I am looking for some best practice tips regarding opportunities. Currently, we have run into the issue that the Sales Reps are not putting their opportunities to "Closed-Lost" but moving them backwards in the Sales Process--even if they know the client will not be renewing their contract.
How do you handle opportunities that were at 80% for an entire year (renewal) that now are set backwards to 40% Solution Proposition.
The problem is, we are trying to see how many "renewal" opportunities were lost, but they just keep moving them backwards.
Thank you for your insights!
Julia
11 Antworten
+Julia
Do you know why the reps don't want to Closed Lost the Opportunity?...Is it that they want to keep the Opportunity as a placeholder because they intend on repursing the client? Or are they afraid they losing the Opportunity will hurt their numbers?
At previous orgs, one of the criteria for creating / keeping an Opportunity open is that you must be actively pursuing the deal (e.g., contacting the client on say a monthly basis) . If you stop pursuing the Opportunity or lose contact with the client, then you Closed Lost the Opp because you're no longer in pursuit. Otherwise, if you don't Closed Lost the Opp, you're pipeline is sullied with both real / active Opps & hopeful / wishful Opps.
+Steve
No way, you guys also have a special snowflake...makes ours seem less special.
