Question
How to tell if a deal is stalled, and whether to keep working it.
A deal is stalled when it has been in a stage longer than the deals you actually won from that stage. Whether to keep working it depends on direction: a stalled deal whose signals are rising needs re-engaging, and one whose signals are falling needs qualifying out.
Measure against your own deals, not a benchmark.
Sixty days in Evaluation is a disaster for one company and completely normal for another. The only honest comparison is against the deals you have actually won from that stage.
Take your closed won deals from the last year, find the median days in each stage, and compare your open deals against that. Anything meaningfully past your own median is stalled.
Stalled is not one thing.
Stalled and getting worse: the score is falling, activity has stopped, the close date has moved. This is a qualify out conversation, and the kindest thing is to have it.
Stalled and getting better: time in stage is long but signals are rising. Somebody is building a case internally and nobody has called. This is the most valuable deal on most pipelines and it is invisible without watching the trend.
Stalled and flat: nothing is happening in either direction. Ask for a date or close it.
Why a CRM cannot tell you which.
A CRM shows a snapshot. Days in stage, current stage, current amount. All three of those deals look the same in a list view, and they need opposite responses.
Kaypo carries the direction alongside the stall, so the recommendation on a stuck deal that is rising says re-engage and the one on a stuck deal that is falling says qualify out.
Questions
What is a stalled deal?
One that has been in its current stage longer than the deals you have actually won from that stage. Comparing against your own history matters more than any external benchmark.
When should you walk away from a deal?
When it is past your own median time in stage, the signals are falling rather than rising, and the buyer has not committed to a next step with a date.
It arrives in Slack
Every morning, each rep gets one message naming the deals on their own book that moved overnight, biggest mover first, with the reason beside each number and the deals that have gone quiet underneath.
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Related reading
Why deals go quiet, and what to do about it
A deal going silent almost never means what a rep hopes it means. What the silence usually is, and how to tell the difference early.
How to decide which deals to work today
With forty open deals and a day, the question is not which deals are biggest. It is which ones your attention actually changes.
How to tell which of your open deals are actually real
Every pipeline has deals that are alive and deals being carried. The difference shows in what the buyer did, not the stage somebody dragged the card to.
What an engagement score is, and what it leaves out
Engagement scores measure how much contact there has been. That is not the same as whether a deal will close, and the gap is where deals get missed.
Reviewed September 20, 2026 against the product as it behaves today.