How to see how long deals sit in each HubSpot stage
If a deal takes 60 days to close and 40 of them are spent in one stage, that stage is where to look. HubSpot records how long each deal spends in each stage, which makes this easy to find if you know where to look.
What HubSpot records
Each deal carries properties for the time it has spent in the current stage and in earlier ones. You can see them on the deal record, use them in filters and add them to reports.
Build the report
- Create a custom report on deals and choose the time-in-stage properties as the values.
- Group by deal stage and show the average, not the total, so busy stages don't look slower than they are.
- Compare closed-won with closed-lost. Stages where lost deals linger are often where you lose them.
Reading it
- A long stage everyone passes through: a bottleneck. Is it waiting on a person, a document or a decision?
- A long stage only lost deals reach: a warning sign. Add a rule to follow up when a deal passes the average.
- A short stage: either it works well or deals are skipping it. Check which.
Do something with it
- Set a task or alert when a deal exceeds the average time in a stage.
- Review the five oldest deals in the slowest stage each week.
- Put the average time per stage where the team sees it.
Where HubDash fits
HubDash is part of Kikaye, a set of small HubSpot apps on one login. See what HubDash does, or read the setup guide.