Missed Sales Dashboard

Missed Sales Dashboard

INTRODUCTION

To allow Business owners to immediate measure the number of opportunities that were not contacted and subsequently lost. This will help to crystallize the action to be taken for recovery or improve team performance in the future. It consists of 4 layers of data setup for this Dashboard Chart.

Missed Sales (Current Mth, Current Qtr, Current Yr)

Missed sales help Business Owner (BO) /Salesperson (SP) to understand how many sales user have lost within the current month, current quarter or current year.
When user mark an opportunity as lost, system will automatically update the lost amount into the chart real time.
Goals will be lesser of the lost amount, the better the sales performance.

This is 1st Layer of Data: This is called Gauge View. BO/SP will have different data set to present in Dashboard. BO view is no. total of company “Missed Sales” in amount, where SP view is only allow to see their own data. In this view, user allow to filter by "Month", "Quarter" and "Year" to respective data to take action.

Missed Sales : 1st Layer

This is 2nd Layer of Data : This is called Graph View. There are 3 different data charts to help BO/SP for making a quick decision to turn for next action by looking at “Stage”, “Reason” and “Salesperson” Chart.

Missed Sales By Stage (Month)

Stage : In Opportunity, there are total of 6 Stages in pipeline which started with “New”, “First Activity”, “Follow up”, “Quotation” and “Won” or “Loss”.

- New : This is the first stage of Opportunity when 1st created.
- First Activity : This is the second stage of opportunity when 1st activity of your opportunity is in DONE (System automated move).
- Follow up : This is the third stage of opportunity when user is ready to move to next action which is follow up, typically is right after 2 activities in DONE. (User can drag and drop to this stage)
- Quotation : This is the last stage of your opportunity before turn to Won or Loss for this deal. In this stage, quotation is ready to be created after user mark as “Won”.
- Won : In this Stage, your deal is confirmed and your Quotation is created (user to create).
- Lost : In this stage, your client decided not to pursuit further so deal is move to Lost stage after user mark as “Lost”.

Under “Stage” filter : Funnel Chart is helps to categorize the last stage of opportunity before it went to lost on current month.
The arrangement of this chart is based on stage which has the highest amount on top where lowest amount in bottom.
This Funnel chart is to allow BO/SP to easily identify each group of lost opportunity journey which impact the business decision. In generally, the lesser of stage or amount of lost is better of your sales performance.
Navigation to get more details:
- Desktop View : User can “mouse over” to the stage to view each data point.
- Mobile View : User can “Tap” on the stage to view each data point.

Missed Sales By Stage (C.Mth) : 2nd Layer

Missed Sales By Reason (Month) :

Reason : In lost reason, there are 2 level of categories which already per-configured in system as “ Lost Reason Category ” and “ Lost Reason ”.
- Lost Reason Category : There are categorized as “ Competitor ”, “ Product ”, “ Customer ” and “ Sales Team ”, each category is associated with Lost Reason which shown as below Table.

Lost Reason Category	Lost Reason
Competitor	Went to Competitor
Product	Product Missing Features Product Out of Stock Product Pricing
Customer	Timing No Interest
Sales Team	Poor Contract Terms Poor Follow up Time

Under “Reason” filter : Donut Chart is helps to categorize the lost reason of opportunity by lost reason category..
The arrangement of this chart is based on group of each category of reason to present in this chart. The lost reason category is divided base on highest group breakdown and lowest group which less than 10% will be group under “Others”. Again, user can click further in the get breakdown details.
This Donut chart is to allow BO/SP to visualize what make the deal is loss for the group reason. Further zoom in will allow to see “Loss Reason” in each group. In generally, the highest in the group is the weakest link in this current month of lost which get user to do immediate corrective action or proactive approach for opportunity still in pipeline.
Figure Shown on Center (Ex: 3.37 M) is the total of Lost deal amount.
Navigation to get more details :
- Desktop View : User can “mouse over” to the chart view each data point.
- Mobile View : User can “Tap” on the chart to view each data point.

Missed Sales By Reason ( C. Mth ) : 2nd Layer

Missed Sales By Salesperson (Month)

Salesperson : Single level of data set.
Under “ Salesperson ” filter : Donut Chart is helps to breakdown on salesperson of opportunity by lost amount.
The arrangement of this chart is based each salesperson opportunity lost in this chart. The chart is divided based on highest lost to display individually, for those lost less than 10% will be group under “Others”. Again, user can click further in the get breakdown details.
This Donut chart is to allow BO to immediate discuss with respective salesperson to deep dive the reason of each lost reason which set priority of recovery in the future. This chart is focus to be able to assess on salesperson performance within single view of data.
Figure Shown on Center (Ex:3.37M ) is the total of Lost deal amount for all Salesperson.
Navigation to get more details :
- Desktop View : User can “mouse over” to the chart view each data point.
- Mobile View : User can “Tap” on the chart to view each data point.

Missed Sales By Salesperson ( C. Mth ) : 2nd Layer

This is 3rd Layer of Data : This is call Kanban View. There are 3 different data set from this session, by either from “Stage” or “Reason” or “Salesperson” then each view will represent different set of data as below

Stage : Click on graph
- It’s will bring user to Kanban view, list of lost opportunity for each particular Stage on what user is clicked.
- There will be a Stack Bar indicator show on top of each Stage (ex: First Activity). This is to indicate of all activity under this stage where some may Overdue (Red) or Planned (Green).
- User can use “ Group By ” or “ Filters ” or “ Favorites ” function as below mentioned image to further breakdown of data.

Kanban View By Stage : 3rd Layer

Reason : Click on graph
- It’s will bring user to Kanban view, list of lost opportunity for each lost reason category on what user is clicked.
- There will be a Stack Bar indicator show on top of each Stage (ex: Sales Team). This is to indicate of all activity under this stage where some may Overdue (Red) or Planned (Green).
- User can use “Group By” or “Filters” or “Favorites” function to further breakdown of data.

Kanban View By Reason : 3rd Layer

Salesperson : Click on graph
- It’s will bring user to Kanban view, list of lost opportunity for this particular salesperson on what user is clicked.
- There will be a Stack Bar indicator show on top of each Stage (ex: Sarah). This is to indicate of all activity under this stage where some may Overdue (Red) or Planned (Green) .
- User can use “ Group By ” or “ Filters ” or “ Favorites ” function to further breakdown of data.

Kanban View By Sales Person : 3rd Layer

This is 4th Layer of Data : This is call Action View (aka: Form View). This form view is to display all details information of particular opportunity which in LOST stage. User still allow to revisit of this opportunity to previous stage if this deal is still under re-negotiation with clients.

User can go to Workflow ( Ex : New > First Activity > Follow up > Quotation > Lost ) to click on previous stage is revisit is needed. System may prompt a warning message to indicate “The expected Closing date is less than today!”. This is due to your expected closing date is overdue so user will need to “Edit” to amend to later date which is greater than today.

Below is shown for opportunity form view.
- User can Edit to amend any information.
- User can refer more information related to this opportunity form in CRM user guide.