hard20 pts · first answer countsforecastingpipeline-management

Deal open twice the usual cycle

Your average cycle is 60 days. A deal has been open 130 days, the stage has not changed in six weeks, and the CRM still shows 60% probability. What is the most accurate view?

A.Keep 60%; the stage has not changedB.Raise it, since the buyer has been interested for a long timeC.Leave it to see what happensD.Its real chance is likely much lower; aged, inactive deals win far less often, so re-qualify it or lower its forecast category

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Deal open twice the usual cycle

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