October 1, 2018

Making The Most Of Won/Lost Analytics

Making The Most Of Won/Lost Analytics

In the blog  5 Ways A CRM Solution Can Help You Grow, we spoke about the ways in which a CRM solution could help a company to grow. One of those ways is through tracking and identifying key performance indicators (KPIs). It’s not just upper management or large companies who can benefit from these analytics, but sales people as well. One of people’s favorite data to track are Won vs Lost rates. Here are a few tips to make the most out of your Won vs Lost Analytics:

Generally, the core of Won/Lost analytics is to view how a salesperson, team, region, or organization is performing. Who are their main competitors? Why do they loose deals? Why do they win deals? What does an ideal opportunity look like? Try one or all of the these dashboard components to get started:

Always view the parameters of the report you are looking at…if it doesn’t make sense for your needs, customize it!

As a regional salesperson, it doesn’t make much sense for you to analyze global data. Make sure the reports you are reviewing are drilled down to a level of the organization that makes sense to the role of the individual. Parameters can be based on the location of the sale, the account, or owner.

Don’t just view your reports, use them!

Feel free to contact us for any assistance pertaining to CRM implementation, sales cloud, service cloud, marketing cloud, integrations, collaboration, et al.

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