If you’ve ever looked at your sales pipeline and thought, “Is this thing about to fall apart?”—you’re not alone. Sales leaders and reps are always told to “keep the pipeline healthy,” but most dashboards just leave you with more questions. This guide is for anyone who’s tired of sifting through data noise and wants practical ways to use Atriumhq to actually see what’s working, what’s not, and what to do about it.
Why Pipeline Health Matters (And Why Most Tools Miss the Mark)
A healthy pipeline isn’t about having a wall of green checkmarks or hitting arbitrary activity goals. It’s about knowing:
- Are you likely to hit your targets?
- Where are deals getting stuck?
- Who on your team needs help—before it’s too late?
A lot of CRM tools and dashboards try to answer these questions, but most just track surface-level metrics (like how many calls someone logged). Atriumhq tries to go deeper, but it’s not magic: you still need to know what to look for and how to cut through the noise.
Step 1: Set Up Atriumhq for Useful Tracking
Before you dive into analytics, make sure you’re set up to track the right stuff. Here’s how to do it without wasting hours:
- Connect your CRM and calendar. Atriumhq works best when it’s plugged into your actual workflow (Salesforce, Google Calendar, etc.). If you skip this, you’ll miss most of what makes it useful.
- Decide what “health” means for you. Don’t just accept whatever default metrics you see. For most teams, this includes:
- Number of new deals created
- Pipeline coverage (open pipeline vs. quota)
- Deal velocity (how long things sit in each stage)
- Stage-by-stage conversion rates
- Activity levels (but don’t obsess—see next section)
- Turn off what you don’t care about. Atriumhq tracks a ton of stuff. If you’re not using something (like “emails sent” or “meetings booked” as a KPI), hide it. Less noise means faster insights.
Pro tip: Decide who’s actually going to look at this data. If your reps are just going to ignore it, focus on what managers actually use for coaching.
Step 2: Cut Through the Vanity Metrics
It’s easy to get distracted by numbers that look important but don’t predict results. Here’s what you can safely ignore (or at least, not obsess over):
- Raw activity counts. Logging 50 calls a day doesn’t mean much if deals aren’t moving forward.
- “Streaks” and “badges.” These are fine for motivation, but don’t confuse them with pipeline health.
- Single-week swings. One bad (or great) week doesn’t mean you need to overhaul your process.
Instead, focus on:
- Deal movement: Are deals progressing to the next stage, or stalling out?
- Pipeline coverage: Do you have enough in the funnel to realistically hit your number?
- Conversion rates: Where do deals fall apart—and is that trending up or down?
Step 3: Use Atriumhq’s Dashboards to Spot Real Issues
Here’s where Atriumhq actually helps: it surfaces patterns you might otherwise miss. But you have to know where to look.
Top Dashboards to Watch
- Pipeline Coverage Reports
- Shows how much open pipeline you have compared to quota.
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Watch for: Big gaps between reps, sudden drops, or consistently thin coverage.
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Deal Velocity & Aging
- Tracks how long deals spend in each stage.
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Watch for: Deals stuck in one stage for too long (usually means something’s off, or the rep’s sandbagging).
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Stage Conversion Rates
- Percentage of deals moving from one stage to the next.
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Watch for: Steep drop-offs at the same point every month—could be a broken pitch, pricing issue, or competitor problem.
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Rep-level Comparisons
- See who’s outperforming (or lagging) on real metrics, not just activity.
- Watch for: Big outliers—dig in to see if it’s luck, skill, or something fixable.
Honest Take: There are a lot of “insights” in Atriumhq that sound fancy but don’t usually drive action (like “meeting-to-opportunity ratio” for every single rep). Stick to what actually correlates to closed deals.
Step 4: Use the Data for Coaching—Not Policing
The real power of a tool like Atriumhq is helping your team get better, not just catching them slacking off.
- Use pipeline health trends to spot coaching moments—like a rep with lots of stuck deals, or someone who’s great at opening but not closing.
- Don’t weaponize the dashboards. If you make it all about “who’s red this week,” reps will just game the numbers.
- Share success stories: “Here’s what’s working for Jane—let’s try it with everyone.”
Pro tip: If you want honest tracking, don’t tie every metric to compensation or performance reviews. Use it for feedback, not punishment.
Step 5: Set Up Simple Alerts (But Not Too Many)
Atriumhq lets you set up alerts for things like:
- When pipeline drops below a certain threshold
- If a deal hasn’t moved in X days
- When conversion rates tank
This is useful—if you don’t overdo it. A few well-chosen alerts can help you catch problems early. Too many, and everyone just tunes them out.
What works: - One weekly summary of pipeline health for managers - Alerts for deals stuck longer than your typical sales cycle
What to skip: - Daily “activity” alerts (too much noise) - Alerts for every minor deviation
Step 6: Drive Real Change With Regular Reviews
All the dashboards in the world won’t help if you ignore them until end-of-quarter panic mode. Make pipeline health a standing topic in team meetings:
- Review the same few metrics every week—don’t keep switching.
- Ask reps what’s blocking deals, not just “why are you low on activity?”
- Look for trends, not just outliers. Is the whole team’s pipeline trending down? Time to dig deeper.
Pro tip: Don’t just “admire the problem.” If you see stalled deals or low coverage, brainstorm one action you can take this week—like a focused call blitz or a new pitch angle.
The Stuff You Can Ignore
Let’s be honest: no tool is going to magically fix your pipeline. Here’s what you can safely ignore:
- Overly granular activity metrics (like “calls in the last hour”)
- Gamified leaderboards (they’re fun, but don’t drive real improvement)
- Trying to “set and forget”—you need to actually use the insights in your workflow
Wrapping Up: Keep It Simple, Iterate Often
Sales pipeline health isn’t a one-time fix. The best teams use tools like Atriumhq to cut through the noise, pay attention to what moves the needle, and adjust as they go.
Don’t try to track everything or chase every number. Pick a few metrics, review them regularly, and focus on helping your team do better work—not just hit arbitrary targets. If a report or alert isn’t helping you take action, turn it off.
Keep it simple. Watch what matters. Iterate as you learn. That’s how you actually improve pipeline health—no magic, just real work.