Five gaps behind slipped deals
| Gap | What it looks like in the CRM | Evidence to require before commit |
|---|---|---|
| Unconfirmed signer | “Economic buyer: CFO” with no meeting held | A conversation with the signer, or written confirmation from the champion |
| No real deadline | A close date set by the seller | A buyer event tied to the date: a board meeting, a contract end, a launch |
| Unknown approval path | Legal and procurement not mentioned | The steps, owners and typical duration of their paper process |
| Single contact | One name on every email | At least two engaged people, including the champion |
| Unquantified pain | “Wants better visibility” | A cost, risk or target the buyer stated in their own words |
A worked example
After a strong call, a champion asks for a proposal to present at next month’s board meeting. The deal looks ready for commit. But the champion said the CFO will “likely” sign, the COO may also need to approve, and nobody has confirmed the board will decide at that meeting.
Three of the five gaps are open. The right move is not to push for signature. It is to confirm the approver and the decision date before the deal enters the forecast.
A pre-commit check for every deal
- Name the signer, and note when the team last spoke to them.
- Tie the close date to a buyer event, not a seller target.
- Write down the approval steps after a verbal yes.
- Confirm at least two engaged contacts.
- Record the buyer’s own words on why this matters now.
A deal that fails any of these stays out of commit until it passes.
How Mira helps
Mira by ValueOrbit runs this check on every open deal against your own criteria. It separates what the buyer said from what is inferred, flags the missing evidence, and drafts the question that closes the gap, for the seller to approve.
Frequently asked questions
What is the most common reason deals slip?
An unconfirmed decision maker or decision date. Both are usually visible weeks before the quarter ends.
Should slipped deals be removed from the forecast?
Not removed, but downgraded until the missing evidence is confirmed.
How often should deals be reviewed?
Weekly for anything in commit or best case, focused on evidence rather than seller confidence.