[en] Opportunity Risk Explained

[en] Deals that are on track are healthy

[en] On track deals have spent less time in their current opportunity stage than recently closed won deals.

[en] Impact on your organization

[en] The more on track deals you have, the healthier your pipeline is.

[en] What to do

[en] Keep doing what you’re doing, these deals are in great shape!

[en] Deals that are Moving Slowly are flagged when they have spent more time in their current stage than the average closed won deal spent in that same stage.

[en] The longer a deal spends like this, the lower the likelihood of that deal moving forward.

[en] Impact on your organization

[en] Having a number of slowly moving deals in open pipeline that have a lower likelihood of closing than a healthy deal will throw off your forecasting to show more coverage than what is likely.

[en] What to do

[en] Deals that are Moving Slowly will be present in every companies funnel for a number of different reasons, but it’s important to monitor how many you. If your open pipeline has less than 20% you’re in good shape, less than 10% is great.

[en] Deals that are at risk from activity are flagged when they have not had an activity logged in the past 30 days.

[en] Additional risk exists when a deal has never had an activity logged.

[en] Impact on your organization

[en] If prospects are not receiving any contact from sales reps it means that they aren’t following up with their accounts and letting them slip away.

[en] If sales rep are not logging activities into Salesforce it means you have no insights into what activities or how many activities it takes to move accounts through stages of the funnel. This information is valuable to your company as over time it can tell you what activities you should (and shouldn’t) be doing at each stage in the funnel.

[en] What to do

[en] If prospects are not receiving any contact from sales reps it indicates a significant process issue. It could be that reps are being overworked to the point that they can’t keep up with keeping in contact with every deal, if this is the case, consider expanding the sales team. It could be that the rep has simply forgot about the deal, if this is the case, the Sales Manager needs to step in with some coaching.

[en] If sales reps are not logging activities into Salesforce it calls for some one-on-one rep training from the Sales Manager. Reps should be taught the importance of activity information for the business, specifically how it impacts the businesses ability to measure what, and how many activities are optimal in each stage of the funnel.

[en] Deals that are at risk from age are flagged when they have spent longer in their current stage than any recently won deal spent in that same stage.

[en] The probability of winning deals at risk from age is very low.

[en] When deals are at risk from age, it’s likely because:

[en] Impact on your organization

[en] If the deal is delayed, there is little impact on your organization other than the fact that the deal is very unlikely to close based on historical data.

[en] If the deal is dead but hasn’t been closed out, it indicates a couple process issues, most notably it falsely inflates your open pipeline and throws off forecast by including deals that are not going to close. It also means you’re not able to nurture these accounts with marketing messages since they are still sitting in open pipeline.

[en] What to do

[en] If the deal is delayed take a look at the reason for the delay. If it’s still shows signs of moving forward there isn’t harm in leaving it in open pipeline, but if it’s been delayed for some time now and doesn’t show any sign of movement it should be closed and moved to a Marketing nurture program.

[en] If the deal is dead but still remains open pipeline, mark it as closed lost immediately.