According to CSO Insights up to 24% of the deals in your 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.
Occulus provides two metrics that will identify if a deal might slip past the close date:
- Degree of Qualification along the TIME axis — This measure informs the sales rep, the sales manager and you of how much missing information about the timing of the deal exists. This metric is color coded.
- The Probability that the deal with close by the Close Date — This metric is also color coded.