Hey there!

Most managers start the week asking what the team should focus on, and most check pipeline pace first. That pace is probably too generous. Take out the deals nobody has touched in 14 days and look again.

What's left tells you which deals your team works this week, and which ones you stop counting.

By hand, that takes five steps in HubSpot:

- Build a deals view filtered to open stages, no activity in 14 days, and a deal size worth chasing, such as an amount over $5,000.

- Export it.

- Pull total open pipeline for the month.

- Find the target, which usually lives in a spreadsheet, and compare.

Emil, who runs our customer success team, puts this at 20 to 30 minutes a week. An agency with 10 clients spends 3 to 5 hours on it every week, and each week starts from zero.

The list is only as good as your logging, whichever way you build it. A rep who emails from their own inbox makes a live deal look stale. Spot-check the five biggest deals before you act.

Once the stalled deals come out, start with the ones closest to close. They still have time to move this week. The long-dead ones need a yes or no from the buyer, or they come off the forecast.

In Databox, Emil gets the answer without an export or a spreadsheet. He asks our AI Analyst Genie four questions in a row on a connected HubSpot account:

1. How is pipeline value tracking against target?
2. Which open deals over $5,000 have had no activity in 14 days?
3. What should the team focus on this week?
4. Turn this into something I can share with my team.

Genie recommends triaging stalled deals near close first and escalating long-dead ones for a decision. The first two questions supply the evidence, so he can check that advice against the actual deals.

The last question turns it into a one-page snapshot he shares by link, and he can ask again next week to see what changed. Once HubSpot is connected and your target is set as a goal, this takes a few minutes, against 20 to 30 by hand. To watch Emil run it first, register for our webinar series, which includes the past recordings.

P.S. Move the Needle now covers one decision per issue and how to make it fast and with confidence. If there's a decision you keep putting off because the data is slow to reach, hit reply and tell me.