Deal Slippage Rate
Percentage of deals that were forecasted to close in a period but pushed to a future period
What is Deal Slippage Rate?
Deal slippage rate is the percentage of deals forecast to close in a period that instead slipped into a later one. It shows how reliable close-date predictions are.
High slippage makes forecasts unreliable and can hide problems in qualification or deal management.
How this KPI is measured
- Function
- Sales
- Sub-function
- Deal Management
- Industry
- All Industries
- Type
- Lagging
- Impact
- Operational
- Unit
- %
- Measurement frequency
- Monthly / Quarterly
- Formula
- (Deals slipped out of period / Total deals forecasted to close) × 100
How to calculate it
Divide deals slipped out of the period by total deals forecast to close, and multiply by 100.
For example, if 50 deals were forecast to close this quarter and 15 moved to the next, slippage is 30%.
Track by rep, stage and deal size, and record why deals slip.
Where it is used
Improving forecasts
Adjust for typical slippage.
Coaching reps
Identify reps who overestimate timing.
Finding process issues
See where deals commonly stall.
How to improve it
Tips and common mistakes
- Some slippage is normal. Aim to understand it, not to hit zero.
- Watch deals that slip more than once.
- Do not let reps reset dates without a reason.
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