How to Use the Pipedrive Rotting Feature to Track Deal Inactivity and Boost Conversions

Illustration showing a sales funnel and a person using a magnifying glass to highlight problem deals, representing Pipedrive’s Rotting Feature for tracking deal inactivity.

Sales processes thrive on momentum. The longer a deal sits idle, the less likely it is to close. That’s where Pipedrive’s Rotting Feature comes into play. It acts like an early warning system for your pipeline, flagging deals that have gone stale so you can take action before it’s too late.

What is the Rotting Feature in Pipedrive?

The Pipedrive rotting feature is a visual cue built into Pipedrive’s pipeline view. When enabled, it highlights deals that haven’t been updated or moved for a specified number of days. These deals are marked with a red shading, making it easy to spot which opportunities are at risk of falling through the cracks.

You can customise the number of days before a deal is considered “rotting” on a per-stage basis. This flexibility allows you to adapt the feature to your specific sales cycle whether your deals typically last a few days or a few months.

Why You Should Use It?

Rotting isn’t just a visual alert, it’s a behaviour driver.

Here’s why it’s essential:

Prevents Pipeline Neglect: With so many deals moving at once, it’s easy to forget about the slower ones. The Rotting Feature brings them front and centre.
Improves Forecast Accuracy: A bloated pipeline full of inactive deals can give you false confidence. Cleaning up stale deals leads to better sales forecasting.
Encourages Timely Follow-ups: Prompt communication often means the difference between winning and losing a deal. Rotting cues help keep your team proactive.
Customisable Per Stage: Not every stage needs the same attention. You might want to flag idle deals after 2 days in the “Initial Contact” stage, but allow 10 days in the “Proposal Sent” stage.

Checklist graphic showing benefits of Pipedrive’s Rotting Feature — prevents pipeline neglect, improves forecast accuracy, encourages timely follow-ups, and is customisable per stage.

How to Enable and Customise Deal Rotting

Go to your pipeline view in Pipedrive.
Click the pencil icon to edit your pipeline.
For each stage, you’ll see the option to enable “deal rotting.”
Set the number of days that should trigger the rotting indicator.

Once set, any deal that stays too long in a stage will appear shaded in red – your cue to follow up or advance the conversation.

Best Practices

Review Daily: Make it part of your daily sales meeting or workflow to scan for rotting deals.
Use Filters: Combine the rot status with other filters (e.g., value, owner, age) to create actionable views.
Automate Actions: Consider using Pipedrive’s workflow automation or integrating with Zapier to notify reps or move deals automatically.

Conclusion

Think of the Pipedrive rotting feature as a health check for your sales pipeline. It doesn’t just show you what’s moving, it shows you what’s not. By using it proactively, you can keep your pipeline clean, your deals active, and your sales performance on track.

If you want to explore the Pipedrive Rotting Feature further, automate reminders with Zapier, or even set up AI Agents to pre-qualify your leads, get in touch to learn how Solvaa can help you optimise your Pipedrive account and design the perfect workflow tailored to your business.

Frequently Asked Questions (FAQs)

Q. Can I set different rotting times for each stage?

A. Yes! Pipedrive allows you to customise the rotting threshold per pipeline stage based on the typical duration of deals in that stage.

Q. Does deal rotting affect reporting or automation?

A. Not directly, but it’s a visual tool that can be combined with filters and automations for enhanced pipeline management.

Q. Will I get notified when a deal starts rotting?

A. Pipedrive doesn’t send notifications by default, but you can set up workflow automations or use Zapier to alert your team when a deal starts rotting.

Q. Can I filter deals that are currently rotting?

A. Yes, Pipedrive provides filtering options so you can isolate rotting deals by owner, stage, age, and more.

Q. What’s the best way to prevent deal rot?

A. Stay proactive with regular follow-ups, use automations to flag or move stagnant deals, and make rot reviews part of your daily sales rhythm.

Please note that some of the links above are affiliate links, and at no additional cost to you, we may earn a commission if you decide to make a purchase after clicking through the link.

Solvaa: Strategy, Solutions, Support, Education

UK-based Solvaa® is a systems, process and automation consultancy specialising in improving business workflows. Solvaa® works with SMEs worldwide to implement digital tools, better processes, use business process automation and generative AI to boost productivity, enhance lead management, and remove unnecessary time, costs and hassles from stretched business owners’ days.

We help you simplify and streamline existing processes, integrate your business tools to make data transfer more efficient, and automate manual tasks. Our business process automation specialists have extensive experience using multiple cloud-based business tools, including Zapier, Pipedrive CRM, SmartSuite, Xero, Google Suite, ClickUp, Asana, Airtable, Hubspot, Active Campaign, Salesforce, Mailchimp, Quickbooks and many more. We are Zapier Certified Experts, SmartSuite Certified Partners, Pipedrive Certified Partners and Xero Certified Advisors. We also educate teams about using AI in their daily roles, mindset, governance and strategy in our Solvaa AI Academy.

Solvaa® was founded in 2016 by Kelly Goss, a no-code solutions architect, business process automation specialist and author of Automate It with Zapier (first edition) and Automate It with Zapier and Generative AI (second edition).

A thought leader on business process automation and digital adoption, Kelly attended an invite-only Roundtable on Artificial Intelligence (AI) with the UK government at No.10 Downing Street, providing insights and recommendations on how SMEs can benefit from productivity gains by using digital technologies, automation and AI. She has also been invited to speak at the House of Lords and at many other events.

Contact us today to find out how Solvaa can help your business make big savings on operational costs and time, and significantly increase productivity.

AI Academy Diaries #2: AI Learning – Busting the Biggest AI Myths

Previously on the AI Academy Diaries... I introduced myself as a content marketer who uses AI every day but had never actually learned it from the ground up, so I enrolled in Solvaa's AI Academy to see what happens when you stop paddling around in the shallow end and...

AI Academy Diaries #1 Confessions of a Content Marketer Learning AI

Pleased to meet you, I'm Emily. 👋 Like many professionals over the last few years, I've watched the landscape change dramatically with the introduction of AI. It arrived like a colossus, seemingly changing everything overnight and leaving a trail of panic, confusion,...

The Companies Winning with AI Usually Start the Same Way

Most organisations think the companies winning with AI must have some secret advantage. Better tools. Bigger budgets. A mysterious team of prompt-engineering wizards hidden somewhere in the basement (or is that just us? 😂). But honestly? It all comes down to what Kate...

Illustration of two people placing AI components onto a large microchip on a smartphone, with gears below, representing building or implementing AI systems.

Why Continuous AI Learning Drives Better Adoption Than One-Size-Fits-All Training

Organisations have invested heavily in AI. Tools have been rolled out, access has been granted, and expectations are high: productivity should be improving. And yet… for many, it isn’t. Recent research suggests that despite widespread adoption, AI is still having...

How to Get Company Buy-In for Automation and AI Solutions

AI is starting to fit in. We’re seeing it more, recognising it, and beginning to accept that it’s here to stay. And maybe we’re also starting to realise that, it isn’t some evil thing sent to replace us - after all, it has about as much self-awareness as a teapot. The...

How to Use Pipedrive CRM: Automation, AI & Smarter Sales Processes

A bad sales system is like a game of Buckaroo. You keep adding things to it - another lead source, another automation, another “quick fix” - and for a while it holds. Eventually, though, it’s going to buckle. When it does, leads get missed, deals stall, and the CRM...

People-First AI Enablement: How Organisations Actually Make AI Work

AI is having a moment. Investment is surging, infrastructure costs are rising, and a small number of companies are absorbing a disproportionate share of attention and funding. For many organisations, AI feels powerful - but also distant, expensive, and hard to...

SOLVAA branding graphic showing a handshake icon between the Pipedrive and Zapier logos on a blue background, symbolizing integration and partnership.

Three Best Zapier Automations to Accelerate Sales Process in Pipedrive

Sales teams using Pipedrive already benefit from a clear and visual pipeline. However, as lead volume increases and sales cycles become more demanding, manual tasks quickly slow things down. This is where automation makes a measurable difference. By connecting...

AI Enablement Guide: How to Build the Skills, Systems, and Culture for AI Success

AI Enablement isn’t just another buzzword people toss around in meetings to sound clever. It’s the very real (and very necessary) process of getting an organisation ready to actually use AI in ways that improve how work gets done. Think of it as the difference between...

The Real Power of Humans in AI: Why People Still Matter Most

AI is reshaping how we work, but not in a “Skynet is coming” kind of way. It’s much closer to Iron Man and JARVIS - a very capable assistant paired with a slightly chaotic human who still calls the shots. That’s the real story of Humans in AI: the tech does the heavy...

How to Help Non-Technical Teams Adopt and Trust AI Tools

We know we’re a little biased - but AI really can benefit everyone in one way or another. Even if you’ve already heard “I’m not really a tech person” a hundred times, here’s the truth: your team already uses AI every single day. They just don’t call it that. If they...

Graphic of a computer screen displaying a game controller with gears above it, five gold stars overhead, and the word ‘SOLVAA’ below on a blue background with abstract shapes.

5 Surprisingly Effective Best Practices for AI and Automation Training in the Workplace

At Solvaa, we believe AI and automation training doesn’t have to be dull or intimidating. When it’s done right, it can spark curiosity, boost confidence, and make work feel a whole lot more futuristic - and fun. Remember when everyone said the future of work was...

Citizen Developer Training: The New Way to Unlock Agility and Growth

Citizen Developer Training has become essential because, once upon a time, “solving a business problem with technology” meant filing a ticket with IT, waiting weeks, and hoping your request wasn’t quietly buried under 1,247 other “marked urgent” tasks. Meanwhile,...

Smarter Lead Management in Pipedrive: Inbox Automation, Zapier AI Agents & ICP Filtering

Capturing and managing leads effectively is one of the biggest challenges for any sales team. Without a clear system in place, new opportunities can easily slip through the cracks. This is where Pipedrive’s Leads Inbox becomes a game-changer. When paired with...

AI Works Better When People Are Involved: 4 Unexpected Benefits

AI and humans are rarely portrayed as a good match - do we blame The Terminator? Most likely. Pop culture loves to cast us as chalk and cheese, an awkward pairing destined for drama. But in reality, we could be bread and butter - we just work better together, and you...

Streamline Your Marketing with the MailChimp-Pipedrive Integration, Boosted by Zapier

We're excited to announce the new two-way sync between MailChimp and Pipedrive, a powerful, automated integration that takes your email marketing to the next level. Currently free and in beta, this integration makes it easier than ever to manage contacts, trigger...

From Pilot to Powerhouse: How to Scale AI & Automation for Real Growth

Want to unlock company growth? Deploying and successfully scaling AI and automation is like giving your business a triple shot of espresso. Suddenly, your team’s firing on all cylinders, workflows are humming, and efficiency hits an all-time high. But getting to that...

Cartoon-style illustration of a diverse team looking at a screen with AI and automation icons, plus a padlock symbol to show governance. Futuristic office background, clean and friendly look.

Why AI and Automation Governance Is Critical for Business Success

No matter what level of AI and automation adoption you decide to implement at your company, it will be unsustainable and fail without proper governance. Let's find out why. In recent years, it’s been nearly impossible to engage with any form of media without...

Pipedrive + AI in Sales: The Smart Way to Sell

In today's competitive market, AI in sales isn't just a buzzword—it’s a game-changer. Teams that adopt intelligent tools see faster lead responses, refined prospecting, and streamlined workflows. By automating repetitive tasks and surfacing actionable insights, AI...

Smarter Selling in Pipedrive: 3 AI Agents You Can Build with Zapier

In today’s fast-paced sales landscape, smart automation isn’t just nice to have; it’s a competitive edge. And with the introduction of AI agents that can be easily built in no-code tools like Zapier, sales teams using tools like Pipedrive can finally unlock the next...

How to Use the Pipedrive Rotting Feature to Track Deal Inactivity and Boost Conversions