The Win / Loss Analysis Dashboard has been created and configured for you right out of the box, so your GTM Team Leadership, First Line Managers, Product Leaders, Enablement, and RevOps have a built-in dashboard based on best practices, utilizing your data.

About the Win / Loss Analysis Dashboard

What data is included? Opportunities,

Who should use it? GTM Team Leadership, First Line Managers, Product Leaders, Enablement, RevOps

When to use it? Once a week for short sales cycles, once every month for > 90-day cycles

Why use it?

• In order to improve sales processes, it’s important to review both wins and losses for key learnings and patterns. Are deals we are currently winning different than in the past? Are there particular reps or segments that are suffering?

• Ensures sales managers know where and how their team wins and loses

• Ensures marketing and enablement can track what kind of campaigns are working

• Ensures Product leaders can review and learn from losses and the profile of their deals

Deployment Considerations and Best Practices

• Know what period the client is operating on (i.e. Quarterly or Monthly)

  • If both Monthly and Quarterly cards are needed, each period-related group of cards should be organized per row.

• Know what the primary Opportunity Types are (i.e. Record Type, ELP Opps that are auto-generated)

• Know what the primary Opp value is (i.e. MRR, ACV, TCV, ARR)

• Know the average sales cycle to best advise on the frequency of dashboard usage

Usage by Persona

For First Line Managers and Reps

When: Weekly (< 90-day sales cycle) / Monthly (> 90-day sales cycle)

How: During a 1:1, manager to filter this Dashboard for the specific Rep using the Hierarchy selector

What would you do: Review this week's wins/losses and see what can be learned

Pre-req Training

Copying and Editing Cards

You may decide you want additional cards similar to what's provided, check out this article on copying and editing cards to learn how you can copy and adjust a current card instead of starting from scratch!

The Win / Loss Analysis Dashboard

The following rows and cards make up the template of reports we consider best practice for a Win / Loss Analysis Dashboard. Each card can be opened with one click to further inspect data with a more focused view on a particular report.

We recommend having your Win / Loss Analysis dashboard open in another window as you walk through this guide.

Row 1: Review recent wins and losses, drill into activity to discover what was behind wins vs. losses.

• Won Opportunities this Week (Top Content)

• Lost Opportunities this Week (Top Content)

Row 2: Do larger deals take more time to close?

• Average Deal Size by Deal Age at Close (Bar Chart)

• Average Deal Size to Win (Bar Chart)

Row 3: Do long deals take more effort?

• Average Number of Meetings by Deal Age at Close (Bar Chart)

• Average Total Activity by Deal Age at Close (Bar Chart)

• Average Activity to Win - Loss (Bar Chart)

Row 4: Do large deals take more effort?

• Average Activity Total by Deal Size (Bar Chart)

• Opportunity Win Rate by Deal Size (Bar Chart)

Row 5: What's the profile of the deals where I actually make my revenue?

• Closed Won by Deal Age at Close by Type (Bar Chart)

• Closed Won by Deal Size by Type (Bar Chart)

Row 6: Where does my team put their efforts?

• Activity Total by ICP (Bar Chart)

• Activity Total by Confidence to Close (Bar Chart)

• Win Rate by Confidence to Close (Bar Chart)

Row 7: Is my pipeline full of high-quality accounts?

• Wins / Losses by ICP (Bar Chart)

How did we build this dashboard template for you?

The Win / Loss Analysis Dashboard has been created for you out of the box using the configurations listed below. We love being able to provide this Dashboard out of the box and ready to use, but it's always good to know what data you're working with when you hit the ground running.

Dashboard Configuration

• Base Template - Generic Opportunity Insight

• Content-Type - Opportunity

• Filters - Hierarchy, Opportunity fields, Account fields

Filters on Report Drills

Clicking on a card will produce an inspection report so you can drill down on a card's specific data. Each report comes with our standard filter sets (report columns) that can be customized to best fit your process. Read Interactive Filters to learn more!

If you run into any issues, please contact support.