Deal slippage
In short
Deal slippage is when a deal forecast to close in one period, usually a quarter, does not close and has its close date pushed to a later period. The deal is still alive but arrives late.
Slippage is a main cause of missed forecasts. A deal that slips from this quarter to the next removes revenue from the current plan even though the opportunity may eventually be won.
Why deals slip
- Missing stakeholders: A decision-maker or budget owner joined late or never joined.
- Unclear next steps: No dated, agreed step after the last meeting.
- Procurement and legal: Security reviews, redlines, and approvals take longer than planned.
- Weak urgency: The buyer sees no cost to waiting.
- Optimistic dating: Reps set close dates to hit a forecast rather than reflect buyer commitments.
How to measure slippage
Track deals whose close date moved to a later period, and compare with deals forecast for the period. Say 20 deals worth 1 million were committed for the quarter and 5 worth 300,000 moved out; that is 25 percent of count and 30 percent of value slipping. This is an example only.
Also count how many times a single deal's close date has been pushed. Repeated pushes are a stronger warning than one.
How to reduce slippage
Anchor close dates to buyer actions
Require a buyer-confirmed event, such as a signed mutual plan or a scheduled legal review, before a deal counts as committed.
Review pushed deals weekly
Inspect any deal whose date changed and ask what is different, not only what is the new date.
Start procurement early
Surface security, legal, and purchasing steps in the first half of the cycle.
Multithread
More contacts reduce the risk that one person's absence stalls the deal.
Slippage vs. a lost deal
A slipped deal is still open with a later date. A lost deal is closed. Deals that slip repeatedly often end as lost or no decision, so slippage should be treated as a risk signal rather than a harmless delay.
Deal slippage FAQs
What is deal slippage?
Deal slippage is when an opportunity expected to close in a given period, such as a quarter, closes later or has its close date moved. The deal is still open but no longer counts toward the original period.
Why does deal slippage happen in sales?
Common causes include missing decision-makers, no clear next step, slow procurement or legal review, weak urgency for the buyer, and reps entering optimistic close dates. Late-stage deals slip most visibly because they were counted on.
How do you calculate deal slippage rate?
Divide the number or value of deals that moved to a later period by the number or value of deals that were forecast to close in the original period. Multiply by 100 to express it as a percentage.
How can sales teams reduce deal slippage?
Tie close dates to confirmed buyer actions, review any deal whose date changes, involve procurement and legal early, and engage multiple stakeholders. Also coach reps to forecast on buyer commitments rather than hope.
