
• Update close date to realistic timeline
• Increase activity (schedule demo, send proposal)

Momentum 🟢

Indicators:

• Moved forward multiple stages recently
• High activity levels
• Close date approaching, in late stage
• Recent positive engagement

What to Do:

• Celebrate progress with rep
• Ensure next steps are clear
• Prepare for close (legal, pricing, etc.)
• Don't let momentum stall

Stale 🟡

Indicators:

• No activity in 30+ days
• Still open but no recent progress
• Close date passed, not updated

What to Do:

• Qualify out or re-engage immediately
• Update close date or stage to reflect reality
• Create action item for rep to follow up
• Consider archiving if truly dead

Recommended Next Steps

For each deal, SMVue surfaces recommended next steps as text, grounded in the deal's own signals:

Topics Covered:

• Next Best Action — What should the rep do next?
• Qualifying Questions — What do we still need to know?
• Risk Factors — What could derail this deal?
• Objection Handling — How to address buyer concerns

These are read-only suggestions for the manager and rep; SMVue doesn't act on the deal for you. For competitive positioning, ask Sales Coach — it can draw on your sales playbook to talk through how to position against a specific competitor.

How to Use:

• Review before 1:1 pipeline reviews
• Share relevant suggestions with the rep
• Create action items based on what you decide to do

Deal History

Track how deals evolve over time:

Stage Changes:

• When did deal move to each stage?
• How long in each stage?
• Forward vs backward movements

Activity Timeline:

• All meetings, calls, emails
• Chronological order
• Who participated (rep, contacts, others)

Field Changes:

• Amount updates
• Close date changes
• Owner changes

Why This Matters:

• Understand deal velocity
• Spot patterns (always slow in X stage?)
• Coach on activity levels

Deal Reminders

Set reminders for important deals:

Follow-Up Reminders:

• Remind rep to follow up by specific date
• Email notification to rep
• Appears in rep's action items

Close Date Reminders:

• Alert when close date approaching
• Warning if deal still in early stage near close
• Trigger pipeline review conversation

Custom Reminders:

• Set reminder for specific milestone (contract signed, demo scheduled)
• Link to deal
• Assign to rep or yourself

Deal Updates (Rep Seat)

Reps can provide updates on deals:

Update Request (Manager)

1. Go to deal detail page
2. Click Request Update
3. Select rep
4. Specify what you want to know (stage, next steps, concerns)
5. Rep receives notification

Update Response (Rep)

Rep sees update request:

1. Opens update request
2. Fills in structured form:
   • Current stage and close date
   • Next steps and timeline
   • Any concerns or blockers
3. Submits update

Manager Notification:

• Manager gets notified when update submitted
• Update appears on deal detail page
• Can follow up in next 1:1 if needed

Deal Retrospectives (Win/Loss)

Learn from closed deals:

Win Retrospective

When deal closes-won:

1. Celebrate the win
2. Ask rep: "What made this deal successful?"
3. Document in deal notes:
   • Key success factors
   • What we did well
   • Competitive differentiators
   • Buyer's decision criteria
4. Share learnings with team

Loss Retrospective

When deal closes-lost:

1. Understand why (no blame, just learning)
2. Ask rep: "What could we have done differently?"
3. Document in deal notes:
   • Primary loss reason
   • Competitor (if applicable)
   • Lessons learned
   • Process improvements
4. Update sales playbook if needed

Loss Reason Categories:

• Price too high
• Lost to competitor (specify which)
• Timing not right
• Poor fit
• Champion left company
• No decision / status quo
• Other (specify)

Pipeline Analytics

Rep Pipeline View

For each rep:

• Total pipeline value
• Number of deals by stage
• Weighted pipeline (stage probability × deal value) as a directional read
• Deals likely to close this month/quarter

Team Pipeline View

Across all reps:

• Total team pipeline
• Pipeline by rep
• Pipeline by stage
• Win rate trends
• Average deal size

Forecast

• Current quarter forecast (directional, not a board-grade number)
• Pipeline coverage (pipeline / quota)

Forecast figures are a planning aid. Calibration is still hardening, so treat them as directional rather than as a number you'd take to the board.

Pipeline Health Score

SMVue calculates pipeline health for each rep:

Factors:

• Pipeline coverage (enough deals to hit quota?)
• Deal age (too many stale deals?)
• Stage distribution (too many early-stage?)
• Activity levels (enough engagement?)
• Win rate trends (closing consistently?)

Score:

• 🟢 Healthy — On track, well-balanced pipeline
• 🟡 Needs Attention — Some concerns, watch closely
• 🔴 At Risk — Serious issues, coach immediately

Best Practices

Regular Pipeline Reviews

• Review with each rep biweekly or monthly
• Go deal-by-deal (don't just summarize)
• Ask "What's changed?" for each deal
• Qualify out dead deals ruthlessly

Use Deal Signals

• Start pipeline reviews with at-risk deals (red)
• Celebrate momentum deals (green)
• Address stale deals (yellow) before they die

Track Velocity

• How long does each stage typically take?
• Coach reps on accelerating through stages
• Identify bottlenecks (always slow in demo stage?)

Keep CRM Updated

• Coach reps to update stages promptly
• Realistic close dates (not "this month" forever)
• Log activities consistently
• Better data means sharper signals and better coaching

Learn from Closed Deals

• Do win retrospectives (not just losses)
• Share learnings across team
• Update sales playbook based on patterns

Related Features

• Dashboard — See at-risk deals at a glance
• Meetings — Pipeline review during 1:1s
• Sales Coach — Ask Sales Coach about specific deals
• Action Items — Create follow-ups for deals

Need Help?

Questions about Deals? Contact support@smvue.com or use in-app chat.