Examine and Optimize your Sales strategy by analyzing overall win rate and your win rate by Service, Service category and by Customer type etc.
Win/Loss Analytics provides metrics to understand an organization's sales across various factors—revenue (won vs. lost), jobs won vs. Lost and win or loss by service category, customer type, salesperson, etc.—to devise strategies aimed at improving the win rate.
- Metrics and Description
- Calculated fields
- Benefits and Advantages
- Win/Loss analytics short video tour
Win-Loss Analysis is designed to present below metrics
|
Metrics |
Description |
|
All Metrics |
A comprehensive overview of Total Jobs, Jobs Won, Jobs Lost along with revenue information like Revenue Won and Revenue Lost offering a high-level view of Sales. |
|
Win Rate % |
Percentage of Jobs won successfully for the selected period. |
|
Top 10 Jobs Won |
The 10 most significant and successful jobs closed, ranked by revenue. |
|
Top 10 Jobs Lost |
The 10 most significant jobs were not successfully closed, ranked by revenue. |
|
Jobs over time | Win vs loss |
Provides a comparative view to analyze the count of Jobs won and Jobs lost for the selected period. E.g. You can understand the count of Jobs Won vs. Lost per month, if you select data range for the whole year. |
|
Revenue($) over time | Win vs Loss |
Provides a comparative view to analyze the Revenue from Jobs won and Jobs lost for the selected period. E.g. You can understand the Revenue ($) from Jobs Won vs. Lost per month, if you select data range for the whole year. |
|
Revenue($) from Jobs Won over time |
Trend to understand Revenue generated from jobs that were won over a specific period. |
|
Revenue($) at risk from Jobs Lost over time |
Trend to understand Revenue lost due to Jobs that are declined and cancelled. |
|
Analyze Win or Loss by Salesperson |
This structured analysis offers metrics such as Total Jobs, Jobs Won, Jobs Lost, Revenue Won, Revenue Lost and Win rate per Salesperson. |
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Top 10 Customer Types by Win Rate % |
Top 10 Customer Type ranked by their Win Rate % |
|
Analyze win or loss by Service |
Analyze Win/Loss at Service level with metrics: Services Approved, Services Not Approved, Revenue Won, Revenue Lost, Win Rate% |
|
Analyze win or loss by Service Category |
Analyze Win/Loss at Service Category level with metrics: Services Approved, Services Not Approved, Revenue Won, Revenue Lost and Win Rate % |
Calculated Fields
- Jobs Won = Total Jobs under status (Work Order, Completed)
- Jobs Lost = Total Jobs under status (Declined, Cancelled)
- Win Rate % = Jobs Won / Total Jobs
- Revenue Won:
- Subtotal of all Jobs under status in (Work Order) and Service status in (Pending, Approved, Scheduled, Completed, Invoiced and Ready to Invoice).
- Subtotal of all Jobs under status in (Completed) and Service status in (Approved, Scheduled, Completed, Invoiced, Ready to Invoice).
- Revenue Lost:
- Subtotal of all Jobs under status in (Declined, Cancelled)
- Services Approved:
- All Services under Job status in (Work Order) and Service status in (Pending, Approved, Scheduled, Completed, Invoiced, Ready to Invoice)
- All services under Job status in (Completed) and Services status in (Approved, Scheduled, Completed, Invoiced, Ready to Invoice).
- Services Not Approved:
- All Services under Service status (Not Approved, Skip No Reschedule)
- All Services under Job status in (Completed) and services status in (Pending)
Here are the business constraints that are applied.
- All the Metrics are calculated for the applied date range filter.
- We consider only active Jobs
- We consider only active Services
Filters
Advanced filters provide the ability to drill down, slice & dice, and filter the dashboard to view the different insights.
Service Category → Service → Salesperson → Service Status → Customer Type
The Importance of Win-Loss Analysis Analytics & Benefits
- Continuous Improvement: By quantifying win and loss reasons, organizations can refine strategies, reduce inefficiencies, and improve overall performance.
- Identify Trends and Patterns: You can identify recurring trends and patterns related to both won and lost Jobs.
- Benchmarking: It enables benchmarking against industry standards and competitors in win rates, pricing, and product/service performance.
- Resource Allocation: Insights guide efficient resource allocation, focusing more on high-win market segments.
Win/Loss analytics short video tour