Week 1 : Why did we lose deals last quarter?

Tip: Watch out for this “gotcha” as you’re starting the analysis: 

Pipeline hygiene: No stale deals

Your team’s pipeline should be up to date, with no close dates in the past. Run an opportunity report in Clari or Salesforce to check whether this is the case or not. If you do see close dates in the past, request your team to update them. 

Alternatively, consider excluding opportunities that fit into the outdated category from your closed lost analysis this week. If some opportunties are outdated, you run the risk of others being outdated a s well. 

What else have you encountered? Any more “gotcha” tips to share with the cohort? 

OK, sharing my (William) initial takeaways for the week 1 activity.

1. We have bad data hygiene, there is a huge cohort of opportunities with no lost reason recorded.
2. Price to high is the #1 Reason indicated.
3. Non-responsive contacts is the 2nd highest reason indicated.
4. 120 days seems to be the break mark, as almost 90% of all deals lost were over 120 days (which gives me more to investigate)

@William Lauffer glad you shared! Others can relate I’m sure 😁  

I noticed that some of the lost reasons don’t make sense given the advanced stage. Looking at reason and last stage together was interesting.

@Stephanie Pisani interesting. Let’s dig into this in our next huddle!