Pipeline health check.
Upload a deal export from your CRM and see what is wrong with your open pipeline: deals with no amount or close date, close dates that have passed, deals with no recent activity, deals open too long, duplicates, and one deal the total depends on. By stage and by owner.
- HubSpot, Pipedrive, Zoho, Salesforce or LiftUp exports
- Your file stays in your browser
- Excel report with live formulas
1. Your deal export
Read in your browser. Nothing is uploaded.
Drop a CSV of deals here, or
Export deals or opportunities as CSV from HubSpot, Pipedrive, Zoho CRM, Salesforce, LiftUp or a spreadsheet. Up to 5 MB and 20,000 rows. Excel file? Save it as CSV first.
2. Columns
18 rows from sample-hubspot-deals.csv7 of 8 columns found · looks like a HubSpot exportChange
Deals are closed when the status says won, lost or deleted, when the stage name says won or lost (Closed Won, Closed Lost), or when the probability is 100% or 0%. Closed deals are counted but left out of every check.
3. Health report, as of 18 Oct 2026
- Open deals
- 14
- 2 won ($11,400), 2 lost ($25,000) left out
- Open pipeline value
- $200,900
- In USD, as the file has it
- With at least one issue
- $156,400
- 9 deals, 77.8% of open value
- Health score
- 36/100
- Open deals with no issue ÷ open deals. 6 of 6 deal checks ran.
Checks
Open a check to see its deals.
Missing amount1 dealFlag
Open deals whose amount is blank, zero or not a number. They add nothing to pipeline value.
Deal Stage Owner Amount Close date Days open Days since activity Orchard Foods team upgradeLine 8 Demo done Sam – 20 Nov 2026 33 8 Missing close date1 deal, $24,000Flag
Open deals with no close date. They fall in no month of a forecast.
Deal Stage Owner Amount Close date Days open Days since activity Lumen Logistics - platform migrationLine 2 Discovery call Marco $24,000 – 17 6 Close date has passed2 deals, $12,000Flag
Open deals whose close date is before the as-of date (2026-10-18). Each needs a new date or closing as won or lost.
Deal Stage Owner Amount Close date Days open Days since activity Kestrel Studio starter planLine 5 Qualified Priya $4,800 26 Sept 2026 82 49 Quill Legal renewal plus seatsLine 15 Negotiation Sam $7,200 10 Oct 2026 159 90 No recent activity3 deals, $24,000Flag
Open deals with no activity for more than 30 days before the as-of date. A blank activity date counts from the created date; with neither, the deal counts.
Deal Stage Owner Amount Close date Days open Days since activity Kestrel Studio starter planLine 5 Qualified Priya $4,800 26 Sept 2026 82 49 Cedar and Pine agency bundleLine 12 Proposal sent Sam $12,000 27 Nov 2026 74 47 Quill Legal renewal plus seatsLine 15 Negotiation Sam $7,200 10 Oct 2026 159 90 Open a long time3 deals, $79,600Flag
Open deals created more than 90 days before the as-of date. Deals with no created date aren’t counted.
Deal Stage Owner Amount Close date Days open Days since activity Fernway Travel pilotLine 13 Proposal sent Sam $8,400 13 Nov 2026 109 1 Bluefin Health full rolloutLine 14 Negotiation Marco $64,000 31 Oct 2026 138 2 Quill Legal renewal plus seatsLine 15 Negotiation Sam $7,200 10 Oct 2026 159 90 Duplicate deal names2 deals, $36,000Flag
Open deals that share a name once case, spaces and punctuation are ignored. Check whether each is a separate deal before merging.
Deal Stage Owner Amount Close date Days open Days since activity Northwind Labs - Annual PlanLine 6 Qualified Marco $18,000 31 Dec 2026 18 16 Northwind Labs, annual planLine 11 Proposal sent Priya $18,000 30 Oct 2026 59 4 One deal is a big share of the pipeline1 deal, $64,000Flag
Any open deal worth more than 25% of open pipeline value. Losing it would move the total a lot.
Largest open deal: Bluefin Health full rollout, $64,000 or 31.9% of open value.
Deal Stage Owner Amount Close date Days open Days since activity Bluefin Health full rolloutLine 14 Negotiation Marco $64,000 31 Oct 2026 138 2 Close dates at the end of a month7 deals, $132,300Fact
Open deals with a close date in the last 5 days of a month. A fact to look at, not a fault. For scale, 5 days is about a sixth of a 30-day month.
7 of 13 open deals with a close date (53.8%) close in the last 5 days of a month, worth $132,300 (74.8% of their value). 3 of them close at the end of a quarter (March, June, September or December), $28,800.
Deal Stage Owner Amount Close date Days open Days since activity Kestrel Studio starter planLine 5 Qualified Priya $4,800 26 Sept 2026 82 49 Northwind Labs - Annual PlanLine 6 Qualified Marco $18,000 31 Dec 2026 18 16 Harbor Dental expansionLine 7 Qualified Priya $6,000 28 Dec 2026 10 10 Mosaic Retail pilotLine 9 Demo done Marco $9,500 30 Nov 2026 20 9 Northwind Labs, annual planLine 11 Proposal sent Priya $18,000 30 Oct 2026 59 4 Cedar and Pine agency bundleLine 12 Proposal sent Sam $12,000 27 Nov 2026 74 47 Bluefin Health full rolloutLine 14 Negotiation Marco $64,000 31 Oct 2026 138 2
By stage
| Stage | Deals | Value | Share | With an issue | No activity | Past due | Avg days open |
|---|---|---|---|---|---|---|---|
| Discovery call | 3 | $42,000 | 20.9% | 1$24,000 | 0 | 0 | 11.7 |
| Qualified | 3 | $28,800 | 14.3% | 2$22,800 | 1 | 1 | 36.7 |
| Demo done | 3 | $20,500 | 10.2% | 1 | 0 | 0 | 33 |
| Proposal sent | 3 | $38,400 | 19.1% | 3$38,400 | 1 | 0 | 80.7 |
| Negotiation | 2 | $71,200 | 35.4% | 2$71,200 | 1 | 1 | 148.5 |
| All open deals | 14 | $200,900 | 100% | 9 | 3 | 2 |
By owner
| Owner | Deals | Value | Share | With an issue | No activity | Past due | Avg days open |
|---|---|---|---|---|---|---|---|
| Marco | 4 | $115,500 | 57.5% | 3$106,000 | 0 | 0 | 48.3 |
| Priya | 5 | $54,800 | 27.3% | 2$22,800 | 1 | 1 | 42 |
| Sam | 4 | $27,600 | 13.7% | 4$27,600 | 2 | 1 | 93.8 |
| (no owner) | 1 | $3,000 | 1.5% | 0 | 0 | 0 | 5 |
| All open deals | 14 | $200,900 | 100% | 9 | 3 | 2 |
Full report
Get the pipeline health report for Excel or Google Sheets.
A Summary sheet with every count as a formula, your open deals with a flag column per check, and sheets by stage and by owner. Change the as-of date or a limit and the counts update.
The short answer
How do you check the health of a sales pipeline?
Export your deals, leave out the ones already won or lost, and look for the problems that make the open total wrong: deals with no amount or no close date, close dates that have already passed, deals nobody has touched in weeks, deals open far longer than your sales cycle, the same deal entered twice, and one deal so large the total depends on it. Add up how much open value has at least one problem, then fix the biggest deals first, by stage and by owner.
How it works
The rules the check follows.
01
Won and lost deals are left out
HubSpot’s pipelines end in Closed won (100%) and Closed lost (0%), and it calls Won and Lost closed stages. The check counts closed deals and leaves them out of every check. A deal is closed when its stage name says won or lost, when a status column says won, lost or deleted, or when its probability is 100% or 0%.
Source: HubSpot: Set up and customize pipelines, checked 18 Oct 2026
02
A close date in the past is a missed date
HubSpot defines Close Date as the day the deal is expected to close, or was closed. So an open deal whose close date is before today has missed its own date: it needs a new date, or closing as won or lost. The check counts those deals and adds up their value.
Source: HubSpot: Default deal properties, checked 18 Oct 2026
03
Idle deals go stale
Pipedrive’s rotting feature flags deals that have been idle for too long, with a number of days you set for each stage, based on the deal’s last updated time. The check uses one limit for every stage, 30 days by default. A blank activity date counts from the day the deal was created.
Source: Pipedrive: The Rotting feature, checked 18 Oct 2026
04
“Last activity” differs by CRM
In Salesforce, Last Activity is the latest due date of a closed task or start date of an event on the record, while Last Modified is the time of any change to it. The same deal can look busy by one and idle by the other, so pick the column that means real contact with the buyer.
Source: Salesforce: Last Activity and Last Modified dates, checked 18 Oct 2026
05
An update time is a weaker signal
Pipedrive’s Last activity date is the last activity marked as done. Its Update time is the last update of any kind, from a new activity to a changed field. When a file has no activity column, the check uses an updated column instead and says so, because any edit then resets the clock.
Source: Pipedrive: Glossary, checked 18 Oct 2026
06
Every open deal needs an amount and a date
Zoho CRM makes Closing Date and Stage mandatory on a deal, and describes Amount as the amount expected after closing. Other CRMs and spreadsheets don’t always insist. A deal with no amount adds nothing to pipeline value and one with no close date falls in no month, so the check flags both.
Source: Zoho CRM: Standard fields in Deals, checked 18 Oct 2026
Worked example
Eighteen sample deals in a HubSpot-style export.
- Open deals
- 14 worth $200,900 (2 won, 2 lost left out)
- Open deals with at least one issue
- 9 deals, $156,400, 77.8% of open value
- Health score
- 36/100 (5 of 14 open deals have no issue)
- Close date has passed
- 2 deals, $12,000
- No activity for more than 30 days
- 3 deals, $24,000
- Open longer than 90 days
- 3 deals, $79,600
- Duplicate deal names
- 2 deals, $36,000
- Largest open deal
- $64,000, 31.9% of open value
- Close dates in the last 5 days of a month
- 7 of 13 dated open deals (53.8%)
The sample deals are made up. One deal has no amount and one has no close date. Bluefin Health’s $64,000 deal has been open 138 days, which is why 77.8% of open value has an issue while 9 of 14 deals (64.3%) do. All 4 of Sam’s open deals have at least one issue.
Good to know
What the check leaves out.
- Time in stage. An export shows when a deal was created, not when it entered its current stage, so the check measures days open, not days in the stage. Your CRM’s own stage history is the place for that.
- Per-stage limits. One stale limit and one age limit apply to every stage.
- Benchmarks. It compares your deals with your own limits, never with an industry average.
- Currency conversion. Amounts in more than one currency are added as they are, and the check says so.
- Excel files and very large exports. It reads CSV up to 5 MB and 20,000 rows. Save an Excel file as CSV first.
- Saving. Nothing is stored and the file never leaves your browser. Download the CSV or the Excel report to keep the result.
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How many days without activity makes a deal stale?
There is no single standard. Pipedrive lets you set a different number of days for each stage, because a deal waiting on a signed contract moves at a different pace from one waiting on a first call. Start from how long your deals usually go between touches, then set the limit just above it. The check uses 30 days until you change it.
Why are won and lost deals left out?
Because they are no longer pipeline. A won deal with an old close date isn’t late, and a lost deal with no activity isn’t stale. The check still counts them, so you can see how many closed deals the export had, but every check and the health score look at open deals only.
What does the health score mean?
It is the share of open deals with no issue from the checks that ran: open deals with no issue ÷ open deals × 100. The sample scores 36 because 5 of its 14 open deals pass every check. A check that couldn’t run, because the file had no column for it, counts as no issue, so the tool shows how many of the six deal checks ran.
Which columns does the file need?
Only a deal name and a stage. The amount, close date, created date, last activity date, owner and status or probability are optional, and any check that needs a missing one says “not checked” instead of passing. The check recognises the usual headers from HubSpot, Pipedrive, Zoho CRM, Salesforce and LiftUp, and you can pick any column by hand.
Does LiftUp flag stale deals?
In part. LiftUp’s stage report, on every plan, shows for each open stage how many leads have sat in it for more than 7 days since they entered it, and lists the oldest ones. That limit is fixed at 7 days. LiftUp doesn’t flag deals by last activity or past close dates, so use this check on a LiftUp export for those. Deal values and expected close dates on each lead come with the Growth plan.
Keep deal values and close dates where the work happens.
On LiftUp’s Growth plan every lead holds a deal value and an expected close date, next to a pipeline board and a stage report that shows leads sitting in a stage for more than 7 days. Every new workspace can try Growth free for 14 days.
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