Follow date slips, attainment pace and AI disagreements back to the opportunity and rep call.
The nightly procedure freezes open opportunities for the snapshot date. Sales Operations checks the opportunity, amount, probability and close-date evidence available for later comparison.
When a close date moves from inside the active open period to outside it, the slip procedure records the old and new dates and affected amount. It also recomputes the forecast delta for the rep and period.
The mid-period check recomputes attainment from the rep's final submission and compares commit attainment with the configured pace threshold. Sales Manager follows the resulting alert through the agreed delivery channel.
Sales Rep and Sales Manager review the recorded score, confidence, category and cited reasons for the opportunity. Compare the recommendation with the rep's call before deciding whether new customer evidence warrants a change.
Sales Manager asks the rep to explain the slip or disagreement. Any change to the category or official submission follows its normal history and review procedure, retaining the reason behind the new call.
And how to keep it from happening.
Start free, then use Proto to change fields, steps and approvals before your team goes live.