performance-management-friday-abandoned-deals 
Partners in Excellence
JANUARY 20, 2012
There is a hidden performance and resource drain that can have a dramatic impact on our success. It’s the abandoned deal. . Abandoned deals happen more frequently then we think–we usually don’t track them well. But they’re the deals that we’ve qualified and pursue proactively.
Partners in Excellence
FEBRUARY 21, 2019
But they fundamentally can’t answer the question about their typical deals because they haven’t asked the question themselves. As each deal is closed out, sales people are supposed to provide a reason code. ” Win/loss reviews are critical to improving performance! But one wonders, “What are we learning?
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Partners in Excellence
JANUARY 17, 2022
Just to put an emphasis on the importance of understanding why we win, why we lose, and how we maximize performance and productivity, let’s go through an example: Let’s assume 3 sales people with exactly the same quotas: $5M. But in reality, I actually find very few sales people and managers spend anytime thinking about this.
Partners in Excellence
MARCH 29, 2022
We’ve trained thousands of people in the selling process, leveraging it for their deal strategies. Some suggest, we abandon the concept of the selling process, just focusing on responding to the customer buying process. Some of these are strong project management, problem solving.
Partners in Excellence
JANUARY 6, 2022
Of course, when we win or lose a deal, there is some reason code–usually some drop down in CRM that gives us a handful of choices about why we won or why we lost. Our win rates are critical to understanding and driving performance. Often, I see organizations assess their win rates against every deal sales people work on.
Partners in Excellence
MARCH 21, 2014
So we use criteria focused on us to qualify opportunities and deals. Fast forward through the deal cycle, look at hundreds and thousands of deals. We see huge numbers of deals abandoned somewhere in the cycle—they get stalled, the customer loses interest, we lose interest, they may not have been real in the first place.
Partners in Excellence
OCTOBER 17, 2013
As I reread it, I was reminded that so much of what high performing sales people do is habit, using Kevin’s terms, considered habit. High performers have figured out what works. They know that to win a deal, they must execute the same steps consistently. High performers have all sorts of other habits.
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