Win/Loss Reporting
Once an Opportunity is captured or entered onto the Sales Funnel, it can only come off in 1 of 3 ways, ie: Won, Lost, or Abandoned No Decision.

So if and when an Opportunity needs to be removed for 1 of these 3 Reasons, it is sent to the Win / Loss Report where the Sales Person can add the main reason for its removal.

This creates an oportunity for the Sales Manager to review this and verify the reasons stated.

Win/Loss Review
Sales Managers should review at least all the major Wins Losses or Abandoned Opportunities and verify the reasons stated.

If incorrect, then this creates a requirement for coaching by the Manager.

Also, especially for major opportunities, the review process should allocate the reasons for Win or Loss as a percentage between the following elements:
q Marketing, including Product & Pricing
q Sales
q Other

This may involve the Manager contacting the customer to verify this.

PERFORMAX Tool: The above is based on PERFORMAX's Win/Loss Review Template