Answer
What causes deals to slip?
Deals usually slip because the close date is more hopeful than real. Common causes include weak buyer engagement, no clear next step, delayed approvals, stalled stage movement, missing decision criteria, or a CRM record that has not caught up with what is happening in the deal.
What are the most common slip signals?
Most slipping deals show warning signs before the date changes. The risk is easier to catch when managers review the activity around the deal instead of only checking the stage and amount.
- No recent buyer response
- Meetings keep moving or disappearing
- The deal stays in the same stage too long
- The next step is vague or owned only by the seller
- Legal, finance, security, or procurement timing is unknown
Why does deal slippage hurt the forecast?
A slipped deal can make the current period look stronger than it is. If several deals slip late, the forecast misses even when total pipeline looked healthy earlier in the month or quarter.
How should managers respond?
Managers should ask what changed, what buyer action proves the date is still possible, and what has to happen before close. If the answers are weak, the close date or forecast category should be challenged.
Frequently asked questions.
Is deal slippage always bad?
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No. Some deals slip for valid buyer reasons. The problem is unmanaged slippage, where the team does not see the risk until the period is almost over.
What is the fastest way to find slipping deals?
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Look for deals with near-term close dates, weak recent activity, stalled stages, or no confirmed buyer next step.
Can deal health help with slippage?
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Yes. Deal health can help managers compare the CRM record with the activity and engagement around the deal.
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