How is the Projected Close Date Calculated?
The Projected Close Date for each open opportunity is automatically calculated as follows:
Calculation of Projected Close Date
The Projected Close Date for an open opportunity is a measure of how many days until the opportunity is expected to close.
It is automatically calculated as follows:
Projected Close Date = Today's Date + Days Remaining in Current Stage + Days in Future Stages
Or, if a Pause Date is set on the opportunity, it is calculated as follows:
Expected Number of Days to Close = Pause Date + Days Remaining in Current Stage + Days in Future Stages
Days Remaining in Current Stage is calculated as follows:
Stage Duration - (Current Stage Confidence X Stage Duration)
Stage Duration can be configured by your administrator and is not indicated to users who are completing the questions.
Current Stage Confidence is calculated as follows:
Current Stage Confidence = Current Stage Qualifier Score ÷ Current Stage Maximum Possible Qualifier Score
Example of Projected Close Date calculation
Suppose that today is July 1, and a sales process has a set of qualifiers with the states summarized in this table:
|
Qualifier |
Stage Duration |
State Icon |
State |
Importance |
|---|---|---|---|---|
| Stage: 'Target Selected' | 4 days | |||
|
Does the customer understand our Products & Services |
|
2 |
3 |
|
|
Have we identified the Buying Roles |
|
2 |
4 |
|
|
Has the customer committed resource to the buying project? |
|
2 |
4 |
|
| Stage: 'Evidence' | 18 days | |||
|
Do you have Inside Support? |
|
1 |
2 |
|
|
Have you formally presented our Solution? |
|
2 |
4 |
|
| Stage: 'Verbal Order' | 13 days | |||
|
Have we secured a Signed Agreement? |
|
0 |
4 |
|
|
Have we secured a Purchase Order? |
|
0 |
2 |
In this example, the current stage is 'Evidence'.
The current score of the 'Evidence' stage is:
(1 X 2) + (2 X 4) = 10
For a reminder of how qualifier scores are calculated, see How is Closure Probability Calculated?
And the maximum possible score for this stage is:
(2 X 2) + (2 X 4) = 12
So the Current Stage Confidence is:
10 ÷ 12
This means that Days Remaining in Current Stage is:
Stage Duration - (Current Stage Confidence X Stage Duration)
18 - ([10 ÷ 12] X 18)
= 18 - 15
= 3 days
The Projected Close Date is:
Today's Date + Days Remaining in Current Stage + Days in Future Stages
Today's Date + 3 + 13 [the duration of the final stage 'Verbal Order')
= Today's Date + 16
So if today's date is July 1, the Projected Close Date is July 17.