When assessing lost opportunities it’s instructive to review where in the pipeline opportunities are being lost. Put another way we want to know at what sales stages do we experience pipeline leakages.

In a fully optimised sales process deals flow from one stage to another until closure. Lost deals point to problems in the sales process depending on where they leak from. These problems could include no emotional connection, information overload, undefined needs, poor on boarding, etc.

Using standard Salesforce reports we can develop a view of where in the sales process deal are lost. To do this we will start by creating an Opportunity History Report.