Lost Deal Analysis + Follow-Up

Losing a deal doesn’t have to be the end of the road—it can provide valuable insights and even future opportunities. This milestone establishes a process for managing closed lost deals in HubSpot. Sales reps will be required to enter critical information when marking a deal as lost, such as reasons for the loss, potential win-back opportunities, and follow-up dates. Automated workflows will create reminders or tasks for reps to follow up at the appropriate time. Additionally, a dashboard will be created to analyze lost deals by factors like rep, lost reason, and engagement history, helping you refine your sales strategies and improve win rates over time.

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Process Summary

1. Required Information Setup: Define and configure required fields for reps to complete when moving a deal to the "Closed Lost" stage, such as lost reason, solutions of interest, and follow-up potential.
2. Follow-Up Workflow: Create an automated workflow to generate tasks or reminders for reps to follow up with prospects based on the provided follow-up date or criteria.
3. Dashboard Creation: Build a dashboard to visualize lost deals data, breaking it down by rep, lost reason, engagement level, and other relevant metrics.
4. Testing and Refinement: Test the system with sample deals to ensure information is being captured accurately and workflows are functioning as expected.
5. Training and Rollout: Train sales reps on how to properly record lost deal information and use follow-up workflows and dashboards effectively.

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Requirements

• A list of required fields to capture key information for lost deals (e.g., win-back possibility, lost reason).
• Collaboration to define appropriate follow-up timeframes and criteria for creating tasks or reminders.
• Input on key metrics and breakdowns for the lost deals dashboard.
• Feedback during testing to ensure the process aligns with sales workflows and goals.

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Milestone in Action