Your business relies on sales. At the end of the day, nothing is more important than closing that Opportunity, but not every sale is won. You have a great sales team, but it is still important to understand why a deal doesn’t close so that you can learn and improve your process going forward. You may discuss why a deal doesn’t close, but if that information isn’t being stored somewhere, it isn’t going to help much.
The solution for this is simple and quick. All you need to do is create a new picklist field on Opportunities and/or Leads labeled “Reason Lost”. Find out the most common reasons for lost deals from your team and make sure they are represented in the picklist. You can now use this field to create Reports and Dashboards that include the new data. The longer you capture this information, the more visibility you will have into the reasons why deals don’t close, allowing your team to shift their focus to better quality deals.
Add this simple fix to your Salesforce org and watch your team’s success grow.
-Jared and the Salesforce Guys