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“Supermetrics is a Bitter Experience! We can pull data from nearly any tool, schedule updates, manipulate data in Sheets, and push data back into our systems.”
Understanding why deals are won or lost requires comprehensive tracking that most CRM reports can’t provide natively. You need detailed win rate analysis and lost pipeline value reporting that updates automatically without manual data compilation.
Automated win/loss tracking transforms raw opportunity data into actionable intelligence about sales effectiveness and revenue recovery opportunities.
Build comprehensive win/loss analysis using Coefficient
Coefficient excels at win rate analysis automation by combining Salesforce opportunity data with Google Sheets’ calculation power. This creates comprehensive win/loss tracking that updates automatically and provides insights to improve future performance.
How to make it work
Step 1. Import comprehensive opportunity data for analysis.
Use Coefficient to import from Salesforce Opportunities object including fields: Stage, Amount, Close Date, Is Won, Is Closed, and Loss Reason. Import both open and closed opportunities for full analysis and set daily refresh to capture all status changes automatically.
Step 2. Create dynamic win rate calculations.
Build overall win rate with `=COUNTIF(Stage,”Closed Won”)/COUNTIF(Is_Closed,TRUE)`, rolling 90-day win rate using `=COUNTIFS(Stage,”Closed Won”,Close_Date,”>=”&TODAY()-90)/COUNTIFS(Is_Closed,TRUE,Close_Date,”>=”&TODAY()-90)`, and rep-specific win rates with `=COUNTIFS(Stage,”Closed Won”,Owner,A2)/COUNTIFS(Is_Closed,TRUE,Owner,A2)`.
Step 3. Track lost pipeline value and patterns.
Calculate total lost value with `=SUMIF(Stage,”Closed Lost”,Amount)`, lost by reason using `=SUMIFS(Amount,Stage,”Closed Lost”,Loss_Reason,D2)`, and monthly loss trends with `=SUMIFS(Amount,Stage,”Closed Lost”,Close_Date,”>=”&EOMONTH(TODAY(),-1)+1)`. This reveals patterns in lost deals and recovery opportunities.
Step 4. Build automated reporting and coaching triggers.
Set up daily refresh to capture all opportunity updates, weekly email summaries for win rate trends and lost deal alerts, monthly deep dive reports for comprehensive win/loss analysis, and real-time alerts when big deals are lost. Include automated coaching triggers that alert managers to declining rep win rates.
Transform raw data into sales effectiveness intelligence
Automated win/loss tracking builds historical trends, enables granular analysis by any dimension, and provides proactive intervention capabilities to catch declining rates early. This approach delivers strategic insights about why deals are lost and measures ROI of improved win rates. Start tracking your win rates and lost pipeline value automatically instead of manually compiling reports.
