Clock-and-calendar

How To Validate Close Dates

Authored by Sean Kooyman on December 3, 2015

Internally, you are familiar with the Expected Close Date (sometimes simply referred to as Close Date) that sales reps keep updated. Sometimes a sales team can have difficulty keeping these dates accurate; perhaps simply because of the volume of deals occurring, or because predicting the future is hard!

The TopOPPS Close Date is a good alternative you can use when you don't have a lot of confidence in the Expected Close Date.The TopOPPS Close Date is an algorithm that looks at a particular opportunity and checks its current stage. The algorithm then calculates how long the opp has spent in the current stage, what the average time spent in the current stage is, and what the average time spent in all stages after the current stage is. Combining these numbers together, it outputs the TopOPPS Close Date, or the date that the deal should close based on your typical cycle time.

When is this useful? Two examples.

1) You might use it in your definition of commit. Traditionally, commit in TopOPPS is defined along these lines:

Expected Close Date

But you can change the definition to something like this to take your historical cycle time into account:

TopOPPS Close Date

Or even combine the two to bring together both the intuitive knowledge of your rep, alongside their historical performance:

All three

2) Using our Alert System, you could craft a Requires Fix alert for you Sales Rep that points out to them deals where their expected close date is unrealistic based off historical cycle times, and give them a one-click link to update it!

Creating the Alert:

10 Days

Which causes it to appear in TopVIEW:

alert tv

And also appears in the Sales Rep's Quick Fix widget, where they can fix the issue immediately!

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