AVERAGE DEAL SIZE
The average deal size metric will make it easy for you to spot opportunities that fall outside the normal deal size and flag them as at-risk.
Opportunities in your pipeline that are significantly larger (3x or greater) than your average deal size should be flagged because, typically, larger-than-average deals tend have smaller win rates and longer sales cycles.
Do you spot an opportunity worth £100k in your pipeline when your average deal size is £20k?
Talk to the SDR who owns the at-risk opportunity about how likely they are to close-win and whether it belongs in the sales forecast.
If the trend shows an increase in smaller won deals, then perhaps some of your SDR have learned that small deals are easier to close, so they choose to go after the small fish. Or maybe your SDRs are giving discounts on a regular basis and that is affecting the pipeline.