A common issue that can arise is the development of a “zombie pipeline” filled with outdated or inactive leads, which can skew your metrics and hinder performance assessments.
In this guide, I’ll walk you through setting up lead age and time to convert reports in HubSpot CRM. These reports will help you identify any stagnation in your pipeline and ensure that your close rate isn’t artificially inflated due to inactive leads.
By the end of this guide, you’ll have the tools to monitor your pipeline’s health, address any issues with inactive leads, and maintain accurate performance metrics.
The challenge
Automating lead engagement can introduce complexities in pipeline management:
- Zombie pipeline: Accumulation of outdated or inactive leads can inflate your open leads count.
- Artificially high close rates: Inactive leads not being closed out can make your close rate appear better than it is.
- Inefficient reporting: Without proper reports, identifying issues in the pipeline becomes challenging.
- Resource allocation: Inactive leads can consume resources and attention, detracting from high-value engagements.
The solution overview
We’ll set up two key reports in HubSpot CRM:
- Open...
