Won/Lost Report Overview

The Sales Pipeline provides a comprehensive set of features that facilitate, track, and otherwise allow you to oversee the various steps in securing sales. The Won/Lost report provides information at a glance on opportunities that are open, considered won, considered lost, and archived.

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The Won/Lost Report

The Reports section of Lead Gen & CRM provides a report on all opportunities won or lost across all pipelines over a given timeframe.

The Won/Lost report provides information at a glance on opportunities that are open, considered won, considered lost, and archived.  To swap between different opportunity categories within the Won/Lost report, do the following:

1. Click Analytics > Won/Lost in the left toolbar.
2. Click    View. 
3. Select from one of the available opportunity category options:
   • Open Opps
   • Opps Won
   • Opps Lost
   • Archived Opps

Regardless of the opportunity category, the Won/Lost report will provide the following information:

• The total number of opportunities in the report category
• The total opportunity monetary value
• The average opportunity monetary value
• The average time it took to close opportunities

Understanding Opportunities

The Won/Lost report displays information on opportunities. In Lead Gen & CRM, opportunities are created from contacts in the Contact Manager or through a pipeline. Once created, the opportunities can then be added to a pipeline.

In Lead Gen & CRM's Sales Pipeline, opportunities detail progress across deal stages. Opportunities provide information on revenues, closing dates, and associated contacts. Since opportunities can come up at any time and do not all begin at the start of a sales venture, you can set what stage of the pipeline the opportunity will start at.

Opportunities have different statuses that detail their current state. As opportunities can appear and be closed even before it has been added, you can set new opportunities to have the Closed-Won, Closed-Lost, or Archived statuses upon creation:

• Closed-Won opportunities are sales opportunities that have resulted in a successful sale and generated revenue.
• Closed-Lost opportunities are sales opportunities that no longer have a chance to result in a sale. 
• Archived opportunities are opportunities that can no longer be found in pipelines. They will not affect opportunity reporting unless explicitly included when generating reports.

Opportunities can also be set with a status at any time after creation. Marking an opportunity as Closed-Won or Closed-Lost will have it appear as such in various Sales Reports, Campaign Tracking, and the Contact Record.

Refer to Opportunity Overview for information on the opportunity creation process.
 

Viewing Opportunities

You can view an opportunity page directly through the Opportunities Report. To view opportunities, do the following:

1. Click Analytics > Won/Lost in the left toolbar.
2. Select the appropriate report to view.
3. Click    Options > View Opportunity.

Viewing the opportunity will open the opportunity's page. From there, you can modify opportunity information as necessary. 

Reopening Opportunities

Closed or archived opportunities can be reopened through the Opportunities Report. To reopen opportunities, do the following:

1. Click Analytics > Won/Lost in the left toolbar.
2. Select the appropriate report to view.
3. Click    Options > Reopen.

Reopening an opportunity will return an opportunity to the open state and place the opportunity back into the pipeline stage that it was in before it was closed or archived. 

Filtering Report Information

Opportunity information can be further filtered. There are many filters available to narrow down information on opportunities. For reports with many opportunities, you can enter different parameters to narrow results.

To filter results, do the following:

1. Click Analytics > Won/Lost in the left toolbar.
2. Select the appropriate report to view.
3. Enter one of the following parameters in the Filter Results text box:
   • A string of applicable letters
   • An opportunity's name
   • A sales representative's name
   • A numerical monetary value

Once the appropriate parameters have been entered, the report will show only those opportunities relevant to the search entry. After the preliminary results have been returned, you can further filter the results by the associated sales representative or pipeline. 

Optional Filter: Filter by Sales Representative

You can filter search results by the sales representatives attached to opportunities.

To filter results, do the following:

1. Click Analytics > Won/Lost in the left toolbar.
2. Select the appropriate report to view.
3. Enter a search parameter in the Filter Results text box.
4. Click the Filter by Sales Rep drop-down menu.
   
   Note: Optionally, enter a representative's name into the Filter by Sales Rep drop-down menu's Filter text box to narrow displayed representatives.
5. Click the    checkbox next to the desired representative or representative.
6. Click outside of the drop-down menu to confirm your selection.

Optional Filter: Filter by Pipeline

You can filter search results by the pipelines the opportunities are associated with. To filter results, do the following:

1. Click Analytics > Won/Lost in the left toolbar.
2. Select the appropriate report to view.
3. Enter a search parameter in the Filter Results text box.
4. Click the Filter by Pipeline drop-down menu.
   
   Note: By default, the pipeline you have set as visible will be selected as a filter.
5. Click the    checkbox next to the desired pipeline or pipelines.
6. Click outside of the drop-down menu to confirm your selection.

Optional Filter: Sorting Opportunities

Reports with many opportunities can be somewhat difficult to navigate. If your search results still yield many opportunities, you can further filter search results by sorting opportunities.

To sort results, do the following:

1. Click Analytics > Won/Lost in the left toolbar.
2. Select the appropriate report to view.
3. Enter a search parameter in the Filter Results text box.
   
   Important: For this information to be applied, this filter must be used in conjunction with a sales representative filter, a pipeline filter, or both.
4. Click the Sort by drop-down menu.
5. Select one of the following sorting parameters:
    

   Opportunity Name Total Value Expected Value

   Probability Created Close Date

Optional Filter: Date Range

You can filter search results by different periods of time.

To filter results, do the following:

1. Click Analytics > Won/Lost in the left toolbar.
2. Select the appropriate report to view.
3. Enter a search parameter in the Filter Results text box.
4. Click the Date Range drop-down menu.
5. Do one of the following:
   • Select an applicable range of dates from the Date Ranges drop-down menu
   • Enter the starting and ending date for the desired date range
6. Click Select Range.

Important: For this information to be applied, this filter must be used in conjunction with a sales representative filter, a pipeline filter, or both.

Running Reports

Once filters have been set, you can view an Won/Lost report with selected opportunities or without unnecessary opportunities.

To run a filtered report, do the following:

1. Click Analytics > Won/Lost in the left toolbar.
2. Select the appropriate report to view.
3. Enter a search parameter in the Filter Results text box.
4. Apply any desired optional search filters.
5. Click    Apply.

Once filters have been applied, the page will refresh. Only those reports that meet the filter parameters will be displayed.

Exporting Reports

If you want to keep the report for future use or archival, you can export the report as a .CSV file.

To export the Won/Lost report, do the following:

1. Click Analytics > Won/Lost in the left toolbar.
2. Select the appropriate report to view.
3. Enter a search parameter in the Filter Results text box.
4. Apply any desired optional search filters.
5. Click Export.
6. Click Export Manager in the yellow information box that appears.
7. Click the exported Won/Lost report file to download it to your web browser's file download location. 

Refer to Exporting Opportunities for more information on exporting opportunity information.

Questions?