Opportunity has stalled

Signal description

When there is no activity and communications detected on an Opportunity for a pre-configured time period, a Sales Representative receives a signal. It helps to address stale opportunities and prioritize combined efforts to help close the opportunity. Management and Leadership can request to receive the signal for oversight on specific filters.

How organizations use it

In our company Tech Savy SaaS, the sales cycle length is 60 days. For each stage, we have set maximum periods of inactivity:

• For the initial phase of the Opportunities with an outbound source Critical period is 20 days.
• For the initial phase of the Opportunities with an inbound source Critical period is 13 days.
• For the Solution presentation and Evaluation phase of Opportunity with any source "Critical period" is 10 days.
• For the Negotiation and Closing phase of the opportunity, we set the "Critical period" to 7 days.

If the maximum period is reached, RG signals the Opportunity owner and their Manager to reach out to the customer. The manager receives an escalation signal if the Sales Representative ignores the signal for three days.

Why organizations use it

• to prevent stale opportunities and avoid revenue leakage
• to reduce the inaccuracies of pipeline forecast by having stale opportunities in the pipeline

Configurable parameters

• Filter opportunities to which this signal applies
• Number of days without communication to consider as stalled

How the signal looks

In Revenue Grid Action Center:	In your Teams Revenue Grid Channel:

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