Open the dashboard
Understand the key figures
Note exactly what's counted:
- Total leads
- Every lead in the organization.
- Active pipeline
- Every lead that isn't lost or parked. This also includes leads in the default Active and Possible stages.
- Close rate
- Number in Active divided by the sum of Active and Lost, as a percentage. With no such closes, 0 is shown.
- New leads
- Leads created in the last seven days, regardless of their current stage.
Read the funnel and sources
The funnel follows the default stages Lead → Contacted → Demo → Proposal → Invited → Active. A lead in a later stage also counts in the earlier funnel steps. That's a calculation from the current stage, not proof this lead actually passed through every step. Possible, Lost, and custom stages aren't represented as funnel steps. For sources, the hit rate is the share reaching Proposal or beyond within that source's non-lost, non-parked leads.
Check segments and follow-up hygiene
You set up segment groups in the Lead Engine settings and assign them on a lead. Other or missing assignments are grouped together. Follow-up hygiene shows things like activity in the last seven days, leads unchanged for over 30 days, overdue items, priority A, open drafts, and CRM tasks. Last contact here is based on the most recent CRM activity, or the creation date otherwise. Internal activity counts too. The Today/Tomorrow due-date group covers both days.
Read the weekly briefing
Open the Weekly Briefing action in the CRM overview and read the week you want from the list. The view loads up to 26 saved weeks. The server-side weekly run builds metrics and tries to generate an AI briefing from them, with insights, actions, and a control metric. Opening the page doesn't start a new generation.
Cross-check the AI analysis against your data
For the weekly briefing, the AI service receives structured metrics for this week and, where relevant, the previous one. This flow doesn't pass individual contact histories the way the email draft feature does. Check the suggested causes and actions against your leads. If AI budget is missing or generation fails, a metrics snapshot can be saved without AI text. A new weekly snapshot requires the server-side weekly run to be working.
Common pitfalls
The funnel isn't a historical conversion analysis
The ratios compare current counts of adjacent default stages. Custom stages, lost leads, and skipped steps can affect the impression it gives. Read the funnel together with the individual leads.
Segment maturity can exceed 100 percent
In the current calculation, a won lead counts both at Proposal-or-further and again as won. So segment maturity isn't a close probability.
The weekly briefing and the live dashboard can differ
A saved weekly snapshot isn't a live view. Changes since that run only show up in the current dashboard calculation, or in the next weekly snapshot.
Frequently asked questions
Why does a new lead already count as recently contacted?
With no activity, the calculation uses its creation date. So the metric alone doesn't prove actual customer contact.
Why does the close rate differ from the funnel ratio?
The close rate uses Active divided by Active plus Lost. Funnel ratios, by contrast, compare the cumulative counts of adjacent default stages.
Why is the AI weekly briefing missing?
There may be no saved weekly run yet, or AI generation may not have completed due to budget or errors. An existing metrics snapshot can still be available regardless.