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Required "next step" field before a deal can sit idle

One of 565 written HubSpot workflow specs, by a collective of independent HubSpot consultants.

Professional

Seat pricing: Professional edition. To build it, a GTM Seat or an Ops Seat (an Ops Seat cannot create marketing emails or sequences). Per-hub plans: Sales Hub Professional.

Deal9 stepsUpdated for HubSpot seat pricing
OutcomeEvery open deal that goes more than a few days without a written next step gets chased automatically, so pipeline reviews stop running into blank "what's next" answers.
Workflow mapdeal-hygiene-008
Deal open, no next step, idle 5+ days leads to Flag already set?. Flag already set? leads to yes: Exit; no: Set flag = true. Set flag = true leads to Create task for owner. Create task for owner leads to Notify owner. Notify owner leads to Delay 3 business days. Delay 3 business days leads to Next step still blank?. Next step still blank? leads to yes: Notify manager - escalation; no: Reset flag, exit. yes no yes no Deal open, no next step, idle 5+ days Flag already set? Exit Set flag = true Create task for owner Notify owner Delay 3 business days Next step still blank? Notify manager - escalation Reset flag, exit
Deal open, no next step, idle 5+ days leads to Flag already set?. Flag already set? leads to yes: Exit; no: Set flag = true. Set flag = true leads to Create task for owner. Create task for owner leads to Notify owner. Notify owner leads to Delay 3 business days. Delay 3 business days leads to Next step still blank?. Next step still blank? leads to yes: Notify manager - escalation; no: Reset flag, exit. yes no yes no Deal open, no next step, idle 5+ days Flag already set? Exit Set flag = true Create task for owner Notify owner Delay 3 business days Next step still blank? Notify manager - escalation Reset flag, exit

When to use it, when not to

Use it

  • Use it when pipeline review meetings keep hitting deals where the rep cannot say what the next action is.
  • Use it together with the native "information required to move a deal to this stage" setting on your key stages for a stronger, preventive control (see Known pitfalls).
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Skip it

  • Do not use it on very short sales cycles (days, not weeks) where "next step" churns faster than any reasonable check interval can catch.
  • Do not use it if your team already tracks next steps exclusively through open tasks rather than a dedicated property, that pattern needs a different enrollment filter (task count instead of property value).
Read more on when to skip itShow less

The rest of this spec

Prerequisites · 4 items

Every property with its label, internal name, type and options, plus the assets the workflow needs.

Enrollment · 4 parts

The trigger, the criteria as ticked in the UI, the re-enrollment rule and the suppression list.

Steps · 9 numbered actions

Each action in order with its parameters, branches and delays.

Known pitfalls · 5

Traps seen in production, each with what breaks and what to do instead.

Test plan and UAT script · 5 cases, 3 variants

How to prove it works in a test portal, one case per branch, and a sign-off sheet.

Files · PDF, Markdown, JSON, CSV

The properties JSON creates the fields in one call. The workflow JSON documents the build.

Install · 1 click, switched off

The installer creates the properties and the workflow, switched off, then opens a task for what it cannot create. Nothing is deleted, enabled or enrolled.

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Read the free Deal hygiene spec

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