There are certain defined steps that need to be taken care of while putting any deal into lost so that we could measure what went wrong and what could be done to improve the same.
For every deal that you are going to put in lost, irrespective of the pipeline, there must be a detailed explanation which must include these points:
- What was the project about?
- Why you’re putting into the lost stage?
- What was the client’s reason for not going with us?
- Have you sent the last email and turned the contact into MQL?
- What did you do to save the deal?
- Any additional details that the management or operations must know?
- What could have been done in your opinion to save this deal?
This must be updated in the notes of the deal and this applies to all the sales reps/leads and managers for the deals that they own.
The deals must contain the actual amount/quotation that was shared with the client so that we can see how much business we have lost due to specific reasons.
The deals must contain the actual amount/quotation that was shared with the client so that we can see how much business we have lost due to specific reasons.