Everyone is confident the deal will close. Then it doesn’t – and the win rate drops.
It hurts to chalk up a forecasted sale to the “lost” opportunity or “no decision” column.
Every sales professional wants more wins. But they aren’t getting them.
Win rates have been stagnate – at 47% – for about five years, while losses to the competition increased and losses due to no decision decreased slightly, according to the CSO Insights 2019 Sales Performance Report.
“Without a doubt, the one metric that we have tracked over the years that causes the most heartburn for CSOs, CFOs and CEOs is the outcome of forecast deals,” the researchers said.
Put the antacids away. Here are nine ways to increase your win rate.