Answer
What is deal slippage?
Deal slippage happens when a deal does not close by its expected close date and moves into a later period. It usually means the timing was wrong, buyer progress slowed, approvals took longer than expected, or the team did not catch risk early enough.
What causes deal slippage?
Deal slippage has many causes, but the pattern is usually a gap between forecast timing and buyer reality.
- Buyer response slows down
- Decision makers are not aligned
- Procurement, legal, security, or finance takes longer
- The next step is not confirmed
- The deal was forecast too confidently
Why does slippage matter?
Slippage moves revenue out of the expected period. It can create missed forecasts, weak board reporting, and rushed end-of-period deal reviews.
How can teams reduce slippage?
Teams can reduce slippage by reviewing close date confidence, checking buyer activity, challenging forecast categories, and finding stalled deals before the period ends.
Frequently asked questions.
Is deal slippage the same as losing a deal?
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No. A slipped deal may still close later. The issue is that it did not close when the forecast expected it to close.
What is a slipped deal in HubSpot?
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In HubSpot, a slipped deal is usually a deal whose close date moves out of the expected period or becomes past due without closing.
What should managers inspect when a deal slips?
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Managers should inspect what changed, whether the buyer is still active, what steps remain, and whether the new close date is realistic.
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