CRM reporting: the six reports a sales leader should open every Monday.

How this guide was built

Every report name, property and plan requirement below was read from HubSpot's and Pipedrive's own documentation on 29 September 2026: their knowledge-base articles, plan comparison pages and pricing tables. Salestruct isn't a partner or reseller of either company. We build reporting on both, which is why this is written around the six questions a sales leader actually asks rather than around a feature list.

Three things to know before you build any of this:

• Plans named are Sales Hub for HubSpot (Free, Starter, Professional, Enterprise) and the current Pipedrive lineup (Lite, Growth, Premium, Ultimate), which replaced the old Essential/Advanced/Professional/Power/Enterprise names in 2025. Every Pipedrive page cited below already uses the current names.
• Worked numbers below are illustrative, built to show how to read the six reports together, not a real account's data.
• "Not published" means we looked and the vendor doesn't say, not that we didn't check.

What came in this week?

The first question is volume: how many new deals or leads entered the pipeline, and where did they come from. If this number drops and nobody notices for three weeks, every report after it is measuring a shrinking pipe.

Build both HubSpot reports from the same suite: Deals created answers "how many," Deal revenue by source answers "from where." Run them side by side, because a healthy count from a shrinking source is a different problem than a shrinking count overall.

What moved through the pipeline?

Volume in means nothing if nothing advances. This report reads stage-to-stage conversion, not just a snapshot of where deals sit today.

The HubSpot Deal funnel report is worth reading past its headline chart: the stage-skip count catches reps who jump a deal straight to "proposal sent" without doing the stage's actual work, which a simple stage-count dashboard hides completely.

What's stalled?

This is the report almost nobody builds, and it's the one we rate highest of the six, because a stalled deal costs exactly as much pipeline as a lost one while still counting as "open" on every other report.

HubSpot and Pipedrive solve this with genuinely different mechanisms, and the difference matters for which one you build first.

HubSpot calculates it per deal, automatically, with two default deal properties:

• Time in current stage: the time the deal has spent in its current pipeline stage, recalculated live.
• Is Stalled After Timestamp: a timestamp HubSpot sets automatically the moment a deal's time in its current stage exceeds 20% longer than that deal owner's own closed-won average for that same stage. It compares the deal against the rep's own normal pace, not a fixed number of days.

Build the report by filtering the Deals index (or a saved view) on Is Stalled After Timestamp is known, which surfaces every deal currently past its own threshold. For an aggregate view across the team, the Sales Analytics Suite's Time spent in deal stage report (Starter and up) shows average time in a stage by rep or team, so you can see which stage is the actual bottleneck before you go deal by deal.

Pipedrive calls this Deal Rotting: a deal is marked rotten after a set number of days with no activity logged against it. The rot clock resets when an activity is marked done, or when a note, file or email is added, and it ignores activities scheduled for the future. It's available on every plan, including Lite, with no report-builder step required, which makes it the faster of the two to see for the first time. Pair it with the Deal duration report (Insights, every plan) for how long deals spend in each stage in aggregate.

What's at risk?

At risk is a narrower, sharper question than stalled: is this deal's close date already in the past while the deal is still open? A deal can be perfectly on pace inside its current stage and still be forecasting revenue that was supposed to land two weeks ago.

Neither platform ships this as a named pre-built report. Both build it from a filter on the deal's own close-date field, which every plan on both platforms can set.

Save either one as a shared view so the whole team sees the same list, not just the manager. A deal that clears this filter every Monday for three weeks running is not a reporting problem: it's a deal nobody has re-qualified.

Who's overloaded?

The same six deals can mean very different things depending on which rep holds them. A rep sitting on 40 open deals and a rep sitting on 8 are not doing the same job, even if both hit quota last quarter, and an overloaded rep is where deals start stalling in bulk.

On HubSpot's lower tier this means clicking through each rep one at a time with the quick filter; on Professional and up, the custom report builder puts every rep in one grid. On Pipedrive, Activities performance is the proxy for load: a rep whose overdue-activity count is climbing is the rep whose deals will show up on the stalled report next.

What closed?

The report every CRM builds by default, and the only one of the six that gets checked without being asked for. Worth including here anyway, because it's what the other five exist to protect.

Deal loss reasons is the one worth pinning next to the stalled report rather than filing away at month end: if the same reason keeps recurring on deals that were also flagged stalled, the stage itself is the problem, not the individual rep.

Forecasting, once the six reports are clean

Forecasting sits downstream of all six questions above, and both vendors gate it higher than the base reports:

Forecasting

Checked 29 September 2026

Forecast tool

Edge: HubSpot

Sales Hub Professional and Enterprise. Enterprise adds forecasting across team hierarchies

Not a separate tool; built from the reports below

Product revenue forecast

Edge: Pipedrive

Not published as a named report

Growth and higher plans

Deal revenue forecast

Edge: Even

Covered by the Forecast tool above

Premium and higher plans

Multiple dashboards to hold these reports

Edge: HubSpot

Free 10, Starter 30, Professional 75, Enterprise 100

Lite and Growth: the default dashboard only. Premium and Ultimate: multiple dashboards

Read from: HubSpot Product and Services Catalog · Pipedrive Insights report types.

A forecast built on top of deals that are already stalled or already past their close date is not a forecast, it's an extrapolation of a number nobody has checked. Build the six reports above first.

A worked Monday, walked through

Here's how the six reports read together on an illustrative six-person team, numbers built to show the method rather than a real account:

1. 1.
   What came in: 34 deals created this week, down from a 52-deal average

   Deal revenue by source shows the drop is entirely in one channel. That's the first flag: not "pipeline is down," but "one source stopped."

2. 2.
   What moved: conversion from stage 2 to stage 3 fell from 61% to 38%

   The Deal funnel report's skip count is flat, so reps aren't jumping stages to hide the problem. The stage itself is where deals are getting stuck.

3. 3.
   What stalled: 11 deals are past their Is Stalled After Timestamp, 9 of them in stage 3

   That's the same stage the funnel report just flagged. Two reports independently pointing at the same stage is a stronger signal than either alone.

4. 4.
   What's at risk: 4 open deals have a close date already in the past

   Two of the four are also on the stalled list. Those two get re-qualified on a call today, not re-forecast on a dashboard.

5. 5.
   Who's overloaded: one rep holds 6 of the 9 stalled stage-3 deals

   Activities performance for that rep shows overdue activities climbing for two weeks straight. The stalled deals aren't a skill problem, they're a capacity problem.

6. 6.
   What closed: won count is flat, but average deal velocity slowed by 4 days

   Nothing closed lost this week, which is why nobody flagged a problem before running the other five reports. The pipeline was already leaking; it just hadn't shown up as a loss yet.

The action out of that Monday isn't "check the dashboard again next week." It's one conversation with one rep about stage 3, and one call each to the two deals that are both stalled and overdue on close date.

Where this breaks

• A stalled-deal report only works if reps log activity honestly. Pipedrive's rot clock resets on a note, file or logged email exactly as easily whether the contact was really touched or a rep just wants the flag to clear. The report catches inaction, not fake activity, and it needs a manager who spot-checks rather than trusts the flag alone.
• HubSpot's 20% threshold moves with the rep. Is Stalled After Timestamp compares a deal against that specific owner's own closed-won average for the stage. A rep with a slow personal average gets a more forgiving stall threshold than a fast one, which is fair to the rep and can hide a genuinely slow stage if every rep on it is equally slow.
• None of these reports explain why. They tell you which deal, which stage, which rep. The reason a deal stalled, whether it's budget, a champion who left, or a rep who dropped the ball, only comes out on a call. A dashboard that gets read instead of a pipeline that gets called is the most common way this method fails in practice.
• Custom reporting depth costs more on both platforms. HubSpot's flexible custom report builder needs Professional; Pipedrive's deal revenue forecast needs Premium. The six reports above run on the lower tiers on both platforms; going further into cross-object or custom-field reporting does not.

Which build fits which team

Building these six reports takes an afternoon in either platform. Reading them together, every week, without letting the "what closed" number distract from the other five, is the part that actually protects pipeline.

Related reading: HubSpot vs Pipedrive, CRM pipeline stages and exit criteria, CRM hygiene: measure your decay rate, Revenue operations KPIs your CRM cannot calculate.

If you want a second pair of eyes on your own setup, Salestruct runs a free diagnostic.