How much of your pipeline is only on paper?
A 10 million TL deal whose close date has slipped for three months has an expected value of around 800 thousand TL. The report still shows 10 million.
In the last quarter of the year, leadership meetings look at the same picture: pipeline at three times the target, most deals at proposal stage, all expected to close this quarter. Next year's budget is largely built on that number.
In Ebsta and Pavilion's study of 655 thousand opportunities, 36% did not close on the planned date. A deal whose close date slips by one week has an 18% win rate; one that slips by three months, 8%.
Three simple questions help: How many times has this deal's date moved? What has changed on the customer's side in the last 30 days? When did we last speak to the budget owner?
This piece was originally written in Turkish. The full text is available on the Turkish version of this page.