In the CRM, a deal in Negotiation with a September close date looks healthy. In a timeline, the same deal shows two close-date pushes and a pricing objection raised on a call in May.
Why pushes hide in plain sight
Each push overwrites the previous date. Unless that field is tracked, and the history has not aged out, the pattern simply disappears.
What to look for
Group deals that have pushed more than once and compare what they have in common: stage, amount changes, missing stakeholders or risk raised on calls.
