It’s easy for identify at an early date those deals that might require a sales deal. target them early and remove or reduce the need for a sales concession. The color coded chart highlights in RED or ORANGE those deals that should get some immediate focus.
According to CSO Insights up to 24% of the deals in the company’s forecast will end in a No Decision by the end of the quarter. The majority of those No-Decision deals, up to 3/4, are the result of Close Date Slippage (CDS). Close Date Slippage is the single biggest cause of missed quarters. So it makes a lot of sense to identify any deals that have the potential to slip out of the forecast as early as possible. If the deal is scheduled close a couple of quarters out it will, in all probability, experience a number of close date changes. But once a deal is in the forecast, you need it to stay in the forecast.