Deal Risks flag deals in Deal Insights that need attention — a deal with no activity for two weeks, a single point of contact, or a competitor mentioned on a call. You choose which signals count as a risk, and the threshold for each, separately for every team, so an SDR team and an Enterprise team can each be measured against their own sales cycle. This article covers each risk and how to set them up.
For how risks appear alongside your pipeline, see Deal Insights.
Choosing your risk triggers
Start from how your team sells. A 30-day sales cycle and a nine-month one need very different thresholds, so set the numbers to what would make you worried about a deal.
Risk | Flags a deal when… |
No recent activity (in days) | there has been no activity with the customer for the number of days you set |
No response (in days) | the customer has not responded for the number of days you set |
Deal value decreased (in %) | the deal value drops by more than the percentage you set |
Single-threaded deal | fewer contacts are actively engaged than the minimum number you set |
Competitors mentioned | a competitor you have set as a trigger is mentioned in a customer conversation |
No change in deal stage for… | the deal has not moved stage for the number of days you set |
No Future Activity Scheduled | there is no upcoming activity linked to the deal |
Close Date Passed | the close date has passed without the deal closing |
The first six take a value. Leaving a value blank switches that risk off for the team.
Setting up Deal Risks
Go to Settings > Teams.
Select Edit on the team.
Under Deal Risks, enter a threshold for each risk you want to track, and switch on No Future Activity Scheduled and Close Date Passed if you want them.
Select Save changes.
Changes apply to the team's deals from that point on. Repeat for each team.
Reading risks in Deal Insights
At-risk deals are marked in the Deal Risk column in Deal Insights. Hover over the marker to see which risks apply to that deal.
FAQ
1. Why is a deal not flagged when I would expect it to be?
Check the team of the deal's owner. Risks are applied based on the owner's team settings, so a deal owned by someone in a team with no risks configured is never flagged.