It’s 8:00 PM on a Sunday. You’re looking at your Executive Revenue Dashboard for tomorrow’s leadership meeting. The charts look great. The bars are climbing, the gauges are in the green, and the "Total Pipeline" number is exactly where it needs to be.
So, why do you have that nagging feeling in your gut that something is wrong?
If you’re in RevOps, you know the feeling. It’s the gap between what the dashboard says and what is actually happening on the floor. It’s the "data tax"—the price we pay for having our customer journey spread across Salesforce, HubSpot, Gong, Slack, and a dozen spreadsheets.
The reality is that most revenue dashboards don’t actually show you the health of your business. They show you a curated, lagging history of it. And in that gap between "data" and "truth," risk grows.
Here are the most common revenue reporting mistakes we see GTM teams make, and more importantly, the critical signals they miss.
The most common mistake in RevOps is building dashboards that focus almost exclusively on Closed-Won Revenue and Last-Month Pipeline.
While these numbers are essential for accounting, they are terrible for steering the ship. Revenue is a result, not a lever. By the time a revenue drop shows up on your "Actuals vs. Target" chart, the mistake that caused it likely happened three to six months ago.
What you’re missing: Forward-looking "velocity" signals. Are your AE-to-Opp ratios dropping? Is the time between "Discovery" and "Demo" lengthening? According to Gartner, high-growth RevOps teams focus on leading indicators—like early-stage conversion rates and sequence engagement—to predict the future rather than just reporting on the past.
Your average deal size is $50k. Your average sales cycle is 90 days. Your average win rate is 25%.
On a dashboard, these averages look clean. In reality, they are dangerous. Averages hide the "bimodal" reality of your pipeline. You might have ten tiny deals that close in 10 days and two massive enterprise deals that take 300 days. Your "average" tells you nothing about how to resource your team or forecast accurately.
What you’re missing: Cohort analysis and outliers. When you aggregate data across all segments, you lose the ability to see where the friction actually lies. A Harvard Business Review study notes that over-reliance on aggregated data is a primary cause of "false confidence" in leadership. You need to see the spread, not just the mean.
Most Salesforce dashboards are a "snapshot" of right now. You see that you have $5M in the "Negotiation" stage. That looks great—until you realize that $4M of that has been sitting in "Negotiation" for 45 days without a single email or calendar invite being exchanged.
What you’re missing: Pipeline Flow. Static dashboards don't show "stalling." To truly understand revenue health, you need to see the movement. Is the pipeline flowing through stages, or is it just "clogging" at the bottom? Without historical trendline reporting (Snapshots), you’re looking at a photograph of a race and trying to guess who’s winning, without knowing how fast anyone is running.
This is the biggest blind spot in modern GTM. Your CRM tells you the deal stage. Your Gong tells you the sentiment of the last call. Your Slack tells you the AE is worried about the champion leaving.
Because this data lives in three different places, it never makes it onto the "Revenue Dashboard." You end up with a dashboard that says a deal is 90% likely to close, while the "human" data (the signals) says the deal is dead in the water.
What you’re missing: Contextual Signals. This is why RevOps often feels like a game of "telephone." As Forrester emphasizes, the future of RevOps is the unification of "signals"—combining hard CRM data with the soft data found in communications and intent tools.
When dashboards hide these gaps, they create False Confidence. Executive teams make hiring decisions based on "Green" pipelines that are actually full of rot. Marketing continues to pour budget into "Top of Funnel" (TOFU) channels that generate high volume but zero velocity.
The result? A "Missed Quarter" that feels like it came out of nowhere, even though the warning signs were scattered across your tech stack for months.
The fix isn't "more dashboards." In fact, most teams have too many. The fix is Observability.
In the world of software engineering, "monitoring" tells you something is broken; "observability" tells you why it’s broken by looking at the system as a whole. RevOps needs to make that same leap.
Instead of just checking the "Pipeline" gauge, we need to be able to ask:
At Jigso, we believe RevOps shouldn't be a scavenger hunt. You shouldn't have to manually stitch together a story from five different browser tabs.
Jigso acts as the "connective tissue" for your revenue data. By pulling signals from across your stack—CRM, email, calendar, Slack and all other relevant enterprise apps and systems—we highlight the risks that traditional dashboards miss. We don't just show you the number; we show you the truth behind the number.
Stop looking at pictures of your pipeline and start seeing the movement.
