Closed Lost Analysis

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This Airbook discusses how to analyze the lost opportunities from the Salesforce opportunity table to understand the reasons for losing deals. The analysis helps in identifying patterns and improving the sales process. The data source used in this analysis is Salesforce. The analysis can help identify why deals are being lost, which sales reps are losing the most deals, which products or services are losing the most deals, and which competitors are winning the deals.

Why should I do Closed Lost Analysis?

In the world of sales, understanding why deals are lost is as important as understanding why they are won. Closed Lost Analysis is a process that involves analyzing lost sales opportunities to understand the reasons behind the losses. This analysis can provide valuable insights that can help improve the sales process and increase the win rate. So, why is Closed Lost Analysis so important? Let's delve into this.

Firstly, Closed Lost Analysis can help businesses identify the most common reasons for lost deals. By analyzing the reasons behind lost deals, businesses can identify patterns and trends. For example, if a significant number of deals are lost due to pricing, it might indicate that the pricing strategy needs to be reviewed.Secondly, Closed Lost Analysis can provide insights into the performance of sales reps. By identifying which sales reps are losing the most deals, businesses can provide targeted training and coaching to improve their performance. This can lead to an increase in the win rate and overall sales performance.Thirdly, Closed Lost Analysis can help businesses understand which products or services are losing the most deals. This can provide valuable insights into the competitiveness of the product or service offerings.

If a particular product or service is consistently associated with lost deals, it might indicate that the product or service needs to be improved or that the market positioning needs to be adjusted.Finally, Closed Lost Analysis can inform strategic decision-making. The insights gained from analyzing lost deals can be used to inform various strategic decisions, such as pricing strategy, product development, sales training, and market positioning. This can lead to improved business performance and growth.

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