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 2: My sales team is not participating.
In Part 1, we explored some of the reasons why the data you capture may not be as insightful as you’d hoped. But what if opportunity owners are reluctant or refusing to participate at all? If reps aren’t filling out your win-loss forms, you may want to consider changing a few things. You could always force them to participate, using a validation rule, but this may not always work for certain sales cultures. Here are some other ideas that can help solve the problem:
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 automated report allows opportunity owners to explore win-loss data that they have submitted over time for their own opportunities:
Remember, lack of participation from your sales team is simply a symptom that indicates other problems. If your sales team is not participating, investigate the root causes and fix the problem. Rep participation should then take care of itself.
If your internal win-loss program does not give you insightful data — or if your team struggles to take action based on the data — read the other two blog posts in this mini-series detailing those symptoms and root causes.