If you’re responsible for a sales pipeline—whether you’re a manager, a RevOps lead, or just the poor soul stuck in spreadsheet hell—you know the pain: deals stall, forecasts get fuzzy, and nobody’s quite sure what’s really going on. You don’t need more data. You need the right data, presented clearly, so you can actually do something about it. That’s where Prelay comes in with its reporting and analytics tools. This guide goes deep on how to use Prelay to actually see what’s happening in your pipeline, find the problems, and fix them—without drowning in dashboards or getting lost in “insights” that don’t mean anything.
Why Pipeline Visibility Actually Matters
Let’s be honest: most pipeline reports are either so high-level they’re useless (“We have $2.4M in pipeline, boss!”) or so detailed you need a PhD to read them. The real goal is simple:
- Spot risk early. If a deal’s off track, you want to know now, not after it’s blown up your forecast.
- Track what matters. Not every metric is worth your time. Some just make you feel busy.
- Drive action, not just observation. If you can’t change what’s happening, what’s the point?
Prelay’s tools aim to make that possible. But—spoiler alert—they only work if you use them the right way.
Step 1: Get Your Data in Shape First
Before you start fiddling with reports, make sure your data isn’t garbage. Bad CRM hygiene will kill any tool, Prelay included. Here’s what you need:
- Clean, consistent deal stages. If every rep uses their own definitions, your reports will be nonsense.
- Accurate close dates and values. Wishful thinking in the pipeline is a silent killer.
- Updated activity logs. If you’re missing emails, calls, or notes, you’ll be guessing at engagement.
Pro tip: Run a quick audit. Pick five random deals and check if everything lines up (stage, owner, value, close date, recent activity). If you spot messiness, fix your process before trusting the numbers.
Step 2: Set Up Prelay for the Stuff You Actually Care About
Prelay can do a lot, but focus on what really matters to your pipeline. Don’t try to track everything—just the levers that move deals forward or kill them.
Key Reports to Build
- Stage Progression
- Shows how deals move (or get stuck) through your stages.
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Helps you spot bottlenecks fast. If “Proposal Sent” is a graveyard, you’ll see it.
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Deal Health Scoring
- Prelay can score deals based on activity, engagement, and other inputs.
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These scores aren’t magic, but they’ll flag which deals are going cold.
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Forecast Accuracy
- Compare what you predicted vs. what actually closed.
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Helps you spot sandbaggers and optimists.
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Team Activity Dashboard
- Tracks calls, emails, meetings, and other touches.
- Great for seeing who’s working the pipeline and who’s just watching it.
Don’t bother: With vanity metrics like “Emails Sent” or “Calls Made” unless you know they correlate with pipeline movement. Activity for its own sake doesn’t close deals.
Step 3: Make the Most of Prelay’s Analytics Features
Here’s where Prelay can actually make your life easier, if you set things up with intent.
Use Filters and Segmentation
- Segment by rep: Who’s moving deals the fastest? Who’s struggling?
- Segment by source: Are marketing leads stalling out faster than outbound?
- Segment by deal size: Are small deals moving quicker, or just clogging the pipeline?
Don’t just look at the averages—dig into the outliers. That’s where you’ll find your wins and warning signs.
Set Up Alerts and Triggers
- Prelay lets you set up alerts for deals that go stale, drop in value, or stall in a stage.
- These are more useful than another dashboard you’ll forget to check.
Pro tip: Don’t set up a million notifications. Pick one or two triggers that really matter (e.g., “Deal over $50K has no activity for 10 days”). Otherwise, you’ll tune it all out.
Visualize Trends, Not Just Snapshots
- Prelay’s timeline and trend charts show how your pipeline changes over time.
- Use these to spot seasonality, slumps, or sudden spikes—then ask “why?”
Charts are only useful if they help you change something. If you find yourself staring at a nice upward line but don’t know what to do about it, you’re missing the point.
Step 4: Use Reporting to Actually Drive Action
A report that sits in your inbox is a waste. Here’s how to make reporting part of your process—not just a box to check.
Run Regular Pipeline Reviews
- Use Prelay’s live views in your pipeline meetings. Don’t just look at the totals—drill into stuck deals or outliers.
- Ask “What’s blocking this?” and “What’s changed since last week?”
Share Insights, Not Just Numbers
- Prelay lets you annotate or comment on reports. Use this to flag issues, ask questions, or call out wins.
- Don’t just send charts—explain what’s interesting and what needs attention.
Hold People Accountable
- If a deal’s been stuck, assign next steps directly in Prelay or your CRM.
- Good reporting only works if someone owns the follow-up.
Pro tip: Don’t weaponize the data. The goal is to get better, not to catch people out. Use reports to coach, not to blame.
Step 5: Ignore the Hype—What Prelay Can’t Fix
No tool, Prelay included, is going to save you from fundamental problems like bad product-market fit or a broken sales process. And don’t expect AI-powered “deal scoring” to replace human judgment. Here’s what not to expect:
- Automatic pipeline magic. You’ll still need to review, coach, and follow up.
- Perfect forecasting. Prelay helps, but if your reps are “happy-ear-ing” deals, the numbers will still lie.
- One-click insights. You get out what you put in. Garbage data stays garbage.
That said, Prelay does make it easier to see what’s real and act faster—if you’re willing to do the work.
When to Rethink or Scale Back
If you’re finding that your reports are getting more complicated, not less—stop and reassess. More dashboards won’t save you if nobody reads them. Watch out for:
- Endless tweaking. If you spend more time building reports than selling, you’re missing the point.
- Data overwhelm. If your team ignores the numbers, simplify until they don’t.
Stick to what helps you spot risk early and drive real action. Everything else is a distraction.
Keep It Simple, Iterate, and Don’t Overthink It
Pipeline visibility isn’t about having the fanciest dashboards—it’s about knowing what’s going on and being able to do something about it. Prelay gives you solid tools for the job, as long as your data’s clean and your focus is clear. Start with a couple of high-impact reports, use them to drive your weekly reviews, and tweak as you go. The best reporting setup is the one your team actually uses. Don’t let perfect be the enemy of done.