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 3: The insights don’t translate into action.
In Parts 1 and 2, we explored tactics for encouraging reps to participate and generating more insightful data. Another common complaint we hear about win-loss reporting in Salesforce is that little is done with/about the insights that are captured. In other words, the insights don’t drive action within the organization.
Win-loss information should be flowing into your organization and driving operational impact. If it’s not, you may be suffering from one (or more) of the following problems:
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, Clozd can generate and share summary reports of key win-loss insights via email or Slack:
Remember, if your win-loss insights don’t translate into action (symptom), you’re probably suffering from a deeper problem (root cause). Fix the problem at its source and win-loss action will take care of itself.