One of the most popular channels of win-loss insight is sales team feedback.
When done right, this can provide an internal perspective on why you win and lose. To explore all of the potential channels of win-loss insight for your organization - and the pros and cons of each - download a free copy of The Definitive Guide to Win-Loss Analysis.
This mini-series explores three challenges that organizations typically face when implementing a win-loss reporting process in Salesforce CRM.
Part 1: The data we are collecting is not insightful.
Companies often struggle to gather insightful, useful win-loss data from their sales teams. In many cases the question methodology is too basic to yield meaningful insight (a single pick-list). In other cases, the question set is overly complex, which causes survey fatigue and forces reps to answer questions they don’t really know the answers to.
To strike the right balance, begin with the end in mind by asking yourself “what insights are most important to us?” Then, avoid these five common pitfalls as you structure your win-loss question set:
The Clozd app for Salesforce streamlines the collection and reporting of win-loss data from your sales team, and can help you apply the principles outlined above. For example, this matrix-style question allows reps to quickly rate the positive and negative factors that may have influenced the outcome of the deal:
To make your data more insightful, design questions that focus on these three things:
Remember, collecting data that is not insightful is simply a symptom that could be generated by a myriad of root causes. Solve the root of the problem and you’ll be on your way to collecting meaningful, actionable data.
Even if you’ve figured out how to collect meaningful data, your win-loss program may still suffer from other symptoms, such as low rep participation or not acting on the insights your data give you.
For the next article in this series, click here.