Written by Nils R. | Oct 25, 2020 7:00:00 AM
What is
a
Win Loss Sales Analysis Report
? Win Loss reports are considered essential sales performance analysis tools and are often used by sales executives and sales team members to track the number and percent of Opportunities they land. Some of the key functionality in this type of report is that it pulls data from the company's CRM system and uses advanced filters and groupings to provide an easy to read sales performance report. Each sales person is listed in the rows with a grand total at the bottom. If you expand a row (not visible in the screenshot below) each opportunity for the given time period will show on a separate row. The columns display statistics for Wins, Losses and Open opportunities, as well as the total number of opportunities per person. The two charts at the bottom of the report show Wins and Losses in percent and as actual metrics. You find an example of this type of report below.
Purpose of
Win Loss Analysis Reports Companies and organizations use Win Loss Analysis Reports to keep a keen eye on their ability to close sales opportunities, both as an organization and for each sales person. When used as part of good business practices in a sales department, a company can improve its win ratio and thus increase sales revenues as well as reduce the chances that poor performance goes undetected.
Win Loss Analysis Report
Example Here is an example of a Win Loss Report for Sales Opportunities. [caption id="" align="alignnone" width="2560"]
Win Loss Sales Analysis Report Example[/caption] You can find hundreds of additional examples
here
Who Uses This Type of
Report
? The typical users of this type of report are: Sales managers, sales team members.
Other
Report
s Often Used in Conjunction with
Win Loss Analysis Reports Progressive sales Departments sometimes use several different Win Loss Analysis Reports, along with pipeline funnel reports, marketing and sales KPI reports, opportunity dashboards, sales forecasts and other management and control tools.
Where Does the Data for Analysis Originate From? The Actual (historical transactions) data typically comes from CRM and enterprise resource planning (ERP) systems like: Microsoft Dynamics 365 (D365) Finance, Microsoft Dynamics 365 Business Central (D365 BC), Microsoft Dynamics 365 (CRM), Microsoft Dynamics AX, Microsoft Dynamics NAV, Microsoft Dynamics GP, Microsoft Dynamics SL, Sage Intacct, Sage 100, Sage 300, Sage 500, Sage X3, SAP Business One, SAP ByDesign, Acumatica, Netsuite, Salesforce, Hubspot and others. In analyses where budgets or forecasts are used, the planning data most often originates from in-house Excel spreadsheet models or from professional corporate performance management (CPM/EPM) solutions.
What Tools are Typically used for Reporting, Planning and Dashboards? Examples of business software used with the data and ERPs mentioned above are:
- Native ERP report writers and query tools
- Spreadsheets (for example Microsoft Excel)
- Corporate Performance Management (CPM) tools (for example Solver)
- Dashboards (for example Microsoft Power BI and Tableau)
Corporate Performance Management (CPM) Cloud Solutions and More Examples
