Bid Team
A quick look at every deal the bid team quoted with a close date in March -
international or domestic, new or renewal, direct or channel: it all counts here
international or domestic, new or renewal, direct or channel: it all counts here
DOMESTIC
63%
Reasons for Loss
Year-to-date trend
A monthly overview of the Bid Team's activities and success rate
SMS UK Monthly Report
LOADING AWESOME
192 of 304
14%
Number of deals won
£743k of £5.42m
Value of deals won
International vs Domestic
A look at how the win and loss stats compare at home and abroad
(calculated using SalesForce flag "Is this international support?")
(calculated using SalesForce flag "Is this international support?")
Why do we lose the deals that we do?
Can the bid team play a role in improving things?
Can the bid team play a role in improving things?
March 1-31, 2016
At-a-glance
INTERNATIONAL
£524k
£1.53m
Deals Won
Deals Lost
£219k
£3.15m
Deals Won
Deals Lost
All 112 "closed lost" or "project dead" deals had a reason attributed. However, 73 of these - two-thirds - were attributed as "other". Most of these featured details in the "explanation" field, but performing analysis on a free text field is a challenge.
Second-place reason was pricing (16%), followed by loss to a competitor, loss to a bigger company, and failure to quote on time (all <10%).
Future reports hope to include fuller statistics on this matter, so that the Bid Team can more closely target specific concerns. Sales staff using additional "default" reasons instead of using "other" a large majority of the time, would be helpful - it may be worth liaising with the sales team to determine whether more default drop-down reasons should be added to Salesforce.
Second-place reason was pricing (16%), followed by loss to a competitor, loss to a bigger company, and failure to quote on time (all <10%).
Future reports hope to include fuller statistics on this matter, so that the Bid Team can more closely target specific concerns. Sales staff using additional "default" reasons instead of using "other" a large majority of the time, would be helpful - it may be worth liaising with the sales team to determine whether more default drop-down reasons should be added to Salesforce.
A word on pending deals
The bid team also quoted 267 still-pending deals with a Close Date indicated as March. These are excluded from all other stats on this page, as they should be shifted to future months - but to demonstrate the extent of the Bid Team's volumes, they break down as:
45%
Initial Proposal
120 deals
£640k
13%
Followed Up
34 deals
£630k
8%
Under Review
22 deals
£586k
8%
SMS Selected
21 deals
£449k
26%
Other
70 deals
£2.29m
