Won and Lost Deal Analysis
Learn how to correctly mark deals as won or lost, track verlies redenen, and use insights for process improvement.
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Correctly tracking won and lost deals is crucial for understanding your sales performance, identifying bottlenecks, and improving conversion rates. Complete and accurate data enables meaningful analysis.
Handling Won Deals
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1. Mark Deal as Won
When contract is signed and deal closed:
- Move deal to Won stage
- Verify final deal value (actual closing price)
- Confirm commission amount
- Set actual closing date
- Add final notes about closing process
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2. Post-Closing Activities
After successful closing:
- Generate commission invoice
- Request client testimonial
- Ask for referrals
- Send thank you email
- Schedule follow-up (3-6 months)
- Update property status to Sold/Rented
Handling Lost Deals
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1. Mark Deal as Lost
When deal doesn't close:
- Move deal to Lost stage
- Select loss reason (required)
- Add detailed notes explaining what happened
- Document competitor information (if applicable)
- niete geleerde lessen
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2. Categorize Loss Reasons
Common verlies redenen:
- Prijs: Te duur, kon niet onderhandelen
- Concurrentie: Chose aniether agent/property
- Financiering: Hypotheek afgewezen, onvoldoende middelen
- Timing: niet ready, circumstances changed
- Woning: Problemen ontdekt, voldeed niet aan verwachtingen
- Communicatie: Slechte respons, service problemen
- Anders: Specify in notes
Accurate categorization enables pattern analysis.
Using Won/Lost Analysis
Key metrics to monitor:
- Win rate: % won deals of total
- Loss rate by reason: Which reasons most common
- Win rate by stage: Where deals usually get lost
- Average time to close: Won vs lost deals
- Win rate by agent: Individual performance
Actionable insights:
- If loss reason = Price: Review pricing strategy
- If loss reason = Competition: Analyze competitor offerings
- If loss at Negotiation: Improve offer preparation
- If long tijd-tot-sluiting: Streamline processes
Best Practices
Frequently Asked Questions
Can I reactivate a lost deal?
Yes, lost deals can be reactivated to appropriate stage if client returns. All history remains preserved, including original loss reason.
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