B2B Sales Pipeline: Stage Tracking and Loss Analysis

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B2B Sales Pipeline: Stage Tracking and Loss Analysis

For sales reps and their manager, opened at every weekly pipeline review. The whiteboard holds this quarter's target, the exit criteria for each deal stage, a win-odds by deal-size matrix, and four frames for sorting why deals were lost. The task board runs from lead to won or lost, and starts with four parent tasks - pipeline hygiene, moving deals, loss analysis, and the weekly review - each with its own subtasks.

0 いいね 0 コピー 作者: WeProcess
B2B sales deal tracking pipeline loss analysis weekly review
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1. This Quarter's Target and Ground R... 2. Deal Stages (and how you know one ... 3. Win Odds vs Deal Size (what to wor... Close it out (small, likely) Top priority (large, likely) Keep it light (small, unlikely) Qualify hard (large, unlikely) 4a. Lost on price or budget 4b. Lost on fit 4c. Lost inside their org 4d. Timing and competition 5. The Weekly Review (15 minutes) B2B Sales Pipelin... How to use: 1. Fi... Targets & wins Definitions &... Stalls & loss... Learnings TargetBookings: $______ / Deals: ___Example: $300K and 12 deals (8 new, 4 expansion) What counts as a dealExample: it goes on the board once you've confirmed a real problem, a budget range, and who signs. Pipeline you needTarget / win rate = pipeline to buildExample: $300K / 25% = $1.2M in play Stall ruleExample: no activity for 14 days means stalled. The owner resets the next action or parks it. Stage 1 - LeadMake contactExit: you heard one real problem and you know their role. Stage 2 - First meetingDig into the problemExit: budget range, timing, and decision maker confirmed. Stage 3 - ProposalShow the fixExit: proposal and quote delivered, and you know who else they're looking at. Stage 4 - NegotiationSettle the termsExit: price, start date, and contract shape agreed. Stage 5 - Won or lostWrite down the resultWon moves to onboarding. Lost gets sorted into one of the four frames below. 縦軸: Win odds (low... Finish this week. Hand over a draft approval note so all that's left is a signature. Bring your manager and meet the signer. Escalate the moment it stalls - this is the quarter. No custom work. Standard material and email only. Spend real time on it when they respond. It turns on whether you reach the signer. Three touches with no movement, push it to next quarter. Example: 20% above the other vendor with no room to move Example: budget gone for this year, revisit next cycle Fix: build a one-page payback in their own numbers Example: the integration they needed doesn't exist yet Example: setup work was too heavy for their team Fix: name the gap before the quote, not after Example: our champion moved to another team Example: approval sat with nobody pushing it Fix: build a second contact before the proposal Example: they renewed with the incumbent first Example: the whole project slipped six months Fix: don't close it out - set a callback date Three things, every week1. Deals stalled over 14 days2. Where this month lands3. Last week's loss reasons Update ruleExample: odds and next action get updated the day something happens, not right before the meeting. Where this month landsWon: $______ / Weighted: $______Example: $80K won, $120K weighted (66% of target)
100%

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タスクボードの内容

Leads 16件

Set up the pipeline
Move deals forward
Analyze lost deals
Run weekly reviews
Define the stages
Clean up open deals
Log size and odds
Set a meeting flow
Draft a proposal kit
Map the buying group
Tag loss reasons
Revisit lost deals
Rework the pitch
Book the review slot
List stalled deals
Update the forecast

First Meeting 0件

Proposal 0件

Negotiation 0件

Won 0件

Lost 0件